Calls with prospect coaching clients

Hi Brooke,
I am starting to get calls with people who want to coach with me. So thrilled! I have had a few calls and I want to iron out my call protocol. I would like to have most of these people to book as clients. Last night I asked the prospect what the problem was and spent the whole time digging in it, she has not booked. I don’t think I had a compelling offer. So here is my new protocol:
– Ask what the problem is
– Ask what the expectation she has for me and what result she wants to have
– Offer value during the call (this is where I am not solid yet). Expose conflicting thoughts, offer that the actual question she is asking is X…
Does this look effective? What else can I do during the call to give value ahead of time?

Thank you!