Most coaches send the “just checking in” message, hear radio silence, and assume the prospect isn’t interested. Daniel says they’re not ignoring you, they’re stuck in fear, overwhelm and life chaos. Your job is to lead, not chase. If you want some of the exact words, calendar habits and mindset shifts that help move people from “I’ll think about it” to “When can we start?” then read on…
1. They’re Not Ghosting You. They Need Leadership
Daniel shares the classic coach’s thinking: “If they wanted coaching they’d call me back, right?” WRONG! People go silent because kids get sick, budgets freak them out, or they don’t trust themselves to follow through. They’re often waiting for you to steady the boat and point the way.
Coach takeaway
Before you end any discovery call, lock the next touch-point on the calendar:
“Let’s talk again about how you’ve implemented what we talked about today.” followed by “How about next Thursday at 2pm?” after they agree. That lone removes 70% of the ghosting, if they’ve had a powerful experience.
2. Build the Offer With Them on Call #2
Daniel’s second-call template is gold:
- Recap the top pains and desires they named (review their implementation attempts)
- Ask things like, “What would need to happen in coaching for you to feel it was worth 10× the investment?”
- Co-design the coaching container together
- Invite them to invest in and embark on their journey
You don’t need a complex process, just collaboration if you know your offer.
Coach takeaway
You can even create a blank Google Doc titled “[Name’s] Coaching Plan.” and share it with them live if you like. You can also screen-share, type bullets live, drop the investment price at the bottom. The doc now feels like it’s theirs, not a sales brochure. Do it whatever way makes sense for you.
3. Challenge the Excuse, It’s the Exact Doorway In
Daniel talk about how you can challenge when a prospect says things like, “I’m too busy.” He sometimes observes that “Busy is why you’re stuck. If nothing changes, what’s the cost six months from now?” Coaches shy away from this, afraid they’ll seem pushy. But you’re paid to be real, and be the person who challenges them, and there’s probably nobody else in their life who is doing that.
Coach takeaway
Write the five most common objections on a sticky note (busy, money, partner, timing, fear). Next to each, script a caring-but-bold response. Practice aloud until it sounds like you, then you’ll have it ready for the next follow-up call if you need it.
4. The 10-Minute “Ghost List” That Keeps Cash Flowing
Sometimes YOU’RE the one ghosting because you’re afraid. Daniel closes with a rapid-fire audit:
- Who said maybe?
- Who said no? (sometimes it’s just “not yet”)
- Who said yes but drifted away?
- Who mentioned a referral?
- Who fell off the planet?
Write names under each column, pick three today, and send one bold message.
Coach takeaway
Set a 30-minute recurring event titled “Clienting” where you message five people, book one call, update the sheet and build your confidence.
Follow-Up Is the Highest Form of Service
Your prospect already wants the results but they often just don’t trust themselves to take the next step. Keep showing up with curiosity, challenge and a demonstration that you care about their goals and struggles, until they have a solution, and remember that hiring you is often the best solution to move them forward.
Ready to dive deeper into harnessing comparison for growth? Watch to our podcast episode #212 for actionable insights you can use today. Join our CMC Coaching community for support and engagement.
Join the Conversation!
Reply with your thoughts on this article. And like/share/subscribe to our YouTube channel or our Podcast (Apple or Spotify) for in-depth explorations specifically for coaches like you.
Keep Coaching,
Daniel & Faisal
Co-Hosts of The Coaches Journey Podcast