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Want to find the most profitable coaching niche? If you’re struggling to find high-ticket coaching niches, you’re in the right place. By the end of this article, you’ll know the only 3 things your audience is willing to pay for, and how to make sure your niche is profitable. (And once you know that, you’ll also have the key to standing out in your market, even if your industry is super crowded and no one knows who you are right now.) Today, you’ll learn: Why you need a niche to build a successful coaching business 3 steps to finding YOUR profitable niche The 100 most in-demand niches today Ready to learn how to create a profitable coaching niche? Get my FREE workbook below. GET INSTANT ACCESS When you sign up, you’ll also receive regular updates on building a successful online business. These are the exact steps I’ve used to help over 1,000 clients get clarity on their coaching niche, and now it’s your turn… Why you need a coaching niche to build a successful business Look: To build a successful coaching business (or any business), you need a niche. Why? Because a niche helps you attract a specific group of people, who are interested in your services because they are so specific to their situation. Think about it: Would you buy a health coaching package that talks specifically about your situation (such as: women in their 40s, men who want to bulk up, people with hormonal problems) or a generic health program for anyone and everyone? My guess is: The former. And you would likely see that program as MUCH more valuable than one that doesn’t promise you the specific results you want. For example, my niche is to help employees who want to quit their job and start a coaching business. When I started my first online business (an online advertising consulting business), there wasn’t anyone helping corporate types like myself to juggle both. And my clients work in all types of niches, such as: Supporting people to lose weight with the help of herbs. Advising people on how to invest in real estate. Coaching ambitious men to date better. Helping millennials to land better jobs. Coaching introverts to improve their public speaking skills. Showing entrepreneurs how they can improve their mindset and earn more. But how do you find your niche? That’s what we’ll look at next. 3 steps to finding YOUR profitable coaching niche Something a lot of my clients ask me is: “Luisa, how do I choose a coaching niche I know will be successful?” Fortunately, finding your niche comes down to a few, simple steps. With these steps, you ensure that your niche is profitable -- so that you’re working on the RIGHT idea from the start. Step #1: Solve a problem that people are willing to pay for You know what any successful business does? It solves a problem...and then gets paid to do it. Speaking of getting paid, there are only three things that potential clients are willing to pay for. Think of them as your coaching niche finders: Thing #1: To Be... In other words, to be that version of themselves that they are dreaming of. Hot, less stressed, recognized. Thing #2: To Have... A few examples of what people might pay to have are freedom, more money, or a better career. Thing #3: To Feel... Loved, happy, confident, healthy With this step, you KNOW your coaching niche will be profitable. And to figure out what people want to pay for? Simple: Look at what’s already out there. What are people paying for? For example, what are you being paid for in your job? What types of programs do people already invest in? And see what people are asking about online. The way I realized people wanted online advertising consulting (my first online business) was to go into Facebook groups and see what people were already asking about. A lot of them were asking about Facebook advertising. At the time, I worked with online advertising in my day job. That’s how I had that “Aha!” moment and could be sure that people would want to buy my services. Step #2: Figure out the most profitable problems YOU can solve Now that you know the 3 things that people are willing to pay for, it’s simply about figuring out which of those things YOU can help people with. I want to make this super clear: You don’t need to come up with a crazy original idea. All you have to do is draw on your own experience and expertise. Think about what you’re already doing in your current job or life, and do that in your business. There are two keys to success to keep in mind: First, draw on something that you actually have experience in. (Otherwise, how will you be able to help your clients get actual results?) If you already have experience and results in a niche, "proof" that you have coaching skills, such as a coaching certification, becomes irrelevant. Second, make sure you’re focusing on something that people are willing to pay for, like we talked about in the previous step. Some of the most common profitable coaching niches that my clients focus on include career, health, relationship, leadership, speaking, and video coaching, or even done for you services like copywriting or site design or project management. Let’s take my client Ruby as an example. Today, Ruby runs Good Gentleman, a 6-figure relationship coaching business. But she, just like you, started from zero. To figure out her niche, she looked at her experience working for big dating sites like eHarmony. By using that experience, she set up her dating business for ambitious men. Another client, Emily Liou, had years of experience working as a recruiter for Fortune 500 companies. She used her background as a recruiter to start her own career coaching business, Cultivitae. Step #3: Get specific on your coaching niche Are you scared that getting too specific will lose you business instead of helping you get more? The truth is, it’s actually exactly the opposite. Because when you’re starting out and no one knows who you are, the best way to stand out in their minds is to let them know exactly -- and specifically -- how you can help them. Think about it this way: If I’m a health coach and I say, “I help you lose weight,” how memorable is that? Even if you are trying to lose weight, you’re probably going to forget me like *that*. But what if I told you, “I help busy professionals lose weight while juggling your busy schedules, and without having to do crazy diets or workouts?” If you’re a busy professional wanting to lose weight, you bet you’re going to want to know more. Use this formula to figure out your own specific niche: “I help ___ to ___ so that __.” Hey you! If you are enjoying this post so far, be sure to download my FREE 7-page workbook by entering your info below! Ready to learn how to create a profitable coaching niche? Get my FREE workbook below. GET INSTANT ACCESS When you sign up, you’ll also receive regular updates on building a successful online business. The 100 most profitable coaching niches today Hopefully, you’re already buzzing with ideas for what type of coaching business you want to start. But if you’re still unsure or clueless, don’t worry. Here are 100 proven niches you can start today: Popular coaching niches 1. Career coaching Career coaching helps people advance in their careers. As a career coach, you offer guidance on different career-related challenges, such as orienting a career transition, finding a dream job, getting a raise, and getting a promotion. Read more about becoming a career coach here. 2. Health coaching A health coach helps people improve their health. For example, you might help clients do this with a specific diet or a work-out regimen you’ve developed. Here is my guide on how to become a health coach. 3. Life coaching Life coaching as a niche is too broad, but I’m listing it here to help you get a better understanding of what niche you can narrow down to if you want to help clients improve their life. The thing is: You should be more specific. What goal are you trying to help them with? What problem are you solving? That's your life coaching niche. Read more about life coaching, the mistakes most life coaches make, and the 57 best life coaching niches here. 4. Mindset coaching A mindset coach helps people improve their mindset and overcome their limiting beliefs and that way, achieve their goals. You can be a mindset coach for a specific type of person or a niche. 5. Financial coaching As a financial coach, you help people improve their personal finances. This can be through guiding people on how to use their money, investing, or making more money. I have a complete guide on how to become a financial coach here. 6. Relationship coaching Relationship or dating coaching is all about helping people find better relationships. 7. Weight loss coaching As a weight loss coach, you help people lose weight. You can use your own methodology or focus on a specific niche of people (over 40s or women). 8. Nutrition coaching A nutrition coach helps people eat better. All types of people are interested in nutrition coaching. For example, people who have allergies, who want to lose weight, or who want to eat a plant-based diet. 9. Public speaking coaching Public speaking coaching helps people improve their speaking skills. 10. Productivity coaching As a productivity coach, you help people reach their goals by becoming more effective and efficient. Life skills coaching 11. Confidence coaching Confidence coaching helps people build their self-confidence and that way, change their lives. 12. Stress coaching As a stress coach, you help your clients deal better with stress and anxiety and manage their work-life balance. 13. Intimacy coaching An intimacy coach helps people express their intimacy better. 14. Communication coaching Communication is a core skill and a communication coach helps people communicate more effectively. 15. Resilience coaching People deal with all types of life challenges. A resilience coach helps them overcome them faster. 16. Social skills coaching Social skills are key to better opportunities in life. That’s what a social skills coach helps people unlock. 17. Conflict management coaching Some people are bad at dealing with conflict. A conflict management coach helps them resolve this block. 18. Self-esteem coaching Self-esteem issues can keep people back from reaching their potential. A self-esteem coach helps people improve their self-image. Family coaching 19. Parenting coaching A parenting coach helps parents improve their parenting. Read more about becoming a parenting coach here. 20. ADHD coaching People who have been diagnosed with ADHD might need help adjusting and performing well despite their diagnosis. For example, parents with ADHD children might need support to cope. That’s what an ADHD coach helps with. 21. Coaching for single parents Life as a single parent can be busy and challenging. A coach for single parents supports them in managing it all. 22. Coaching for couples Relationships are hard and as a coach for couples, you help them navigate their own relationship. 23. Family coaching As a family coach, you support families to overcome challenges such as communication issues or functioning better together as a family. 24. Birth coaching Women who give birth sometimes want that extra support. That’s what a birth coach does. 25. Sleep coaching for babies Anyone with a baby who has sleep issues knows it can have a huge impact on life. A sleep coach helps them improve the baby’s sleep. 26. Infertility coaching An infertility coach helps support couples who have problems with their fertility. Life transition coaching 27. Grief coaching A person who is going through grief can get support from a grief coach, who helps them cope with their loss. 28. Coaching for divorced couples Divorce is a big life event. A coach can help clients navigate that life transition. 29. Retirement coaching Many people who are retiring want to make the most of that last period of their lives. That’s what a retirement coach helps them with. 30. Mid-life coaching A mid-life coach helps people achieve their goals as they age. 31. Life direction coaching People who feel lost about their direction in life might want support with finding it. That’s what a coach helps them do. 32. Relocation coaching If you’ve ever relocated to a new city or country, you know it comes with multiple challenges, such as finding an apartment, finding new social circles, language barriers, and so on. A relocation coach helps people settle in faster. Business coaching 33. Marketing coaching If you've been part of starting a business or growing a business, you can become a marketing coach. A marketing coach helps businesses improve their marketing strategy and plan. Your niche can be small business or bigger businesses. 34. Sales coaching Sales coaching helps businesses make more sales and improve their sales funnels. 35. Coaching for teams Teamwork is so important for a company’s bottom line. As a coach, you help teams perform better together. 36. Agile coaching for teams In the same way, agile work methods are increasingly popular across many different types of organizations. An agile coach improves how companies work. 37. Organizational coaching An organizational coach helps streamline businesses. 38. Facebook ads coaching Facebook ads can be a great lead generation strategy. A Facebook ads coach helps businesses optimize their ads. 39. Copywriting coaching A copywriting coach supports business owners in writing better copy for more sales. 40. Conversion rate optimization coaching If you know how to optimize conversion rates, you could consider becoming a CRO coach and help businesses improve their bottom line. 41. Retailer coaching A retailer coach helps retail spaces optimize their space and business. 42. Ecommerce coaching If you’ve built ecommerce businesses, you could help others do the same. 43. Money mindset coaching A money mindset coach helps entrepreneurs earn more by improving how they think about money and see their worth. 44. Grant writing coaching A lot of businesses and organizations apply for grants. As a grant writing coach, you help them get more funding. 45. Cultural coaching A business with offices in different countries will face cultural challenges. A cultural coach can help them work better together as a global team. 46. Sustainability coaching An increasing number of businesses want to improve their sustainability track record. A sustainability coach helps them do just that. 47. Instagram coaching Know how to get more clients with Instagram? Then, you could become an Instagram coach and help businesses use it to reach their audience. 48. Pinterest coaching In the same way, if you are a Pinterest marketer, you can help businesses use Pinterest for more sales. 49. Video coaching A video coach helps people become more confident and persuasive on video. 50. Podcasting coaching Podcasting is an important medium for many businesses. As a podcasting coach, you help them use it in the best way. 51. LinkedIn coaching If you know how to use LinkedIn for more sales, you can help businesses improve their presence on LinkedIn and get more leads and clients. Leadership coaching 52. Leadership coaching Have experience of working in various leadership roles? Then, helping others improve their leadership skills might be the right coaching niche for you. 53. Executive coaching In the same way, you might specifically help executives improve in their roles. 54. CEO coaching And as a coach for the CEO of a company, you help that CEO improve their leadership skills and make better decisions. Health coaching 55. Sports coaching Enjoy coaching sports teams? Become a sports coach. 56. Running coaching A running coach helps people to improve their running skills. 57. Strength coaching As a strength coach, you help people achieve their strength goals 58. Sleep coaching And as a sleep coach, people get your support to improve their own sleep. 59. Wellness coaching Wellness coaching helps people improve their health in different ways, for example by eating better or setting up a health plan. 60. Fitness coaching A fitness coach helps people become fitter. Skills coaching 61. Language coaching A lot of people want to improve their language skills for professional or personal reasons. You can help them become more fluent in a language. 62. Writing coaching A writing coach helps people write fiction or fact. 63. Singing coaching If you’re a singer, you can help others improve their singing. 64. Dance coaching A dance coach supports people in improving their dance skills. 65. Photography coach As a photography coach, you help your students become better photographers. Coaching for the home 66. Coaching for home decluttering Are you an expert at decluttering homes? Help people improve their home life by supporting them in decluttering them. 67. Interior design coaching As an interior design coach, you help people furnish their homes better. 68. Architectural coaching If you’re an architect, you can help people build their dream home. 69. Coaching for house buyers Buying a house is a big life decision. As a coach, you help people make the right decision. Ready to learn how to create a profitable coaching niche? Get my FREE workbook below. GET INSTANT ACCESS When you sign up, you’ll also receive regular updates on building a successful online business. Coaching for employees 70. Job skills coaching Many people want to learn new skills to improve at their jobs or to change careers. If you have a skill you can teach (such as animation or graphic design), you can help people achieve their goals faster. 71. Freelance coaching If you’ve built your own successful freelancing business, you can help others do the same. 72. Salary negotiation coaching Are you an expert on salary negotiations? Then, consider supporting others in making more money. 73. Technical skills coaching To keep relevant, many employees are looking to improve their technical skills. You can help them do that. 74. Personal brand coach A personal brand is key for better job opportunities. You can help people create a strong brand. Spiritual coaching 75. Spiritual coaching A spiritual coach helps people improve their spiritual life. Read more about becoming a spiritual coach here. 76. Healing coaching A healer can provide that support to people who are looking for spiritual guidance. 77. Religious coaching As a religious coach, you help people become stronger in their faith. Coaching for students 78. Coaching for students Students (or their parents) want to get better grades and get into great schools. That’s what you can help them with. 79. College admission coaching A college admission coach helps high school students get into their dream colleges. Personal development coaching 80. Personal development coaching As with life coaching, you want to be specific when describing your personal development niche. What is it that you help people achieve and why? Here's a full guide on how to become a personal development coach. 81. Happiness coaching As a happiness coach, you help people lead a happier life. 82. EFT coaching Emotional Freedom Technique (EFT) is an alternative treatment for emotional distress. As an EFT coach, you guide people through the process. 83. Self-discovery coaching As a self-discovery coach, you help people discover themselves. 84. Purpose coaching A purpose coach helps people find that mission or life purpose. 85. Friendship coaching A lot of people feel lonely and want to improve their relationships. You can help them form stronger friendships as a friendship coach. Lifestyle coaching 86. Travel coaching A travel coach helps people plan their trips better. For example, you might help people use flight points to travel more for less. 87. Pet training coaching Are you great with pets? As a pet training coach, you can help other pet owners train their pets better. 88. Personal style coaching A personal style coach helps people improve their style. Performance coaching 89. Performance coaching People want to improve their performance (work, fitness, or something else), but don’t know how. You help them achieve that. Read more about becoming a performance coach here. 90. Energy coaching As an energy coach, you support people improve their energy and perform better. 91. Goal-setting coaching Are you a pro at setting goals? As a goal-setting coach, you help people do the same. 92. Focus coaching Want to help people improve their focus? Become a focus coach. Motivational coaching is another alternative. 93. Creativity coaching A creativity coach helps people improve their creativity. 94. Coaching people to read faster Speed reading is a big thing. If you have developed your own speed reading methodology, you might help people do the same. 95. Habits coaching A habits coach helps people form better and stronger habits. 96. Success coaching Success coaching is a great way to help people succeed with their goals. 97. Time management coaching A lot of people struggle with time management. As a time management coach, you help them improve their time management skills and get more done. 98. Memory coaching A memory coach helps people memorize things faster and better. 99. Accountability coaching An accountability coach keeps their clients accountable so that they achieve what they set out to do. 100. Discipline coaching Discipline is huge for performance. As a discipline coach, you help your clients improve their own discipline. Those are the three foolproof steps to nailing your coaching niche. At this point, you should have enough clarity to go out there and get your first paying client. You might not have 100% clarity, and that’s normal, because total clarity comes only after you’ve actually worked with a client. And I’ve got you covered there too. I have a bonus tutorial for you, right here, on how to use social media to get your first paying clients without waiting months or years. Before you head over to that article though, I’d love to hear from you in the comments. Let me know what niche(s) are coming up for you after reading this article! Don't forget to download my FREE 7-page workbook to learn how to create a profitable coaching niche. Just enter your info below and get it sent straight to your inbox Ready to learn how to create a profitable coaching niche? Get my FREE workbook below. GET INSTANT ACCESS When you sign up, you’ll also receive regular updates on building a successful online business.

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Want to hold great discovery calls and get more clients? If you’ve ever wondered how to hold a sales discovery call that doesn’t feel icky, salesy, or uncomfortable, look no further. Here’s how to do them in a way that feels good to you, while you grow your business with the right clients. The types of results people get when they use the strategies in this article. Ready to learn more? Here you go. Want to Build a 6-Figure Coaching Business So You Can Achieve More Freedom? Get Instant Access To My FREE Ultimate Guide Below! GET INSTANT ACCESS When you sign up, you’ll also receive regular updates on building a successful online business. What is a discovery call? What is the purpose of a discovery coaching call? In this short video, I explain exactly what a discovery call is and isn’t: https://www.youtube.com/watch?v=3ED7mtbIfMs A discovery call is also known as a “sales call,” “strategy call,” or “breakthrough session” -- those are some of the most common names. But no matter what name you use, it’s a conversation to see if you and your client are a good fit to work together (note that this goes both ways). This is not a coaching offer where you offer something for free. This is a pure SALES call. You establish if you and a potential client should work together. (It’s actually a disservice to give “free” coaching during a discovery call. Because the person you’re speaking with might think, “Oh wow, that was great, I’ll just go and try this myself” without realizing that they can’t get great results based on a 30-minute call.) And most important of all… If you’re thinking, “Sales calls are scammy,” think again. They’re not and here’s why. You’re not “persuading” people on your sales calls I want to make it very clear: A sales call is NOT about being scammy, salesy, or sleazy or persuading or convincing people. Too often I hear “gurus” say, “Do this *trick* to persuade people” or “Say these psychologically persuasive words and get people to say yes.” There’s no end to the studies that tell us that the “secret” to making sales is to make your offer exclusive or that you, as a salesperson, need to sell in the way your clients’ brains are wired. But a sales call isn’t about trying to persuade anyone to work with you or “selling” them on your worth. It’s actually about stepping into your role as a coach and coaching people on taking the right next step for them. (This might or might not mean that the investment is right for them.) If you think about sales calls as a service and you come from a place of strong integrity, they can be non-pushy, transparent, and even fun! And you must shift your thinking on this because you know what... As an entrepreneur, your income depends on it. The fact that you’re not trying to get people to work with you no matter what doesn’t mean that you’ll make fewer sales. How do I know? I’ve sold over $1 million worth of my own coaching (plus, helped thousands of students sell their coaching offers). In my first four months in business (at the time, I sold digital advertising consulting), I made over $100,000 from sales calls. Ultimately, my approach to signing new clients is that if someone is ready to get started, great! And if they need a few days to discuss it with their partner or do their research, I’m fine with scheduling a follow-up call. I will never use tactics that pressure people into buying from me -- and that’s especially true when it comes to offers like coaching and consulting. If someone isn’t a good fit for me to help, I’ll tell them that, too. As you can see, this is a completely different approach than trying to use “tricks” to get people to buy at any cost. You WILL get clients with consistent action On your discovery calls, remember this: There’s almost nothing new under the sun in business. You’re offering something that thousands of people before you have successfully sold (with their own twist, in the same way that you’ve added YOUR twist). There are, most likely, pretty established rules for marketing and sales in your industry, and getting your first or next client, as long as you take consistent action, is virtually inevitable. That’s the confidence that will help you hold great coaching discovery calls: The certainty that the right clients will come to you. Step 1: How to book discovery calls The first step to holding great discovery calls is to book them. (Makes sense, right?) And look: Most of the selling is done at this stage. If you’ve positioned yourself in the right way, people who book a discovery call will either be extremely excited to start working with you OR they’ll be almost sold on your offer. Yes, if you get someone who has just found you and decided to sign up for a discovery call, you will make some sales. But what will work and feel much better is to create content and build relationships before the call so that people are primed and ready. My first ever discovery call was with someone I had helped for free for two weeks. I had initially gotten in touch with her in a Facebook group and asked her to answer a few market research questions. In return, I coached her on digital advertising. We continued talking back and forth via email after she had a few follow-up questions. I gave a ton of value (I wasn’t thinking about selling, but I just wanted to understand what to sell). After a few weeks, she wrote me a message and said, “I’d love to hire you” because she had seen how much I had already helped her. And on our sales call, she immediately said yes to a $5,000 coaching package. I didn’t need any voodoo or pushy tactics because I had built that relationship upfront. (As we’ll talk about later in this article, it was my first sales call so at the time, I was far from being super confident or “good” at selling.) Consistently show up, get in front of people, and share value. That’s how you get them to want to work with you (without having to resort to boasting or empty promises, aka. scammy sales tactics). And how do you get noticed by people? I have a three-step system that my students use to get their first paying clients. I call this the “Taster Technique” and as the name says, it’s all about giving people a taster that prepares them for the main course (your offer). This is how it works... Want to Build a 6-Figure Coaching Business So You Can Achieve More Freedom? Get Instant Access To My FREE Ultimate Guide Below! GET INSTANT ACCESS When you sign up, you’ll also receive regular updates on building a successful online business. Get in front of people Start by finding your people where they hang out. They need to be YOUR audience. So if you’re a graphic designer, you wouldn’t find other graphic designers. Instead, you’d find places where your clients (for example, entrepreneurs) hang out. (The reason? You will never have a great sales call with someone who isn’t in your audience. They simply won’t buy, no matter how good your sales skills are.) When I started my first online business, a digital advertising consulting business, I found my clients in Facebook groups. These were groups for business owners (who, in my case, wanted to grow their businesses with Facebook ads). Your clients could hang out on Facebook or somewhere else. Instagram, YouTube, or Reddit are just a few examples. Go to the platform of your choice and look for groups or discussion threads by searching for relevant keywords (such as “career tips” if you’re a career coach or “health tips” if you’re a health coach). Share value The next step is to share amazing value in these groups. This can be… Answering questions about your area of expertise. Creating posts that people love to read. (Read my social media marketing guide here.) Creating live streams where you talk about people’s questions. Offer a free coaching call After you’ve spent a few weeks building that rapport with your audience, it’s time to move to the final step. Offer a free coaching call (15-20 minutes). You can use Calendly, a free scheduling tool that lets people pick a time slot based on your calendar. Here's one student's free call offer. This is a no-strings-attached offer where you coach people to achieve one specific result. At the end of the call, ask: “Would you like to talk more about how we can work together?” By now, people have gotten some extremely valuable advice so most of them will say yes. And that’s where you transition into a discovery call. Note, though, that a discovery call is NOT a free coaching call. Once you’ve made the transition, you stop giving any free coaching and focus solely on establishing if you are a good fit for each other. If you consistently implement the Taster Technique, you won’t just get your first few clients. You’ll also start building a reputation so that people end up coming to you, instead of you chasing them. And that’s when things get really fun… Once you’re a bit further ahead and you have your own sales page for your services, you can start to include a questionnaire with qualifying questions. That way, you don’t waste your time on people who are clearly a bad fit. In the questionnaire, you might ask them about their income (if your coaching is a high-ticket investment, they should be able to afford it without going broke) or what their expectations are. By the time they have that sales conversation with you, they have practically sold themselves! Step 2: How to hold a converting discovery call The next step is to hold your discovery call. I know, it feels like a big deal. When I had my first ever discovery call (the client I told you about), I had no idea what a sales call looked like. When she said, “Luisa, I’d like to work with you,” I actually had to ask her to give me a week to figure out my offer. And even then, I had to wing it because I couldn’t find a template to use. I wrote out, word for word, what I was going to say. On the call itself, I was so nervous that I sweated bullets. My shirt was literally soaked. (Total introvert here!) That just goes to show that we all start somewhere. Fortunately, you don’t have to start from scratch. Instead, I’m sharing my discovery call template here below so that you don’t have to mess up your shirt or feel like you don’t know what you’re doing but instead, feel confident on your sales calls. The only discovery call template you need Today, I give my students a template to use on their sales calls. But note that it’s not a coaching discovery call script -- and that’s very intentional. You see, what I’ve noticed is that when I share a script with my students, they don’t sound natural on the call or like they’re having a conversation. That’s why I’ll walk you through this discovery call flow rather than specific words or phrases to use (but we’ll also look at some specific discovery call questions to ask). But before you use this template, note that it’s important that you come up with language that sounds like YOU to avoid sounding like a robot or rehearsed. https://www.youtube.com/watch?v=ZWvI3pXEUg4&t= This is the sales call flow to use: First part: Understand where your client is coming from The first thing I ask people I speak to on sales calls is this: “What had you reaching out to me?” Coaching is an intimate experience and I want to make sure that the person I’m speaking to understands this because otherwise, it will be difficult to work together. Remember… It’s not just about them but also about you as the coach and service provider. You want to work with people who are the right fit. I then go on to ask more about their challenges. I’ll ask questions like, “Why did you schedule this call?” and “What have you tried that hasn’t worked?” What you’re looking for here is to first hear more about their problems so you understand how your services fit into the picture. But you’re also asking them this so that you can see how committed they are and that they don’t expect you to do the work for them (which you shouldn’t because they’re hiring you as a coach, not a freelancer). You can dig a bit deeper by asking, “Can you share a bit more? How long have you been doing this? Why don’t you think that it worked for you?” Are people coming from a place of confidence? Or are they merely saying, “Nothing else has worked, so maybe this will”? (Because who wants to work for months with someone with that attitude?) At this point, I’ll also share how my past experience can help clients succeed. I’ll say something like, “I’ve helped this and this many people and they got these results.” Clients think, “Oh, she knows what she’s talking about” and that reassures them that I can help them achieve the result they want. Second part: Establish expectations Once you understand what problem your client wants to solve, it’s time to look at their expectations. Why do they want to solve this problem? Why is it so important to solve it now? And I’m talking about that REAL reason they want to work with you: ...Lose weight to look good and fit into the same pair of jeans they wore five years ago. ...Get a promotion to show their boss, co-workers, friends, and family that they can do it. ...Become a really good public speaker who people admire. You’ll want to make sure that you can deliver that result. For example, if someone comes on a discovery call with me and says, “I’ve never built a business… I want to make $100,000 next month,” I’ll politely decline to work with that person. I absolutely know I can’t help them achieve that and it would be a waste of my and their time to even try. Quick tip: When you’re asking these questions, note that you shouldn’t just ask a few questions and be done with it. The first and second parts should take 20-30 minutes, which means that you’re digging into what and why people want what they want. Third part: Share your offer Phase three is to map out the picture of what your client wants and show them how your offer helps them get it. You can say: “You shared that you want to lose weight in a healthy way. Let me share how I can help you get what you want.” Then, you list what it looks like (“During our three months together, I help you lose 10 pounds. Month 1, you get A, month 2, you get B, and month 3, you get C. With my coaching, you will be able to fit into your old jeans again.” Note what I didn’t tell you to say -- to share the features of your offer. (The number of calls and PDFs people get or the support you provide.) That’s secondary for your clients. Establish FIRST the benefits of your offer. If, when you ask “Does that feel like a fit? Do you want to talk about the investment”, the person says yes, you move on to talking about the cost. That’s where you quickly recap what you’re offering, what results they can get, within what amount of time and what the investment is. The point is to show that your coaching FAR exceeds the investment (which it should do). Then, once you’ve shared the price, stay quiet. You can say, “That’s the investment, let me know how it feels.” If they say “I’m in,” that’s where you go ahead and charge their credit card. And if you’re wondering how coaching clients pay after a discovery call, I usually recommend Stripe or PayPal as a payment tool. You can simply ask for their card details ON the call and have it done with. But if they say no for whatever reason, many of my new students will make a big mistake. They’ll say, “Thanks for your time, bye!” What they should do is dive into people’s objections. You see, as humans, we have SO many fears. And those fears keep us from living the life we actually want. We are afraid of what people will think. That something won’t work. That we will embarrass ourselves. That we’re not up for the task. And it’s your job as the coach to surface these fears so that people can either say, “I’m not ready yet” OR realize that they have what it takes and happily sign on to work with you (and get that result they want). That’s pretty much it. As you can see, we don’t use any high-pressure sales tactics. It’s all about helping your client figure out what they really want and then getting paid for helping them get it. (You offer value so you should get paid for it.) Want to Build a 6-Figure Coaching Business So You Can Achieve More Freedom? Get Instant Access To My FREE Ultimate Guide Below! GET INSTANT ACCESS When you sign up, you’ll also receive regular updates on building a successful online business. How to close sales You might be thinking: “That’s great, Luisa. But I always hear things like, “You’re too expensive” or “I have to ask my husband about it.” Then they go off and I never hear from them again… Even though I know I could help them get just what they want! How do I actually close a sale?” Glad you asked. There are a few, common mistakes I see people make that keep them from making sales. They are... #1: Not stepping into the space of talking someone through an investment. People who sign up for your calls want to work with you, period. But sometimes they're just a little bit scared to spend all that money. (Understandable! Stereotypical Asian upbringing here, not to mention that growing up my dad supported my mom, sister, and me on one middle-class income. I know how much resistance there can be to spending money.) That’s where you come in -- to help people understand the value of the investment. If a potential client says, “I don’t think I can afford it,” don’t leave it just there. Ask them: “Are you open to talking more about it?” If they agree, you can ask if paying for your program will affect their ability to pay their bills. If the answer is yes, go ahead and wrap up the call. (Because they should figure out their finances first before working with you.) But if it’s no, you can say something along the lines of: “What I’ve seen is that when someone says they can’t afford it, there’s usually something else going on.” And here you stop and listen. It’s all about understanding where the person is coming from. Do they see the value of your coaching? Are they not confident in themselves? Do they not have confidence in your ability to help them? Whatever the reason is, talk it through from a place of trying to understand what they want and why, rather than trying to convince them to work with you. I talk more about handling this objection here: https://www.youtube.com/watch?v=y4_8Vc_nqIA 2) Not scheduling a follow-up call if someone says “I need time to think about it.” Ever had someone say, “I need to think about it” on your sales calls? It happens surprisingly often. And here, you shouldn’t just say, “Let me know when you’ve made up your mind.” (Big no.) You first need to dig into, are they just saying this to get off the call with you or do they believe it? You can ask, “Hey, I totally get it. It's a significant investment of time and finances and energy. So can you share a little bit more about what you need to think through?” And if they really need to think about it, set up a new call. But first understand WHAT it is they need to think about because otherwise, it might just be one more fear that keeps them from getting what they truly want. The best way to follow up on a coaching call is to schedule that call while you’re speaking. Create a calendar notice and ask your potential client to let you know if they can’t make it to respect your and their time. 3) Trying to sell features, not benefits. Which of these options do you like better? One: Jumping straight into, “You get this many calls and this many emails” or… Two: “This is the result that we’re going to get together. You're going to get my support so that we can do A, B, and C. You're not going to be alone. And you're going to get this, this and this, so that…” Number two, right? That’s because people aren’t buying a specific number of calls. Honestly, they couldn’t care less about the calls you offer. Instead, they are buying the results you help them get. And if you can explain your offer in this way, people will immediately get an “aha” because they see how much you can help them. That’s how you sell on your discovery calls. But how do you stop feeling “icky” about sales? That’s what we’ll look at next. Step 3: How to not feel “icky” on discovery calls Now you know how to hold a sales call. Great! But you still feel… icky. Listen: Yes, it’s scary to hop on a sales call. But sales calls aren’t icky if done right. It all comes down to your beliefs and the strategies you use. Shift your beliefs about selling You, like I, might have grown up with a skewed idea of what selling is. My dad used to say, “Selling is not something we do.” That’s what I thought about selling, that it wasn’t anything honest and hardworking people did. But you know, thinking of a salesperson as a used car salesman is so wrong. Because selling, if done with integrity, is about offering something people want. You are NOT showing something down their throats -- instead, you help them solve their problem. And when you offer something of value, you should get paid. If you go around offering things for free, that’s charity. It’s something you can do, too, but that’s not going to help you grow a business. The thinking you want to adopt is: “If I’m not selling I’m doing people a disservice.” The thing is: Even if someone doesn’t buy from you, you’ve helped them. You’ve helped them realize that maybe they weren’t so motivated to achieve their goal after all and they save time, energy, and money in the process. And if you do end up selling to someone, you’ve helped them even more. They can finally achieve the result they want! Build your confidence To sell, you need to be confident in what you’re selling. Being a confident seller is probably not something you’re born with. I myself wasn’t the most confident person. Over the years, I’ve forced myself to develop this muscle, and it’s a big reason why I was able to grow my business so quickly starting out. (And no, it hasn’t always been a smooth road for me. Once, at the beginning of my business, I had a sales call where a woman said to me, “I can't hire you because you look like you're twelve.” There were many situations like this, but you get the point… Not the most reassuring thing to hear when you’re juggling a brand new business.) A big mistake I see my clients make is that they tell me, “I’ll feel confident once I get that first client.” What I tell them will happen, and what inevitably does happen, is that they get that first client, and then it starts all over...and I hear, “I’ll feel more confident after I get my next client.” You need to start developing that muscle NOW, even before you have any clients at all (that’s how you GET clients). Be confident in the value you can provide, in the inevitability of your first or next client (while taking action of course -- not just sitting there waiting for them to find you!). Not only will sales feel so much better to you (and not salesy at all), but you’ll also attract your first or next dream client so much faster. Sales calls aren’t sleazy When you think about “sleazy” sales calls, you probably imagine someone who’s trying to trick you into buying something you don’t really want. That’s not what selling is. Selling is about finding a mutually good fit (a win-win situation). And here’s the thing: Sales calls can be fun if you see yourself as the expert who’s coaching someone who WANTS the results you can help them with to either make or not make that investment. And that means: Act with integrity. For example, you find out that the person you’re talking to is scared of the investment because they have no money in the bank. Other coaches might say, “Tell them to invest in you because they need to believe in themselves to get the results…” That’s absolutely not the case. Never come from a place of fear-mongering or saying, “Your life will suck without this.” That’s NOT a good discovery call. Instead, discovery calls are ALL about finding those perfect fits for your program who you can help achieve results. Saying “no” to the wrong fit is just a part of the process. And along the way, you build a business you truly enjoy and that lets you have a remarkable impact. Want more coaching resources? That’s how you hold a great coaching discovery call. Want more resources to build your coaching business? Here are my coaching business guides to help you set up your own business and quit your 9-5: How to Start a 6-Figure Coaching Business With your coaching business, you probably want to have a real impact. In this guide, you learn what it takes to build a 6+-figure coaching business (while in your day job). How to Find a High-Ticket Coaching Niche Think it’s hard to find a coaching niche? Think again -- this guide shows you how, along with 100 high-ticket niches. The Online Coaching Business Model To build a coaching business, you need the right business model. Here, I share the perfect coaching business model to help you get started. How to Create a Coaching Contract The first step (before you start working with clients) is to set up a coaching contract. Together with legal coach Lisa Fraley, I explain how in this guide! How to Sell High-End Coaching Packages What does a high-end coaching package look like? Read the guide here! How to Price Your Coaching Pricing your coaching services can feel difficult. What’s too high? Too low? Here’s how to think about pricing. How to Hold a Great One-On-One Coaching Session Want to help your clients get those big breakthroughs? Want loyal clients who can’t wait to sign up with you again and again? Here’s how to hold great coaching sessions. Over to you! There you have it. Now you know how to hold a GREAT discovery call that doesn’t feel icky or salesy. Just one more thing left to do… Implement what you’ve learned! If you have no sales calls lined up just yet, start using the Taster Technique to get them. And if you’ve already booked a discovery call, use the strategies I share here to get your next paying client. Want to learn more about how to build your own coaching business? Get my free blueprint here: Want to Build a 6-Figure Coaching Business So You Can Achieve More Freedom? Get Instant Access To My FREE Ultimate Guide Below! GET INSTANT ACCESS When you sign up, you’ll also receive regular updates on building a successful online business.

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