May 9, 2025
Whether you’re a brand-new coach who’s just getting started in their holistic nutrition practice or you’ve been supporting clients for a while and are looking to refine your flow, learning how to navigate discovery calls is one of the most foundational skills you can develop.
This initial conversation might be brief (Typically, 15 to 30 minutes), but it holds much weight because this is where your initial connection is formed, and trust is built beyond someone seeing your social media content. This call is intended to offer both you your potential client a true feel for whether you’re aligned and ready to take that next step together.
A discovery call isn’t a pitch, and it’s not a one-way street. It’s a moment to serve BOTH of you, not a moment for you to try to sell yourself.
A discovery call is a practitioner’s opportunity to provide a space for a potential client that feels calm and supportive, so that someone can discover whether they feel safe in expressing and working through their very real needs and vulnerable pieces of their story with you. In turn, you’re listening deeply, asking thoughtful questions, and most importantly, you’re helping them gain clarity around what’s going on for them and what support might look like moving forward.
Here’s a simple, but powerful framework to guide you through the discovery call process. Remember that you get to create your own unique process for your coaching practice, and that it will likely be refined with time, as you evolve in your work.
Step 1: Create a Warm Welcome
Start by setting the tone. A smile, a thank-you for their time, and a quick overview of what to expect from the call can go a long way in settling both their nerves and yours!
This also helps to keep the conversation grounded and focused. If your intention is a 15-minute intro call, be sure to let them know that upfront, so that as the end of your time together gets close, everyone is on the same page about wrapping things up. This is a beautiful way to set a gentle container to help you stay on track and respect everyone’s time.
Step 2: Learn Their Story
The discovery call is your opportunity to invite openness and build trust. Instead of assuming their needs, ask plenty of open-ended questions that allow them the floor to share their story. Encourage them to discuss what they’re struggling with, what they’re hoping to see change, and what brought them to you today. As they talk, listen deeply. Take note of not just what they say, but how they say it. What’s underneath the surface?
You might begin to notice things they don’t yet recognize, which could be contributing to how they feel. That’s okay. You don’t need to fix or educate just yet! Simply reflect back what you’re hearing so they feel seen and understood.
Step 3: Identify Their Needs
Once you’ve heard their story, you can start exploring a few of the more foundational pieces. Gently ask about their daily routines, stress levels, support systems, sleep, movement, and any other lifestyle factors that you feel can support you in co-creating a plan for them moving forward. The goal here isn’t to solve the problem, it’s to gather insight by building a bigger picture of what’s going on for them, and where your support might be most effective.
While you may notice areas they could benefit from exploring, make note of it, but stay anchored in their reason for reaching out. You can weave in other insights if they support the client’s big picture, but honour that their goals are theirs to define, and not ours to redirect.
Step 4: Introduce Your Approach
Now that you have a sense of their goals and needs, you can share details about how you work. Be clear and confident. Walk them through what working together typically looks like. What is your process? What are your values? How do you tailor support for each of your clients? If you’re not fully confident in what your approach is, know that just like having this framework for your discovery calls, you can also create a framework for your entire process, from the discovery call to the final session with your client.
Keep this part of your call grounded and aligned with your philosophy. This is your chance to show them what they can expect if they choose to work with you – Not only in terms of logistics or expectations, but in terms of energy.
Step 5: Share the Next Steps
If you both feel aligned, let them know what comes next.
Be transparent about the structure of your sessions, the frequency, the financial investment, and any other details they need to know in order to get started. If your services are eligible for insurance coverage, your discovery call is a great time to encourage them to check with their provider first before booking, so there are no surprises down the road.
If it doesn’t feel like an ideal fit, either because you feel they may require a different kind of support or perhaps their concerns are outside your scope, be honest and kind. A gentle referral or a redirection to another professional or a resource can be just as valuable as a yes. You’re still serving, even when the answer is “not me.”
Step 6: Leave Them With Value
No matter the outcome of the call, we suggest always leaving each person who took the time to do a discovery call with something meaningful.
This might be a short thank-you email, a helpful resource, a book recommendation, or even a personal reflection that you feel may support them through the season they’re in. A small gesture can leave a powerful and lasting impression that shows you care, even if the call doesn’t result in a client relationship. This small gesture can have a big impact on someone who was vulnerable enough to share what they’re currently struggling with!
A Few Final Reminders:
- You’re not here to convince anyone to work with you, you’re here to deeply connect with those you’re meant to serve, and to lovingly redirect those who may find what they need elsewhere.
- The right clients will feel naturally aligned with both your energy and your process.
- Confidence comes with practice, so start before you feel fully ready.
- You can even practice discovery calls with friends, peers, or fellow alumni to build confidence.
- Your discovery call process will naturally evolve along with you over time, and this is a good thing.
- You get to choose the tone of each call with your energy and clarity.
- Authenticity is magnetic! Don’t try to sound like or be anyone else. The greatest gift you can offer a potential client is to show up as the truest expression of who you are at your core.
If you’ve ever felt nervous before a discovery call or unsure of how to structure it in a way that feels good to you, just know this: You’re not alone. And you can find your rhythm.
Like everything else in your practice, this is a process you’ll refine with time. The goal isn’t perfection, it’s connection. It’s clarity. And it’s offering your presence in a way that feels both spacious and grounded. You’ve got this.
Ready to Support Others Through Holistic Nutrition?
Whether you’re just starting to explore this path or dreaming of launching your own practice one day, our 100% online, fully accredited and internationally-recognized Holistic Nutrition Diploma Programs are designed to help you build the skills and confidence to guide others.
Ready to learn more? Download our brochure to discover how NutraPhoria’s programs can help you turn that vision into a reality.
