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How to turn free calls into paying clients



So, you’ve got a whole week of free calls lined up. You’re confident in what you’re talking about, but you’re scared shitless to ask people to pay you for anything.

Free calls are great and all, but they’re only working if you’re actually getting paying clients from them. That’s not to say that EVERY free call will turn into a paying client (because sometimes it’s not the perfect fit), but there should be a pretty strong conversion rate once you get them on the phone.

I know how most of you feel about asking for the sale (not so great), so I’ve come up with three tips to help you convert your free calls into paying clients.


1. Only answer the questions they ask you.

Most of the free calls that we do are

  • Only give them the details they’re looking for.
  • Don’t overly complicate the call by elaborating or going off topic.
  • Let them talk. Listen more.
  • Use this time to let them ask specific questions and give them direct advice related to their business.


2. Don’t feel pressured to talk pricing over the phone.

  • If you have services that are flat fees and the same for everyone, you can let them know if they ask (I also recommend putting this info on your website. No use in hiding it.).
  • If you have custom services, such as web design, once they say they’re ready to get started, tell them you’ll have a custom quote over to them by the end of the night. The sooner you can get it to them, the better.

If you don’t feel comfortable talking about pricing over the phone, there’s always a way to get around it until you do start feeling comfortable talking about it.


3. Ask for the sale.

Regardless of how scared you feel to ask for the sale, it’s something that must be done if you want to book new clients.
Don’t end the conversation without asking them , “ready to get started?”
If you don’t ask, why would you expect them to initiate it. To you, it feels pushy. To them, it feels like you’re not interested in working with them. Ask them.


A few more pointers for using free calls as a part of your marketing plan:

  • Record the calls – this is done for you market research that you can use in your biz when creating new offerings or blog posts.
  • Keep your free calls short. The average free call is 15 – 30 minutes. If you think the call will last 20-30 minutes, then make it a 15 minute call because they almost always run over.
  • Use them strategically in your client intake process. If you only have 1 or 2 offerings that are relatively high-priced, offering free calls is a great way to get your clients acquainted with how you work and allows them to ask any questions before they commit. You can offer free calls after they fill out a new client application, which allows you to get more information about their unique situation before the call. Or, you can offer the free call before they fill out anything.
  • Use an online scheduler to book free calls. You want to make this as streamlined of a process as possible to make sure you’re utilizing the time you’re spending on free calls. I recommend www.scheduleonce.com, www.coconutcalendar.comwww.timetrade.com.

I want to hear from you!

Do you use free calls to book new clients?

What have you found works best to convert free calls into paying clients?

Tell me in the comments below! 


  • Have also noticed more and more people holding free webinars on topics. It would be interesting to know how they convert since your speaking to a larger audience in general.

    • Amanda Genther

      Oh! That would be a great future blog post. I’ve never done a webinar, but have attended a ton. I know exactly how people use webinars to convert viewers into paying customers and could definitely share that little secret.

  • I offer them, I do a few each week, not so many that it is a problem. I listen to their needs but always then link that with one of my offerings. I then send a follow up email advising how they can book and get started. I try to make it as easy as possible for them. This confidence to talk prices has taken time and it was scary in the early days!

  • Yes! I love getting on the phone with people. Then we can mutually determine if it is the right time to partner up and work together.

    I just moved from timetrade to scheduleonce and am LOVING the switch!

  • I’ve found that the free calls are a great way to introduce people to me and my work. I always try to give at least one rock solid tip to them so they can move forward with their business and if it feels like a good fit and I know I can truly help them, I’ll ask for the sale.

    Do you have any recommendations for tools to record your calls?

  • Pingback: How to turn free calls into paying clients – Part 2 | The brand clarity & marketing confidence coach for creative women entrepreneurs()

  • Amanda Littlejohn

    These are great tips! I recently did a session giveaway to people who entered on Facebook. Since I had so many great “applications” I decided to give everyone a 20 min session. It converted well enough but because I’m choosy about who I work with, it also helped me screen new clients.

  • I love these tips! I recommend this to my clients all the time. I actually filled my coaching program with this strategy. It was fun and if I did not close the in the call, I was able to collect a lot of important data.