Join Gut Health Coach, Bethany O'Toole, as she shares how the Health Coach Accelerator program helped her overcome her fears to close 5 out of 6 sales calls.

Because sales is where the rubber meets the road in entrepreneurship. Without sales, your business doesn't exist.

After you’ve put together your health coaching packages, or your signature coaching program, and you’ve started to drum up some interest through marketing, next up comes the SELLING part of the process. And I know this can stir up a lot of anxiety and limiting beliefs for coaches. Which is why we need to talk […]

PR and visibility strategist Lisa Simone Richards shares how to leverage on other people’s audiences and achieve effective business and visibility.

The 5 Stages of a Powerful & Predictable Sales System for Wellness Practitioners with Joanna Sapir. How to easily attract clients & convert leads.

Cold calling tips and techniques which work better, advanced methods with examples for modern, effective, pain–free sales, selling and sales training.

After you’ve put together your health coaching packages, or your signature coaching program, and you’ve started to drum up some interest through marketing, next up comes the SELLING part of the process. And I know this can stir up a lot of anxiety and limiting beliefs for coaches. Which is why we need to talk […]

“How can I feel more confident and relaxed going into calls with clients? It feels like a lot of pressure to perform!” If you’re a new coach, you may be feeling some imposter syndrome whenever you join or think about joining client calls! Here are some simple ways to boost your confidence and fee

Does the idea of hopping on a sales call (aka a Discovery Session) make you nervous? Do you cringe a little at the thought of “doing sales?”. Working with clients and making the kind of money that supports you and a spacious and nourishing lifestyle of freedom means accepting actual money in exchang

💥Rapport is all about highlighting common interests and establishing a mutual feeling of friendliness. When people like each other – whether in business, friendship, or both – they tend to help each other. Most salespeople are naturally enthusiastic, positive, and outgoing people, but that doesn’t necessarily mean everyone will like you off the bat. Here are three ways you can increase your rapport rating with prospects and customers: 1) Match your customers style. Pay attention to how your customers prefer to communicate and get in step. Does your customer prefer to get right down to business, or warm up by engaging in small talk? What kind of thongs does he or she find funny, interesting, or intriguing? If your customer talks quickly, and loudly, make an effort to match that energy. 2) Trust builds rapport. Your customers will learn to trust you if you do what you say. Keep your commitments, call when you say you will, and always follow through. Be careful not to make promises you might not be able to keep. Too many salespeople make well-intentioned commitments, only to find themselves unable to find time to fulfill them. They may not always lose a sale because of this, but they’re certainly not building the kind of trust that will make that customer anxious to give referrals. Another way to build trust is to demonstrate that you’re interested in their well-being — beyond your own profit potential. Know and appreciate your customers’ needs beyond your product. See what you can do to help them meet those needs. Little things like finding information for them or putting them in touch with other suppliers tend to make a big difference. 3) Practice reciprocity. When you treat people in a certain way, they tend to want to treat you in the same way. Find ways to treat your customers as valued members of your professional and even social circle. In life and in business, the little things make a big difference. (Remember it's all about them, NOT YOU! Spend your time listening!) → It's very important that you don't take to long in trying to build Rapport with a potential client, because then you run the risk of being called fake...People aren't stupid, they will see right through your petty attempts, just so they will sign up for your business, so that's what i mean by not taking months trying to build because you will lose that potential client for sure... 👉https://listinfinity.net/rick2323/6 (New Sign Up Link) 👉https://rbrier2323.blogspot.com/2020/03/my-challenge-for-you-363.html 👉http://DigiSoftPayline.com/230k.php?rick2323 ------------------------------------------------------ {E-mail for your tour takers} Who says you have to play fair? Hi, Introducing the “Entry Level” job. Everyone knows the rules. You start out at the bottom. Come in early and work late. Do what you're told and stay on the good side of the office bully. Get your work done early so you can pick up the slack for the boss's lazy brother-in-law. And if you're VERY GOOD then at the end of a year you get a week's vacation and a 3% raise! Be still my heart. Anyone interested in Plan B? Who says you have to play by the rules? Cheat! Just skip the “Entry Level” and go straight to the good stuff. With an Internet business you don't have to play by the rules of traditional business and office politics. Thanks to the power of the Internet… - You can be in charge. - You can work the hours you choose. - You can control your career. - You can make more money, faster-without working harder! You don't need any fancy training or special talent to succeed online. All you need are a few simple Internet tools and lots of persistence. Anyone can make good money online-believe it! To find out how, just visit the website below and thank me later! Click link below Now! DigiSoft Tour & Member Login: 👉http://DigiSoftPayline.com/login.php Your Login User ID: *Rick Brier 8122643754 [email protected] ------------------------------------------------------ “Your business, and your brand, must first let people know what you care about, and that you care about them.” - Donald Trump

If you are sick of throwing money towards paid social advertising, I may have a solution for you. In this episode, I’m going to share with you how to be a guest on a podcast.

Are you hosting free consultation but not getting clients? You need to approach your discovery calls with intention and in this video, I am giving you a quick look at the best sales call structure and discovery call tips that will get you sales!

In this episode, I share with you my top 5 strategies for selling out your private coaching. If you’re a coach with the heart to serve but your offers are getting met with crickets, keep listening. But, wait… are you ready to scale your business and make massive bank? Then you’re going to want to…

Do you currently use discovery sessions (sometimes called discovery calls or discovery meetings) to meet new clients and understand whether or not you’ll be a good fit to work together? On the other hand, a coaching discovery session is NOT: A free coaching session Free time for potential clients to pick your brain The first step of a coaching program It’s up to you to run your discovery meeting, to make sure that you are in control.

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.

This year I’ve had the opportunity to host group coaching calls, create mastermind groups with friends and lead mastermind groups as part of courses. It’s energizing and fascinating, and it’s also created interesting problems to solve.Since I’m an overachiever who loves systems and organization more than Leslie Knope, I quickly realized that I don’t want to run a group coaching

Hi beauty, This morning I hosted a Facebook Live session, sharing 5 things I am witnessing are working (and are not) for Health Coaches growing their business right now. Pop on over and watch the recording here >> ** Note this Facebook Live was done in January 2017, but the tips I share are still working today! This post will be updated if this changes. **

Wondering what your health coach client agreement should include? I'm laying out the most important aspects you need to cover your assets.

Do you worry about what to ask your coaching clients to come across as a confident, and effective, coach? Click through for 100 killer done-for-you coaching questions so that you'll never be stuck for what to say!

Kendra Perry discusses when to sell on a sales call and on a sales page. Discover the best way to find your customers today.

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.

After you’ve put together your health coaching packages, or your signature coaching program, and you’ve started to drum up some interest through marketing, next up comes the SELLING part of the process. And I know this can stir up a lot of anxiety and limiting beliefs for coaches. Which is why we need to talk […]

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I’m going to teach you how to determine what "I have to ask my husband" actually means and how to deal with it .

If you’re a coach with the heart to serve but your private coaching offers are getting met with crickets, read on. I have worked with clients in both group and 1:1 settings for years. Both formats deliver massive results for your clients – and for coaches, too! A word of advice? Sell out your 1:1…

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Do you envy those entrepreneurs who seem to show up absolutely everywhere? Then you want to check out this interview with Selena Soo! We share our top publicity ideas to market your business and sell your services and she shares how she used publicity to get visible and have a $330,000 launch!! Clic

I’m going to teach you how to determine what "I have to ask my husband" actually means and how to deal with it .

I’m gonna’ talk about SELLING today because nobody wants to be slimy, sleazy, or feel gross when running their biz, amiright? AND YOU DON’T HAVE TO! I’ll cover some of the most common things I hear, like: “I don’t like doing sales calls,” “When should I make an offer,” and more.

I used to think that the top salespeople knew something that the rest of us didn’t. Maybe they had a secret script or strategy that I just had to get my hands on. Well, after generating millions of dollars of sales in both my own coaching and course business and my clients’ businesses, I now know better. The “secret” to selling coaching actually lies in these 5 essential selling secrets…. If you want to know how to sell high-ticket coaching services, read on. Selling Tip #1: Get potential clients on a call! Wondering how to sell yourself as a coach? The first tip I have for you today is basic but incredibly important, especially if you're just starting out. And that is to get your potential clients on a call. Way too many entrepreneurs try to sell directly from a social media post or an email when they’re new in business. Don’t get me wrong -- that has its time and place when selling coaching, especially as you scale out your business. But when you're starting out, nothing is more effective than getting someone on a call with you. (Personal relationships never go out of style.) It's much easier to connect with someone on a call. For example, research shows that smiling builds trust. And it's much easier to convey a smile on a call than in writing. It is more work, but I promise it's so worth it. Not only are you going to make more sales, but you're also going to learn so much about your audience, your clients, and what they're connecting with and not connecting with in your content. And that knowledge is going to pay off for the life of your business. Related: If you don't know how to get clients onto calls with you, make sure you check out my tutorial on how to do that using social media. What do you do once they’re on that call with you? Read on to find out... Selling Tip #2: Lead with emotion, close with logic This tip is really important. Maybe you've heard before that people buy on emotion. (And if you haven't, now you definitely have.) But that's not the whole picture. People buy on emotion but they justify that purchase with facts. (This is backed by neuroscience.) The first time I realized this, it was such a huge aha moment for me, because up until then I'd been guilty either of focusing too much on the facts or too much on the emotion. Once you realize how these two fit together though, that's how you're going to make the most sales. Selling with emotion really is the most effective way to sell coaching and consulting services. Share this blog post by pinning the image below. How do you lead with emotion? So what does that mean in terms of tangible action items? What that means is that when you're creating a new promotional campaign, or the next time you’re on a sales call with a potential client, your number one goal is to uncover what emotion is driving that person. Why is someone coming to you for help on whatever it is you helped them with? What's really driving them? What's the pain, what's the desire, what's that emotional hot button? And you want to really dig deep and understand. If someone's coming to you for health coaching for example, they're not coming to you just to lose weight. There's some deep internal reason. Maybe they just have gotten to a point where they feel so bad and out of control with their eating. Or maybe they really want to revitalize their relationship with their partner. Or they really want to lose 20 pounds to refind the confidence and energy that they used to have. Whatever that hot button is, both the pain, and the dream, you really need to speak to that in your sales conversation. (Or your sales page, it's the same process.) That’s not all though. 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 do you close with logic? Once someone is excited and ready to buy, you have to be able to help them justify the purchase with the facts. What does that look like? You’ve got to share the value and the outcome of your offer, and help your potential client relate it to the value of the investment. How do you do that? By showing them that the investment is way less than the value of the outcome. For example... What would it mean for someone to be able to get the raise that they want and maintain that for the rest of their career? What's the actual number of dollars that translates into over the rest of their life? What does it mean for someone to be able to save this much time every single week so that they don't have to cook their own food? What's the cost of that compared to the value of your investment? There are lots of different ways to do this and think about this and those are just two examples. That’s still not all. How do you make it a total no-brainer? What you also want to do is to justify what they get in return for the investment. So for example, if someone is ready and excited to purchase, that's when you let them know: “Not only do you get this amazing outcome, but in the value of what you're getting from my coaching or my course itself, here's what else you're also going to get. Here's the bonuses, here's the value of the course, the community, the coaching, the bonuses, everything. And the support that you're going to get so that you can realize this in of itself factually is also an incredible value.” That's how you balance both the emotional driver that's going to drive someone to be excited about and want to and be ready to purchase as well as the features and facts that are going to help them justify making that decision. Now, if you're wondering how to sell coaching packages, the next tip is incredibly important. Selling Tip #3: Have a conversation! The third selling coaching tip I have for you today is to make sure that when you are having that sales conversation, whether it's on a sales call, or you're writing a sales email, or you're writing a sales page, that you're not just following a script. You’ve actually having a conversation. Something I see this way too often with new entrepreneurs is that, once they’ve found a sales script, they follow it to the letter. For example, with some of my coaching clients, I'll listen to recordings of their sales conversations, and hear that it sounds exactly like they're reading the script...which they are! Because of that, they don’t sound like themselves, and they’re so focused on following the script to the letter that they miss out on the key takeaways of the conversation. Here’s what you want to do instead... How to make your sales calls so good, you will get a ‘yes’ on the spot For any sort of sales conversation - a sales call, a sales email, a sales page - you start with drawing in your reader / your listener, and you do that by understanding what they're struggling with. What is that emotional pain that's driving them? Then, you lead into what that emotional dream, their goal is. What do they want out of all of this? What is their goal, their hope, for overcoming it? And then, once you understand that, you can present how your offer really addresses both the pain they want to overcome and the dream that they want to accomplish. As you can imagine, there's no one set of questions that applies to every single person and every single industry. So you really have to understand the core concepts of that, which I just shared with you, to be able to have that a sales conversation that is effective for your audience and your business. The ONE thing you need to do to close the sale That also allows you to customize the conversation and take it wherever it needs to go to be able to close that sale. For example, most of the sales calls I listen to start in the same way. By asking, "Hey, what's going on with your problem and why is that, why is that, okay what's the dream that you want for that problem." Instead, how can you customize that for your audience? So for example, one of my clients that I helped with this recently helps people build their Pinterest accounts so that they're driving a lot of organic traffic. And what we did was we worked on customizing that script so she now asks them: "Hey, what's going on with your problems with driving traffic," because that's why they come to her. "What are you doing right now to drive traffic? What do you not like about it? Is it even working? How well is it working? If it's not working, why don't you think it's working? What had you be interested in Pinterest in the first place?" Next, she asks... “What is ultimately your goal for Pinterest, how does that fit into your business goals for the long term, what does that mean for your business and your long term business and life goals?” As you can see, it's basically the exact same script, except that we've modified it for that specific client of mine so that it becomes a conversation that's much more aligned with what she offers and what her audience is coming to her for. Take a second and think about how you can do that for YOUR sales conversations. Then, move on to the next tip, which is one of the most important selling tips… Selling Tip #4: Talk about the money with confidence That is a reminder to, when it's time to talk about the price, state your price with confidence. What's more, when you hear the money objection of, "Ooo that's more than I thought it was gonna be," or "I don't know if I can afford it," hold that place of confidence for you and your potential client. Related: Not feeling confident about the price you charge? Read this now. Don’t do this - it will kill the sale! So often when I listen to sales call recordings of my new coaching clients, I hear them having these amazing conversations...until it's time to get to the price. All of a sudden, their energy on the call plummets. And you can hear that they’re trying to get “the money” part over with as quickly as possible. They say something like... "Here's the investment, I would love to work with you." And then, when someone talks through the money objections like, "Oh I don't know if I can afford that," they just stop. They’ll say something like, "Oh okay, I get it, thanks for having this call with me." (Does this sound familiar?) I want to make it very clear -- I'm not talking about being pushy or salesy. But if someone has raised their hand, has gotten on a call with you, and has expressed their interest in wanting your help, then there's a reason that they did that. And so often when they raise their money objection, it's not so much that they truly can't afford it as there's some fear coming up. Now, I do want to caveat, if someone is having trouble paying their bills, you need to get clear if that is truly the case, and if so they need to go and focus on that. But most people have the self awareness and the survival skills to not be hopping on sales calls with people when they're struggling with that. Why confidence is one of the most important selling techniques And so where confidence comes in is in being confident not only in your price, but in your ability to help someone get the results that they're coming to you for, and in understanding that the value of that result that they're going to get is going to be so much higher than the actual cost of the investment with you. Once you really, truly believe that and are confident in that yourself, what that allows you to do is stand in confidence to have that money conversation. It can be as simple as asking someone, “Hey, would you be willing to talk about this a little bit more?” If they say yes (which most of the time, they will), you can ask... “I'd love to talk about why it's coming up that you think you can't afford this.” Listen to their answer because understanding that opens the door for you to have an actual conversation with them about their money thoughts and beliefs and what they're really struggling with. 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 I use this in my sales calls I'll tell you, so often I've had clients come to me with that issue and it often turns out that it's just because they're scared, or they've been burned before by other bad business coaches or courses. And so we talk through that. We talk through their fears about that. We talk through the possibility of, "Let's look at what would happen if you weren't burned this time? Because I've been doing this for a long time. I'm the real deal. You know, you can Google me, you can look at my results." “What would that look like? And is it truly about not being able to afford it, or is it really just about being scared about making the investment?” As you can see, it's really up to you to stand in that place of confidence, of knowing, "Hey I can get help you get results, I know the results are going to be more valuable to you than the investment, and so with that foundation, I'm gonna help you really talk through if it really is about not being able to afford it or being scared to make the investment." Keep in mind: Those are two completely different things. You can coach someone through the fear of the investment. That's actually your job if someone's coming to you interested in what you have to offer them. The truth behind why people say “I can’t afford it” Also, you have to remember, people love to buy. I can't tell you how many times when I was starting out in my business I would believe someone when they said, "I can't afford this." And I would feel like I was doing them a really great service by saying, "Okay. Thanks for the call. Thanks, that's it." Then, a few days later, I would see them talking about this amazing vacation they'd been on or this new coach they just hired who probably, I didn't realize at the time, but I do now, was able to stand firm in that place of confidence and walk them through their fear of investing, to feel good about making the investment. I know that this can be hard to absorb because we all want to just help people and do the right thing, but trust me. Try this a few times and you're going to be amazed at the results that you're going to see. Pin me for later! And this might help even more… How to get past your fear of talking through this objection once and for all Think of three people who you've spoken with in the past who told you they couldn't afford you. Go and check out their social media profiles and see what they've been up to. Chances are pretty darn high that they've gone out there and made a significant investment that's at the same level or higher than what they were thinking about investing with you. And they've loved it. That's going to help you truly absorb that belief that when someone says they can't afford it, it's not always that they can't afford it. Often, it's simply that they're afraid of making the investment, and that's YOUR job to walk them through it. Which brings us to the last of today’s selling tips…. Selling Tip #5: Make sure you’re painting “The Vision” The final tip I've got for you today is to make sure that in your conversations, you're not just laying out the benefits and the features and the dreams, but you are also truly painting a picture for someone. Why? Because storytelling increases sales conversions, as research shows. Let me give you an example of how this works... How my client learned how to sell by painting the vision One of my past students used to be an Olympic athlete. That's pretty darn cool, right? Through her Olympic workouts, she realized a way to help people get fit doing a specific type of workout that anyone can do. So she started a health coaching business to help busy people lose weight and get fit with these workouts that she'd created. Now when someone comes on a sales call with her, we talked about not just saying, "Hey, what are you struggling with in terms of your health, what do you need help with, and here's what your life is gonna look like once we get that going for you." She painted a very strategic picture based on the details that that person shared. And how she did that was, again, having a conversation just like we talked about earlier. Understanding exactly what their struggles with, and then sharing with them, "Hey, here's how I'm gonna help you." So she might say, "Hey, tell me a little bit about what's going on with your life where you don't have the time to work out and you feel just not great with your body." That person might say, "You know what, I'm busy at work all the time and I sit, I don't know, 18 hours a day. And then I come home and then I eat unhealthily and then I go to sleep. And then I do it all again the next day." Then my client might ask, "Tell me how your weekends look." And that potential client might say, "Well I like to spend time with friends but we're always just going out and having drinks, and that makes me feel unhealthy as well." And so, with those small details, we talked about her doing is when she's painting the emotional outcome, she doesn't just say, "You're gonna lose weight." Instead, she maps out specifically how she's going to help her. So she says for example, “Based on what you just told me, we're going to fit your workouts into what you just shared. And what that's going to look like is I'm going to walk you through how to fit these small workouts that I've created into your time while you're sitting at your desk. I'm gonna show you these sit down workouts that you can literally do and not have anyone notice you so it doesn't look weird. Then what we're gonna do is create a really customized easy meal plan that you can use immediately after you get home, that's not gonna take you a ton of work to cook, but it's gonna be a no brainer for you to eat so that you can instantly become healthy. And finally, what we're gonna work on is on the weekends, we're gonna come up with fun things for you and your girlfriends to do that don't necessarily involve having a lot of drinks and eating, overeating." And so as you can see, what that does is it helps that potential client really ground into how their life is gonna change and how doable and possible it is for them. Paint an irresistible picture… And close your next client Now, I want to caveat something here. I’m not talking about coaching them during the actual sales conversation. That's not the point. You do not want to be doing that. What you're doing is painting a picture for how you're gonna help them, so that it's customized for them and they understand, okay this is how it's gonna change, I can see how it's possible. Armed with these selling tips, you’ll see your sales rates skyrocket even if you don’t think you’re a “good salesperson.” That's it, now you know how to sell coaching services online. Selling coaching doesn't have to be hard... It comes down to implementing these steps consistently. But to build a profitable and sustainable coaching business, you need the right strategy. Want to know what it is? Get my free blueprint that shows you the exact steps to building a six-figure coaching business: 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.

The Sales Process That Transformed My Business Want to navigate the sales process seamlessly and skyrocket your closing rate? Then you need to learn the ins and outs of the sales process…which is what episode 49 of The #PrettyAwkward Entrepreneur Podcast is all about! In this week’s episode, I’m sharing my four-step sales process to […]

Do you currently use discovery sessions (sometimes called discovery calls or discovery meetings) to meet new clients and understand whether or not you’ll be a good fit to work together? On the other hand, a coaching discovery session is NOT: A free coaching session Free time for potential clients to pick your brain The first step of a coaching program It’s up to you to run your discovery meeting, to make sure that you are in control.

You didn’t get into coaching because you’re passionate about sales. But learning how to sell your health coaching services and convert coaching prospects into paying clients is an important part of creating a successful health coaching business. Here's how you can make sales with more confidence, he

Using life coaching exercises is a great way to help your clients assess their current life situation and get to know themselves at a deeper level. These

A CALL TO LEADERSHIP. start. stop. more. from @lollydaskal #leadfromwithin #leadership

Discover the art of how to get clients for your business without sales calls online thanks to proven strategies that work while you sleep.

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If you are still manually booking appointments, you NEED to a scheduling software. I share with you how to use Calendly as your scheduling app.