How to Get Clients From a Free Talk- A Step-by-Step Guide

So you’re giving a super awesome free talk as a way to build your business. You’ve got your PowerPoint ready, your handouts good to go, and you’re ready to blow them away.

But have you thought about the follow-up?

Building your business isn’t just about the things you do for free to help build that know-like-trust factor; it’s what you do to continue to build that relationship AFTER you offer them the goodies.

If you’re offering a live event, workshop, or talk, make sure that you’re thinking long-term BEFORE the event happens. Bring a sign-up sheet to the event to collect the names and emails of the people in attendance.

Let them know your talk that they can add their name and email to the list, and you will send them some free gifts, such as audio or ebook on a similar topic so they can dive deeper.

By giving a gift, and getting their email, you have you permission to add their name and email to your mailing list. (Permission is not only key to good marketing and list building, but it’s also the law).

After your talk, make sure to add those names and emails to your list ASAP. Then send out a thank you email that looks a little something like this,

“Hey NAME!

It was such a pleasure to share with you last night my top 7 secrets to ditching the diet and loving your body so you can finally lose weight!

As promised, here is the free e-guide I mentioned during the class. Just click here to download it {insert the link to your free gift}.

Let me know what you think, and please feel free to email with any questions!

{Insert your name}

A few days after this, you’ll want to email again (this is called an email followup sequence – and you can automate the whole thing). This time, you’re checking in: Did they get your gift? Did they check it out yet? What did they think? Then, you’ll offer them the opportunity to take the next step in working with you.


“Hey NAME!

Did you get a chance to read the e-guide? I struggled with weight issues or {insert your clients pain points and your niche} my whole life.

I’d love to hear your thoughts! Email me with your biggest takeaway and I’ll send you a link to my calendar to schedule a complimentary 30-minute Strategy Session.

{Insert your name}”

Now you’ve got people who have attended your free talk, listened to your audio or read your report, have told you they’ve learned something from you (benefited from your work), and you’re giving them the opportunity to taste what it would be like to work with you one-on-one.

Make sure that you send them some survey before your call together with questions like “What’s your biggest struggle with losing weight?” (or whatever your ideal client’s problem is) and “What are your top 3 goals for your health?”

Start your readers thinking about the conversation you will have will them during your free talk.

During your breakthrough or strategy session, talk about their goals, their struggles, and then talk about creating an action plan to get there. If it makes sense, talk about your private coaching, group coaching, or online programs that might benefit them. If it feels better for you to let them know that you’ll be offering something in advance, you can start your call like this,

“Hi, Nancy! So excited to be chatting with you today about your weight loss goals! Just so you know how the flow of this call will go, we’ll be talking a bit about you and your background, your goals, where you are, where you want to be, and how we can get you there. Then, if there’s something I think you could benefit from – either one of my programs or someone else’s – I’ll make a recommendation for you. Sound good?”

This sets the stage to let them know that you’re going to be making an offer so that it doesn’t sound slimy. And because you’re not just recommending your programs, it puts the other person at ease. You’re not just selling yourself; you’re offering a solution to their problems, even if it was created by someone else. That means you’ve got their best interest at heart, and who doesn’t love that?!

So, there you have it, a step-by-step action plan for getting clients from free talks.

Share in the comments what you learned and what steps you’ll take to do this in your biz.


Rachel Feldman

rachel headshot 2015

Rachel Feldman is a health coach, wellness momma, and a detox specialist.  Rachel graduated from the Institute for Integrative Nutrition in New York City, Wild Rose Natural College of Healing, and the International School of Detoxification and Natalia Rose Advanced Detox Certification Training. She is also certified by the American Association of Drugless Practitioners and has obtained additional Continuing Education Units from Purchase College, State University of New York. Her approach to health focuses not only on the foods you put into your mouth but also incorporates the elements of body, mind and soul.

She is a business coach for health-focused solopreneurs, helping you create more, get your work out there strategically, and star raking in the cash you deserve. She has a successful health coaching practice. She uses a proven system in her own thriving practice – these are the tools she sells to health coaches. She does not just write the programs, she use them too! To find out more about her programs visit

If you are a health coach, visit



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