August 15, 2018
You were likely drawn to a career in coaching because of your desire to help people—not because you loved putting yourself out there to “sell” yourself. Fair enough. However, you won’t be able to help anyone if they don’t know you have the solution they need.
So how do you effectively sell your wellness coaching services without feeling like you’ve “sold out”? We’ve compiled some advice to help you avoid the mad sales scramble, and keep your client list full so that you can focus on what you do best, helping people.
It’s not about you … focus on your clients
When you’re trying to build your wellness coaching business, it’s easy to get trapped into the “me, me, me” zone. After all, you’re rightfully proud of your accomplishments, especially if you’ve earned distinctions like Certified Wellness Coach or Master Certified Wellness Coach. You want to brag a little and tout those qualifications – and you should, but don’t go overboard. Ultimately, you want to focus on your clients needs instead of your skills. So, instead of talking about your coaching acumen, craft your marketing message to sell the solution. Make it about what you provide, not who you are.
If you want to increase your business, spend a few minutes brainstorming about your ideal clients. What are their problems? What do they want? How can you help them solve their problems or get what they want? Spending more time concentrating on your clients helps you clarify your marketing message focus the solutions you offer. The end result is that you can communicate with people in a more genuine way about how you can help, instead of constantly trying to sell yourself.
Shift Your Sales Mindset
Selling is not selfish. Good salespeople provide a service, and help people get what they need.
Too often, wellness coaches struggle to put themselves out there and ask for business. They start to feel like they are bothersome or pushy. If you have ever felt this way, it’s time to shift your mindset. If you could change someone’s life for the better, don’t you think you owe it to them to communicate that you have the solution they seek? You’re offering a gift. Don’t hold back your gifts because you fear hearing, “no.”
A “No” Gets You One Step Closer to “Yes”
Hearing “no” is a normal part of every sales process. You won’t be the right fit for everyone, so don’t dwell on the outcome of one conversation. It’s a numbers game. You will talk to some people who aren’t interested in your wellness coaching, but for others it will be a perfect fit. The key is to not try to be all things to all people. It’s impossible. Instead, focus your efforts on the people who are a good match for your services, develop that ideal client, and zero in on what you do best. The more you do that, the more those “no’s” will turn to “yesses.”
Face-to-Face Still Wins the Race
If you want to build real, sustainable relationships with your clients, and prospective clients, face-to-face interactions are still best. Online marketing is an important component of your sales strategy, but ultimately you want to connect with your prospects individually. Wellness coaching is such a personal enterprise; your clients want to know and trust you. Give them the opportunity. Once you’ve made contact through your other marketing efforts, reach out for a real, live conversation. There’s simply no substitute.
Don’t Coach, Listen
Your initial sales call is not the time to dive into coaching mode. Avoid talking and directing your prospective client too much. Instead, listen. Listen to what they have to say, what their needs are, and then respond with suggestions about how you can help.
Your goal during an initial meeting or sales call is to uncover what the person you’re talking to wants to achieve with wellness coaching. You need to understand their goals, their challenges, and obstacles they face. Once you understand these elements, you can explain how you can help support them on their wellness journey. And don’t worry about providing solutions to the problems they share during the call. That happens later, after you’ve committed to working together. Be a good listener first, and build that relationship step by step.
It’s OK to Turn People Away
Turning potential paying customers away may seem counterintuitive. However, if they aren’t your ideal clients, it’s best to direct them to another coach who is better suited to their goals. When you do so, you make room for your ideal clients to do business with you. Then you can perform at your best, and achieve better results for your client. This also helps in getting referrals, because you are consistently serving your ideal client, and there’s a greater level of appreciation when you’re able to work together more effectively.
Want to learn more about selling your wellness coaching services, and how nationally accredited certifications can be a critical part of that process? Connect with Catalyst Coaching Institute today to learn about our upcoming course, webinars, certifications, and other educational offerings.