Do sales calls ever make you feel uncomfortable?

Does the fear of being perceived as pushy hold you back from having more sales conversations?

Most coaches understand that selling is crucial for getting more clients.

Yet so many coaches avoid pursuing these essential sales conversations.

The thought of rejection, the worry about coming off as pushy, or the disappointment of a potential client saying ‘no’ can lead to anxiety surrounding sales calls.

If you’re a business owner, there’s only ONE way to increase the number in your bank account, and that’s through selling.

There are two major things you can get wrong when it comes to selling as a coach.

Number 1 – Doing pushy, aggressive or inauthentic selling that puts people off

Number 2 – Not selling enough, not getting in front of people and selling yourself enough. Basically, avoiding selling.

The majority of coaches I work with fall into the second category – they’re avoiding selling.

And one of the reasons is because they’re afraid of falling into the first category – doing inauthentic, pushy selling.

So, because they avoid selling, they don’t get better at it. They don’t get to practice authentic selling.

But there’s a way of selling authentically and elegantly that is very different to pushy, old-school, traditional selling, which I talked about in my latest video.

You can access the video here:

So, how do you sell more of your offers without being pushy?

1. Change your definition of selling

I used to really detest sales.

When I left my corporate 9-5 job in 2003, I became a personal trainer. I didn’t think I’d have to sell, I just wanted to help people.

I remember going to a business convention with all of my gym trainer buddies and a guy came out on stage and said “Raise your hand if you’re a sales person”

And none of us raised our hands. He went on to say that if we didn’t think of ourselves as sales people

I went hot.  It was like a full body realisation that I had to learn to sell. It hadn’t clicked for me.

So, I decided to invest in learning how to sell.

Since then, I’ve been so blessed to have had thousands of sales conversations and helped thousands of people to be inspired to change, so that they could transform their lives.

The reason a lot of coaches don’t spend a lot of time selling is because of ineffective definitions of selling in their brain.

Until we change the definition of what selling is, we will have selling avoidance.

The way you can tell if you have sales avoidance is if you don’t regularly have people booked into your calendar for sales conversations.

This is where we are hesitant to do the only thing that’s going to grow our business which is the art of selling.

A lot of us have had bad experiences so we have a negative definition of selling inside our mind.

If our definition of selling is negative – and we have a definition of selling with dodgy, annoying or pushy, why would you ever want to get better at it? You wouldn’t.

People who use an authentic, elegant sales process, are completely detached from the outcome, so they’re not pushy.

But they’re completely committed to helping the person get a breakthrough.

Until you change the definition of selling, you won’t pursue the skill development of it.

Fundamentally, authentic selling is the ability to care about another human being.

If I’m friends with you and I went to an amazing restaurant last night, and the next day we meet up at a café, I’m going to tell you about the restaurant. Because I want you to know about it because I care about you as a friend.  

It’s the same with selling. When you have something awesome, you want to tell people about it.

You want to improve the quality of their life.

Selling is the ability to heal. 

So, if you want to help more people, if you want to make a bigger difference in the world, sales is one of the most important skills that you can develop.

We’re not trying to persuade and convince people they should buy what we’re offering, we’re helping them to come to the right decision for them.

You’re only selling something that people need and want, you’re not selling trying to convince people or sell them something that they don’t want.

When you redefine the way the sales from sleazy cheesy and pushy to:

* Sales is healing

* Sales is service

* Sales is caring

* Sales is helping someone go from where they are to where they want to be

* Sales is improving the quality of people’s lives

…you have great conversations with people and help them get more of what they want, in a way that is compelling and enjoyable.

2. Practice selling more

The more selling you do, the more the fear of selling falls away.

Because you give your brain evidence that selling is not as scary as you think.

There are 5 main fears coaches have when it comes to selling:

1. Fear of Rejection:

The fear of hearing ‘no’ or facing rejection is a common fear. This fear can stop people from initiating sales conversations or following up with prospects. It will take your business down if you don’t deal with it.

2. Fear of Being Perceived as Pushy or Salesy:

A lot of coaches fear being seen as overly aggressive or pushy when selling. They want to maintain a genuine, non-intrusive approach. I get a physical reaction when people are like this to me. Which is why I teach exactly the opposite.

3. Fear of Inadequacy:

Coaches often have fear around not having the necessary knowledge, skills, or expertise to address people’s needs and concerns effectively. This fear can hinder their ability to be confident in their sales conversations.

4. Fear of Price Objections or Resistance:

Discussing pricing can evoke fear of objections or resistance from potential clients. This fear that they won’t be able to justify their prices or handle objections related to costs is common among coaches. They can significantly impact people’s approach in sales conversation.

5. Fear of Failure:

There’s often a fear of failure if someone says no. This can impact confidence.

Overcoming these fears is crucial if you want your coaching business to be successful.

These fears are very real. But they can also change very quickly.

You probably have a big beautiful heart and just want to help people and you’re scared of being someone that you’re not. I totally get that. You don’t have to be someone you’re not to sell.

I help female coaches to make a living from coaching, which means you need to overcome selling fear and get good at selling. 

The more you practice, the better you’ll get and the better you get, the more you’ll enjoy selling.

3. Follow a formula

One of the main reasons why people aren’t good at selling and are avoiding sales conversations is because they don’t know what to say.

They get on calls and get nervous, and treat them more like coaching sessions or a chat with a bestie.

People aren’t coming to you to have a chat. They’re coming to you to buy.

No one books into a strategy call with you unless they want to transform their life.

A formula allows you to stay on track with your conversation and lead effectively, which is what prospects want.

They want to feel confident and relaxed with you because you know what you’re doing. A formula allows you to do that.

The formula I teach is called the Authentic Enrolment formula.

I’ve done four professional sales training courses with both men and women, and I’ve taken the bits I’ve liked from them and applied them to hundreds of sales calls.

I’ve left out the things I’ve been taught that felt awkward and unnatural and inauthentic and pushy, and I’ve created a framework to help coaches transform their selling conversations.

Scripts often feel rigid and they often don’t flow with the person in front of you. 

I’ve found that having a toolkit of questions and a framework to gently ask powerful questions that help people have a breakthrough is the most effective way to sell authentically.

Every time I share it with women, they tell me that it’s completely different to other sales scripts they’ve been taught in the past.

That’s because it is. I’ve created and refined it over 20 years of selling.

It’s elegant, it’s enjoyable for both you and them, and it leads to right-fit right-match clients signing up with you.

This teaching is part of the Selling With Soul module – from my Client Attraction Accelerator program.

In the program, I teach my clients exactly how to authentically sell their offers and get fully booked with high-quality clients.

One of the biggest reasons why most people don’t sell more is that they don’t know what to say.

If you want to make more sales and you’re willing to overcome that sales avoidance and fear of rejection.

You’re ready and you know you need a strategy, a structure to follow and support.

You want the confidence to make more sales, and this is what I help people do.

In the program I work closely with you to create a personalised strategy so you can bring in more amazing clients, make the money want to make, & help more people.

The program’s not for everyone, it’s only for a few specific people…
  
* You want to add $5k or more to your business in the next 3 months

* You know how to get results with people and could look after 3-5 new clients

* You’re willing to implement a step-by-step plan that’s proven to get you clients fast

I can help you not only with your sales but with every aspect of your marketing to build a solid, profitable coaching business.

If you want to get more clients quickly and set yourself up for success, with money in your bank account and new clients onboard, message me with the word ‘clients’ and I’ll send you the information.

This is the BEST time to work with me before my next price increase.

P.S Whenever you’re ready… here are 3 other ways I can help you grow your business:

1. Work with me to get more clients

If you’d like to work directly with me to get more clients… just send me a Message with the word “Clients”… tell me a little about your business and what you’d like to work on together, and I’ll get you all the details.

Message me here

2. Join our community and connect with like-minded Coaches & Experts

It’s our Facebook community where ambitious females entrepreneurs learn how to increase their income, influence, and impact.

Join us here

3. Grab a FREE copy of my ‘Client Attraction Checklist’

This is a powerful roadmap to attracting leads, signing clients, and scaling your coaching business.

Grab it here

Big love

Kat xo

If you ever wonder why people don’t take action on your emails or posts…

There’s a game-changer for your content strategy that will change that, which is b​elief-shifting content.

​​If you don’t shift beliefs with your content, most people won’t respond to it. ​

If people believe that what you offer will get them the result that you’re promising, they’re much more likely to buy.​

​The stronger the belief, the more likely they will respond to you.​

If people need what you offer and have the resources to buy it, there’s usually only one reason they’re not responding to your content or reaching out to work with you.​..
​
…they don’t yet believe they can get the result that you offer. ​​

So how do we do shift beliefs with our content?

When it comes to creating compelling content, nothing beats having a proven framework to follow.

In this video, I’m sharing my 5-Step Belief-Shifting Framework which is a simple, but incredibly powerful tool you can use to shift beliefs in your content. ​

Access the video here:

This framework will become one of your key go-to resources when you need to create highly-influential messages in any form.

You can use it to…

⭐ Craft content for social media, sales pages, email sequences, blogs and more…​

⭐ Plug into your video and workshop scripts and knowing exactly how to guide people to the belief that what you offer is exactly what they need…​

⭐ Create the most compelling content so much faster by knowing exactly how to make your message land!​

Now you might be wondering – What Is Belief-Shifting Content?

It’s content that shifts someone’s belief – their perception, their way of thinking about

– the cause of their problem, what they’re currently doing to solve their problem, or what they need to do to solve their problem

You Can Use Belief-Shifting Content in your:

• Web Pages
• Emails
• Social media posts
• Videos
• Blogs & Articles
Anywhere you show up online.

And I’m going to share with you a simple framework to follow on how to do it that will make it so much easier.

You can either have guesswork, hard work, or framework. And a framework brings the most ease.

Which is why I have frameworks for everything.

There are 3 high-level steps to shifting beliefs

Step 1 –

The first thing we want to do before we go into the 5-step framework is to identify their current beliefs.

What do they currently believe about themselves, you, others, your opportunity and your industry?

Let’s say you’re selling a program that teaches people how to lose weight.

And in your sales page, you talk about if they buy your program, they could lose 5-8kg in 3 months.

That’s a pretty standard promise.

However, the first step in shifting their beliefs is NOT to convince them that your program could help them do all that…

Your first goal starts much further back.

Because before you can convince them that they can lose 5-10kg with your program, they have to believe the following… 

1.  Their current situation isn’t great, and they need a different way of doing things.

2.  If they’re going to try a different approach, they need to believe that your method is the way to go (and not keto, calorie-counting, doing more cardio, or whatever else they’re thinking).

3. And after that, you need to convince them that it’s actually possible to lose 5-8kg in 3 months (without doing anything drastic or giving up all their favourite foods).

All of that stuff comes first in the belief-shifting process.

Because if they don’t believe those things, then you don’t have a chance at selling them your program.

So you write down what are some beliefs your ideal clients might have about 4 reasons why what you offer won’t work.

1. Themselves – It won’t work for me because…
2. You or others – It’s easy for you/others because…
3. Your opportunity – Your opportunity won’t work because…
3. Your industry – I don’t trust your industry/people like you because…

People think they’re a special case and their different. So, with our content we’ve got to shift that belief.

I’ll give you some examples:

It won’t work for me because…

I’m an introvert
I suck at tech
I have too much going on in my life
I can’t make all of the group calls

It’s easy for you/others because…

You have a uni degree
You’re single
You’re not looking after kids or ageing parents
You’re good at marketing
You’re confident
You’re an extrovert

Your opportunity won’t work because…

It’s in a group and I can only get results 1-on-1
I’m already in 4 other programs
There’s not enough hand-holding
I don’t want to watch videos
I tried that method before and it didn’t work

I don’t trust your industry/people like you because…

I got burned in the past…
Everyone I’ve spoken to in your industry is dodgy or pushy…
I did a program like that before and it didn’t work

Step 2 – Identify Desired Beliefs

This is where we write down what we want them to believe instead.

I’ll give you some examples:

It’s simple with a formula
Anyone can do it
This is worth your TIME because of the result you’ll get
My offer is proven and BELIEVABLE
This is incredible VALUE
You can take action RISK-FREE

Step 3 – Create content based on the 5-Step Belief-Shifting Framework

1. Problem

In order to grab attention, we need to remember that most people are thinking about their problems.

They’re usually not thinking about what they want. They’re thinking about what they don’t want.

So, if we start to unpack a problem, a symptom of that problem or a specific scenario that people are facing, then we’re probably going to grab people’s attention.

But don’t stay there too long. Some copywriter trainers will tell you to ‘agitate’ the problem – push on the pain and really get them stuck in the pain and not tell them how to what causes it or what solves it.

And the way this framework is different is because people get sick of hearing so much about a problem and not knowing how to solve it.

There has always got to be some tension in our post, but if there’s too much tension, people just get annoyed.

People are always thinking – will this solve my urgent problem?

Think…

What keeps them awake at night? 
What are they angry or frustrated about? 
What do they complain to their friends about?

2. Cause

This is a really important part of belief-shifting content.

Give them an insight as to what actually causes that problem from your experience and expertise. 

It’s usually different from what THEY think is causing the problem.

This is where people get an ‘a-ha’ moment.

Aim to give people one big penny-drop moment per content piece – and use the rest of your content to back it up and strengthen it.

Example causes:

Copywriting Coach

Problem: People aren’t responding to your content online

Cause: You don’t have a formula for writing influential content

Sales Coach

Problem: Gets to the end of a sales call & hears price objection

Cause: Don’t have an effective sales process

Burnout Coach

Problem: Putting too much in your calendar & having no time for yourself

Cause: Inability to say no to people

Nutrition Coach

Problem: Constant colds

Cause: Not making the time to prep fresh meals and eating a lot of processed food

Parenting Coach

Problem: Parents constantly arguing 

Cause: Parents saying two different things to the child 

Dating Coach

Problem: Dates the wrong men

Cause: Dates men who don’t match their level of ambition

3. Consequence

This is where you describe what might happen if they don’t change it.

A lot of people don’t put this into their content because it may feel a bit out of your comfort zone. But it’s a powerful addition to a belief-shifting content piece.

If people don’t think about the consequence, they’re just going to stay the same.

It doesn’t have to be hard and heavy.

Our content can help them out of the trap that they’re in.

4. Solution

In the solution section, give valuable high-level tips.

In your free content, I recommend you dive deep into the nitty gritty details, but you share what you recommend.

We can show them a piece that can give them a result straight away.

We give them something that is going to help them out today.

It’s unlikely they’re going to get rapid and lasting transformation just from one piece of content.

Give them some value – but also show them that they still need you to actually put it into place.

Because what you’re sharing is tip of the iceberg. What I share in my free videos for example, is a tip of a iceberg compared to what I share with all my paid clients. They get the detailed ‘how-to’ plus expert eyes working on their business.

5. Action

You let them know this is a small part of a whole system.

For example, what I’m sharing with you in this video is a small part of my compelling content module, which is one module out of eight in my client attraction accelerator roadmap. And it’s one of the many trainings that sit under that one model.

So, it’s just a small piece. And it’s just the what and the why with a little bit of high-level how. It’s not the detailed how.

Then go into the call to action where you say something like – if you want help with this, if you want to take the next step, if you actually want to get this done, this is what you need to do.

Then invite them into their next step.

So, let’s recap the 5-step belief-shifting framework:

Problem – join the conversation in their head. Paint a scenario or describe the symptoms of the problem

Cause – Spend more time talking about the cause than the problem

Consequence – Describe what might happen if they don’t change it

Solution – Give high-level tips

Action – Let them know this is a small part of a bigger whole. If they want the whole system, they need to take the next action.

So that’s the 5-step belief-shifting framework.

This is part of my compelling content module in the Client Attraction Accelerator Roadmap that I teach my clients to get fully booked with clients.

If you’d like help crafting compelling content, so you can quickly attract and enrol more clients, this is what I help people do.

I specialise in helping my clients craft unique and powerful messaging that stands out online and turns followers into clients.

I work closely with you to create a personalised strategy so you can bring in more amazing clients, make the money you want to make and help more people.

I can help you not only with your content but with every aspect of your marketing and sales to build a solid, profitable coaching business.

I can tell you exactly what you need to fix in your business because of my many years of experience. 

So that you don’t have to go through the trial and error and waste years of time and thousands of dollars.

I know that if we work together, with just a few clients you can make the whole investment back.

I’ve been training and mentoring coaches in client attraction for over 7 years and I’ve helped thousands of entrepreneurs around the world to build businesses.

If you want to get more clients quickly and set yourself up for success, with money in your bank account and new clients onboard,

Message me with the word ‘clients’

and I’ll send you the information.

If you’ve been wanting to clarify your message, attract more clients fast and sell your packages with ease, this is the BEST time to work with me before my next price increase.

Hope this has been useful!

Big love

Kat xo

P.S Whenever you’re ready… here are 3 other ways I can help you grow your business:

1. Grab a free copy of my ‘Client Attraction Checklist‘

It’s a powerful roadmap to attracting leads, signing clients, and scaling your coaching business. — Grab It Here

2. Join the community and connect with like-minded Coaches & Experts

It’s our Facebook community where ambitious entrepreneurs learn how to increase their income, influence, and impact. — Join Us Here

3. Work with me privately

If you’d like to work directly with me … just send me a Facebook Message with the word “Private”… tell me a little about your business and what you’d like to work on together, and I’ll get you all the details! — Message Here