7 Ways to Get Qualified Clients to Discovery Calls for Your Wellness Practice

I hosted a welcome call last Friday for new members inside my Aligned! Community.

One of the practitioners who had just joined shared how a recent discovery call unfolded in a completely different way than her norm.

Normally, when she gets to the part of the call where she shares pricing, she starts with the top-tier package and then works her way down to explain the two lower-priced options.

That’s what she did this time too.

But typically, prospects either pick a smaller package or say they’ll “think about it.”

This time was different.

She barely finished describing her top package when the prospective client interrupted her mid-sentence:

“Stop right there. That’s the one I want. I knew when I saw your website that you were perfect for me.”

This was after implementing the Aligned! Copywriting System for only two weeks.

Bonkers.

So I realized this is probably something I should talk more about. 

Because if you’re tired of no-shows or "I'll think about its," this post is for you.

We'll look at 7 ways to attract higher-quality leads to your discovery calls.

Pick and choose the ones that make sense for you!

1. Get Clear on Who You Want to Attract

You can’t call in the right clients if you can’t describe them. Put into words who they are, what they value, and what they’re looking for.

This clarity is both practical and energetic. It shapes your copy and (if you’re into this sort of thing) also signals to the universe exactly who you’re calling in.

✨ Mini-Exercise: Grab a piece of paper and jot down:

• 3 characteristics of your dream client (e.g., committed, curious, open-minded)
• 3 values they hold (e.g., holistic healing, sustainability, personal growth)
• 3 things they’re actively looking for in a practitioner or program

The answers you come up with will become the foundation for your copy and the filter that calls in clients who are the right match for you.

2. Update Your “Work With Me” Page

When someone lands on your Services or “Work With Me” page, they’re scanning quickly with one question in mind:

Can this person help me?

They want reassurance that you understand their struggles and that you’ve helped people like them before.

One simple thing to do is to add a section titled “Who I Help” or “Are We a Good Fit?”

Use the ideas you came up with above to fill this section in.

✨ Mini-Exercise: Open your “Work With Me” page and draft a short section using these prompts:

• I work with [characteristics] who value [values].
• They’re struggling with [pain points].
• They’re looking for [desires/outcomes].
• If that sounds like you, you’re in the right place.

You can also add a comment on who is NOT a good fit to help people self-select out before booking a call.

3. Share Pricing in Advance

One of the fastest ways to filter out unqualified leads is to be upfront about pricing. If people have no idea what to expect, you’ll end up with calls that waste your time and theirs.

You decide how obvious or subtle you want to be. This could go:

• On the Work With Me Page. This is the most obvious. Add pricing directly to your Work With Me page, either in simple text or in pricing boxes that outline your packages.
• In the FAQs. This is less obvious.  For example: “What’s the investment?” → “My programs start at $2,500 for a 3-month package. We’ll talk about which option is right for you on the call.”
• On the Book a Call Page: You can even add a checkbox that says: “I understand this call is to discuss working together, and that packages start at $2,500.” This ensures people know what they’re stepping into and agree before hitting submit.

The right-fit clients will appreciate your clarity.

And those who aren’t ready to invest?

They’ll opt out before the call, saving you both time and energy.

✨ Mini-Exercise: Choose one place right now to add a line about your starting investment. Even a simple sentence like “Packages start at $2,500” will make a difference in the quality of calls you book.

4. Charge for Your Discovery Call

Charging even a small amount can completely change the dynamic of your discovery calls. It ensures people show up, respect your time, and take the conversation seriously.

Here’s one way to approach it:

• Set the fee at around 5% of your lowest package price. For example, if your programs start at $3,000, you might charge $150 for the call.
• Give the call a name that reflects value, like “Wellness Connection Call” or “Root Cause Strategy Session.”  This makes it feel like it will be worth it. 
• Be transparent on your booking page. For example: “Programs start at $3,000. If you choose to enroll within 3 days of this call, your $150 fee will be credited toward your package.”

This accomplishes three important things:

It establishes that your time is valuable.

It attracts people who are genuinely committed.

It incentivizes quick action after the call to receive their credit.

✨ Mini-Exercise: Decide if charging for calls feels aligned for you. If it does, choose a price and give your call a name that positions it as the first step in their healing journey.

5. Add an Application

Instead of sending people straight to a “book now” link, have them complete a short application first. Just 3-5 questions can ensure you’re only speaking to serious prospects.

This application is not intended to collect medical information but rather to act as a filter. Some example questions could be:

• “What motivated you to book this call now?”
• “What would success look like for you in 3 months?”
• “Our programs start at $2500 with a 6-month commitment. Are you willing to invest time and resources in your health right now?”

People who aren’t ready will exit of the process before booking. Sure, you may have less calls booked, but you’ll have more of the right people on those calls.

✨ Mini-Exercise: Decide if an application process makes sense for your practice, and draft the questions you’d like to include.

6. Add a Sales Video

When people hear your voice, see your face, and get a sense of your approach, it builds trust before you ever hop on Zoom.

You have a few options for where to place this video:

• On the Work With Me Page. Embed it alongside a description of your services.
• On a Squeeze Page. This is a required step before booking the call. Create a short “squeeze” page that prospects land on when they click “Book a Call.” They watch your video before accessing your calendar.
• In a Pre-Call Email. Send the video after they’ve booked but before the call itself, so they come in already prepped with the right expectations.

In the video itself, keep it short (2–4 minutes is perfect) and focus on:

• Who you help (characteristics + values)
• What they’re struggling with (pain points)
• What they want instead (desires)
• Conditions you treat or problems you solve
• Results you’ve helped others achieve (stories, testimonials, or outcomes)
• What to expect from the call (e.g., “This is a chance to explore whether we’re a good fit and outline next steps in your care.”)

✨ Mini-Exercise: Decide where a short sales video would fit best in your process. Draft a quick script that covers who you help, what they’re struggling with, and what outcomes are possible with your support.

7. Pre-Qualify with Your Content

Your content sets the tone for who you attract. The stories you share, the examples you highlight, and even the language you use draws in your dream clients and repels the ones who aren’t the right fit.

Like I always say…

The vibe of your content becomes the vibe of your practice!

And remember: “content” isn’t just what you post on Instagram. It can also include paid experiences that give people a first step into your world. For example:

• Hosting a low-cost workshop or group class
• Offering a short paid program or challenge
• Creating a mini-course that teaches your core philosophy

These “mini commitments” let people experience your unique approach before investing in your bigger offers.

They also act as a natural filter because people who take that small step are already showing interest, commitment, and alignment.

✨ Mini-Exercise: Brainstorm one simple “mini commitment” offer you could create to give prospects a taste of working with you.

The bottom line on getting higher quality leads to book discovery calls

If you’re doing discovery calls in your practice, let’s make sure they’re worth your time and energy. The strategies here will help you spend less time with iffy leads and more time with clients who are excited, aligned, and ready to work with you.

So here’s your next step:

Pick one idea from this list and implement it this week.

And if you need support getting clear on exactly who you want to attract (and how to put that into words), start with BrandVibe AI.

This 2-hour training will help you get crystal clear on your ideal client, create a messaging guide you can use everywhere in your business, AND train ChatGPT to finally sound like you. Check it out!