Whether you are brand new to your coaching business or recently certified in a new skill that you’re ready to use as part of your paid offering, free calls can be a great way to help you sell high-ticket coaching packages. Why? Because free calls allow you to learn your ideal clients on a more intimate people and help you to build trust with your ideal client – both of which are necessary to close high ticket offers. 

I’ve spent countless hours offering free calls and today, I’m pulling back the curtain to share the strategies I use with my private clients. You’ll learn how to leverage free calls to attract high-ticket clients and see real examples of three types of successful calls in action. 

Why Do Free Calls Matter?

Think about it this way: would you buy a car without taking it for a test drive? High-ticket coaching and service packages work the same way. You can’t expect someone to invest thousands of dollars just because they saw a few social media posts. Free calls give potential clients a chance to experience your style, hear your voice, and see if you’re the right fit for them—and it gives you the chance to ensure they’re the right fit for you too. It’s about building trust and making sure both sides feel confident before committing.

Three Types of Free Calls

1. The Discovery Call: For the Ready Buyer

The first type of call is the Discovery Call. This is your straightforward sales conversation. The person booking this call is already pretty much sold on what you’re offering. They know they need what you provide, they’ve likely done a lot of research and they’re just trying to figure out if you’re the right person to help them. These are your hot buyers—they’re ready to invest and just need that final nudge to say, “Yes, let’s do this.”

Think of it as a mutual interview. They’re feeling you out, but you’re also checking if they’re the kind of client you want to work with. 

This call isn’t about convincing them that they have a problem—they already know that. It’s about confirming that you’re the one who can help them solve it.

2. The Audit and Assess Call: For the Buyer Who Needs a Solution

Next up is the Audit and Assess Call. This one’s a bit more in-depth. The person on the other end isn’t really sure why they’re not getting the results they want, but they know there’s a problem. They’re coming to you for clarity and a solution—and your approach to solving their problem. They’re looking to you for guidance on what their problem is and how to fix it.

During this call, you’ll dig into their current situation and try to pinpoint where things are going wrong. In many ways, this itself is a big win and can be a huge aha moment for this potential client. Maybe they’re losing clients in their sales funnel and can’t figure out why, just like someone struggling to maintain a tidy home but can’t see where their organization system is failing. Or perhaps they’re like someone who exercises regularly but isn’t seeing the fitness results they want, unsure if the issue lies in their routine, diet, or rest. Whatever the issue, your job is to diagnose the problem and suggest a solution that leads to real progress.

These calls usually run longer—think 45 minutes—because you’re doing a bit of detective work. The goal here is to show them that you understand their pain points and that your expertise is exactly what they need to achieve their goal.

3. The Skills-Based Call: For the Buyer Confirming Your Vibes

The Skills-Based Call is ideal for prospective clients who are curious about what you offer but want to be sure your approach aligns with their needs before they commit. They might know they have a problem, but they’re not ready to dive in until they experience firsthand how you work.

Think of it like someone testing out a new makeup product—they want to see how it looks and feels on their skin before buying. Whether you’re a health coach who focuses on gut health or macro tracking, or a healer using a specific modality, these clients want a taste of your unique approach.

In this call, you’ll offer them a glimpse into what it’s like to work with you. You might guide them through a quick exercise, help them name and understand a specific issue, or simply showcase your style and expertise. The goal is to let them experience your approach so they can confidently decide if you’re the right fit for their journey.

The key here is to let them experience your style and approach so they can decide if it’s the right fit for them.

Making Free Calls Work for You

The beauty of these three types of calls is that they allow you to meet potential clients exactly where they are in their buyer’s journey. Whether they’re ready to invest, need help diagnosing a problem, or just want to get a feel for your approach, there’s a free call type that fits their needs.

When promoting your free calls, be clear about what each one offers. Let potential clients know exactly what they’ll gain from the call, and tailor your approach to match where they are in their decision-making process. This not only helps you close more sales but also ensures that the clients you take on are the right fit for your business.

Remember, it’s not just about getting people on the phone—it’s about using that time wisely to build trust, showcase your value, and help them see that you’re the right person to get them where they want to go. The next time you’re considering offering free calls, think about which of these three types will resonate most with your potential clients and set you up for success.

By focusing on the type of call that aligns with where your potential client is in their journey, you can make your free calls more effective and ultimately, more profitable.

Ready to take your free calls to the next level?  Discover how to fill your client roster with my proven Free Call Formula: Breakthrough to Booked.

For more strategies to build consistent cash flow in your coaching, healing, or service-based business, check out these blog posts:

• How to Triage Your Free Calls
• Breakthrough to Booked: The Easiest Way to Fill Your Client Roster