Let’s get the pink elephant out of the room OK? Sales is scary and uncomfortable stuff.
Asking people for their money so that you can do something that comes so natural to you feels uncomfortable. Inviting a prospect into transformation for hundreds or thousands of dollars and feeling like you have to convince them to commit removes any joy you feel about your chosen profession.
In fact, feeling like you have to convince someone to take care of themselves is a downright bummer.
Am I right?
Over the years of running my nutrition practice first in women’s only gyms, then at high-end tennis clubs and then in a medical doctor’s office, I’ve come to understand that the only thing standing between you and a new client is FEAR.
Being too pushy or salesy.
Being desperate for money.
Not feeling like you are good enough or know enough.
Feeling insecure about your ability to actually help the client.
Not valuing your expertise and time enough to charge what you’re worth.
…am I hitting the nail on the head?
I can’t do this, it’s too hard.
No one supports me. I’m a failure.
I’m embarrassed, I’ve tried so many times before.
I don’t want to give up anything.
I don’t know how to do this.
If both you and the prospect are knee deep in fear it’s likely that the discovery session won’t go well. It’s like the blind leading the blind. You have a responsibility to work through your fear (it’s an ongoing job) so that you can create a (mostly) fear-free space for your prospect.
Whether you self-identify as one or not, you are a transformational coach — your role is to help the client transform their health using whatever tools, methods or protocols you prefer.
It doesn’t matter if you went to school to become a health coach, nutritionist, naturopathic doctor, massage therapist or personal trainer… You are working with a client to get them from point A — where they are now; to point B — where they want to be.
How To Structure Your Discovery Session Intake Form For Maximum Sales
A discovery session intake form is a really helpful tool that you can use to pre-qualify and pre-frame your invitation into transformation (AKA the part where you ask for the sale.) You will have two different forms prospects need to complete prior to having the discovery session.
Form # 1: Interest Form
Form # 2: Health Intake
In this article I’m going to walk you through the five (5) sections you should include in your Interest Form. I’ll leaving setting up your health intake form to you since it will be different for everyone.
SECTION 1: Contact Information
You want to collect their contact information, how they found you and if they are open to referring you to their friends and family. Asking about their profession and number of hours worked per week gives you insight into their life.
First and last name
Email (work or home)
Date of birth
Number of hours worked per week
How did you hear about me
Do you have friends, family or colleagues who would benefit from my services (yes or no)
SECTION 2: Where Do They Want To Go
It might seem counter-intuitive to start the intake form by establishing the desired state versus identifying the symptoms and the problem. You want them to future-trip and ignite feelings of desire, inspiration and motivation. Get them excited about the possibility of their future.
In this section you want to establish what their desired future state looks and feels like, why they want it and a date (if applicable.) It’s not enough to know what the goal is, the power is in knowing and understanding the WHY.
Digging deep and getting really clear on WHY the goal is important to the prospect is the key to getting an on the spot YES.
What is your goal?
In X number of weeks from now, what do you want to improve?
What are the 3 best reasons for you to do it?
Do you have a date you’d like to achieve this goal by?
Why is it important to you to achieve this goal by this date?
SECTION 3: Where Are They Now
These questions are grounded in the present. Use this section to identify the trigger and how it’s affecting their life — what motivated them to take action and contact you that day? In other words, what is their mindset at this initial point-of-contact? Ask open ended questions. Pay attention to the detail or lack of detail the prospect provides. It will give you great insight into their personality and willingness to open up.
What is your most pressing health concern?
List 3 ways your present health concern is affecting your life.
Why do you want help now to address your health concern?
What will happen if you chose not to address your health concern?
SECTION 4: Challenges
Now that you’ve established The Gap (where they want to go versus where they are now = the gap) you need to get really clear on why they can’t get to their desired future state themselves.
The reason you need to establish their blocks and challenges is so that you can validate them and then describe how your service package or program will support them to overcome those challenges.
The things they’ve tried in the past, the mindset blocks and the lifestyle challenges are all what’s keeping them from achieving and maintaining their desired future state, so it’s important for you to really understand them. And if your service package or program doesn’t support the challenges then you’ve done yourself a favor… the prospect is not your ideal client.
Describe any efforts you’ve tried in the past to solve your main health concern. Include why they worked and for how long or why they didn’t.
What are the main challenges you experience in your day to day life that are keeping you from achieving your goal?
If you could remove any thoughts, limitations or challenges that you feel are stopping you from committing what would they be?
SECTION 5: Commitment
The last section is where you identify how committed they are to transformation. It’s been my experience that those prospects who aren’t really committed don’t take the time to fill out the intake form as completely as those who are committed.
On a scale of 1-10 how committed are you to learning and making the changes you need to make so you can reach your goal?
You are looking for an 8, 9 or 10.
If I get anything below that I follow-up with a line of open ended questions during the discovery session.
Why did you write a 7 versus an 8 or 9?
Something doesn’t add up to me… you described your goal and the reasons why but then only noted a 7 out of 10 for being committed, why is that?
You want to identify the disconnect between what they want, why they want it and their low level of commitment. Usually the disconnect is fear.
The intake form isn’t really about assessing symptoms or getting to the root of the health issue. It’s about understanding the psychology of the prospect — what is motivating them to want to invest in transformation now.
Once you understand that, then you can explain how you can personally help them by relating your service package or program to their desires and needs. The prospect feels heard and validated and you feel like you are supporting their highest good.
Now I’d love to hear from you… what is one area of your discovery consultation that you feel you can improve on? Share it with me below in the comments and I’ll give you some suggestions.