I handle my initial calls with prospects differently than a lot of coaches do.
While they like to do "froaching" (free coaching) calls that can go for hours, 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).
Just yesterday I had a call with someone and during that call a bell went off in my head for the perfect person to help him. After the call I connected the two of them, and I felt good knowing that it's probably a good match.
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).
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Marc Mawhinney