People say they’re interested in working with you…but then nobody books the call. In this episode, Michelle shares why your “free consultation” may be part of the problem, how to make the next step feel easier and more valuable, and why interest and initiative are not the same thing. You’ll also hear how to connect health coaching to what people actually want in their lives—and how to stop treating every quiet week like a verdict on your business.
Want Michelle’s eyes on what’s working (and what isn’t) in your health coaching business? Email EMPOWERED to michelle@healthcoachpower.com.
Connect with Michelle:
📘 Facebook group: https://HealthCoachPowerCommunity.com
💻 Website: https://HealthCoachPower.com
📸 Instagram: https://www.instagram.com/HealthCoachPowerCommunity
💼 LinkedIn: https://www.linkedin.com/in/michellepf/
Why Potential Clients Aren’t Booking Your Health Coach Discovery Calls
People tell you they’re interested in health coaching.
They ask for your card. They tell you about their symptoms. They mention their cholesterol, hot flashes, digestive issues, you name it.
So you offer a free consultation.
And then…nothing.
This exact problem came up during a one-on-one coaching call with an Empowered member. She’d met several people who seemed genuinely interested, but after handing out business cards and offering consultations, nobody booked.
The problem wasn’t necessarily lack of interest.
It was what she was asking them to do next.
Your “Free Consultation” May Sound Like Work
Think about a closed box. If I hold it out and say, “Reach in,” you might hesitate. But if I tell you there’s chocolate inside, you know what you’re reaching for – and that you want it.
Your “discovery call” or “free consultation” can feel like a closed box. After all…what exactly happens on this call? Is it a sales pitch? Will they feel pressured? Will you tell them to give up everything they like to eat?
Nobody wakes up wanting a discovery call anyway. They want more energy. Fewer hot flashes. Better digestion. Less pain. You get the idea.
So instead of:
“I offer free consultations where we can discuss your goals.”
Try something as simple as:
“Let’s chat about it next week. How’s Tuesday at 4:00?”
Or name the call around something they actually care about:
“Let’s do a free Hot Flash Fix. How’s Tuesday at 4:00?”
You may not fix their hot flashes in one call, but you can learn what’s happening, explain how you might help, and give them a clearer path forward.
Interest and Initiative Are Not the Same
Health coaches often assume that interested people will take the next step themselves.
We hand someone a card and hope they scan the QR code. We send them to our booking page and wait. Then, when nothing happens, we assume they weren’t really interested.
But people are busy. Their health may matter to them without being their number-one priority today. So make the next step easy.
There’s a difference between:
“I offer free consultations.”
And:
“Based on what you’re telling me, I’d like to learn a little more before I recommend anything. Let’s find 20 minutes next week.”
One leaves everything in their hands. The other provides leadership.
People Don’t Always Care About the Health Problem
There’s another issue.
Someone may know their cholesterol is high without feeling motivated to do anything about it.
Knowing you should make a change is different from wanting a result badly enough to act.
So speak to what better health would make possible.
Maybe improved cardiovascular health means playing 18 holes of golf without getting wiped out.
Maybe fewer digestive symptoms mean traveling comfortably.
Maybe fewer hot flashes mean sleeping through the night. Amen.
We’re called health coaches, but the real value of our work is often what better health makes possible in someone’s life. So stop trying to get people excited about cholesterol, blood sugar, or vegetables…and find out what improving their health would allow them to do, feel, or become.
Treat It Like an Experiment
Truth be told, not everyone who expresses interest will book. Shocking, right?
Some people are just being polite. Some aren’t ready. Some truly don’t have the bandwidth right now.
There are no magical words that will get everyone onto your calendar.
But you can experiment with the invitation.
Suggest a specific day and time. Try a different name for the call. See what people respond to.
The Empowered member who inspired this episode had a long, successful career in finance. She was smart, accomplished, and professional – and still felt like a beginner when it came to marketing her own business.
That’s because she was learning a new set of skills.
(p.s. Since then she’s launched her new group program and already has paid signups.)
Sometimes you don’t need another generic lesson telling you to book discovery calls. You need someone to look at exactly what you’re doing, spot where people are getting stuck, and help you make a better next move.
That’s what we do inside Empowered.
If you’re interested in this type of support, email EMPOWERED to michelle@healthcoachpower.com.
