Back when I started my coaching business, my conversion ratio for discovery calls was pretty bad. 

It was down around 10%, which wasn't going to break any records and was incredibly frustrating given the amount of time that I was spending on these calls. 

Over time, I was able to do things that increased it to where it's at today (close to 50%).

One way this happened was qualifying the people better, Instead of just slapping my scheduling link all over the Internet like I used to do, I started using an application form on my website that made people jump over some hurdles before I hopped on a call with them, 

But just as important, I started using a "trick" to increase my success on the calls: 

I detached myself from the outcome. 

That's right, I stopped caring so much if the person chose to work with me or not. It might sound simplistic, but it worked. 

I went into each call with the thought that I would ask questions, listen, give value where I could (but NO free coaching), and if they decided to work with me then great. If not, they got something from our short time together and I could feel good about that as I moved on to the next one. 

If you're going into the call anxious because you need that client to make your car payment or your mortgage next week, that's a lot of pressure to be putting on yourself. 

If you're grasping so tight onto these prospects that they can feel it, it adds a weird dynamic to the call and the person can pick up on that desperation. Like Rich Litvin and Steve Chandler wrote in The Prosperous Coach, "needy is creepy".

The funny thing is the more detached I got towards the outcome, the better my calls went. 

Discovery calls are something that we focus on in my group coaching program, 10 Clients In 90 Days. You'll learn how to get more of them - and nail the ones that you do get. 

The next group starts the week of August 7th, and there's still room for you. More details here: 

Marc