I handle my initial calls with prospects differently than a lot of coaches do. 

While others like to offer a free two hour (or even longer) coaching call to potential clients, my initial call is a short one (20 to 30 minutes max) to determine if we're the right fit to work together. 

When I suggest this method to other coaches, some are so tied to the free marathon sessions that they can't get their heads wrapped around doing a short initial call with no coaching.

They think it feels like a dirty, pushy sales call to do it that way. 

Let me be clear: I'm not suggesting that you can't offer any value whatsoever in that first call! 

While the goal of the call should be to see if you'll work together, I'm not saying that you have to use a heavy-handed, hard-sell approach on them. 

I give value in my initial calls. I point them in the right direction, or make suggestions that can help them. Often I recommend a book or resource they should know about. 

Just as I'm investing time with them, they're taking time to talk with me and I want them to leave the call feeling good (whether we end up working together or not).

Last week I had a call with someone, and it wasn't the right fit. But after our call he sent me a very nice testimonial thanking me for helping him, and said I could use it in my marketing. 

That probably wouldn't have happened if I had done a hard sales pitch that resembled something from The Home Shopping Network. 

No free coaching doesn't mean that you can't help (but ultimately the best way to help is by having them invest in your coaching).

If you'd like to get more quality calls booked with potential clients, check out my 10 Clients In 90 Days program. 

The next one opens up soon, more details here: 

Marc "No Free Coaching" Mawhinney