Free Online Training

How to Break $1M in Your Coaching Business in the Next 12 Months

Watch Now

How to Get Prospects to Relax in Sales Appointments

When a prospect hires you, what are they buying? Your product? Your program?

Sure, but only to a degree. When a prospect hires you, they’re really buying certainty.

Ultimately, certainty is a combination of clarity and confidence.

  • Clarity of where you’ll take them
  • Confidence that you’ll actually get them there

When a sales appointment doesn’t end in making a sale, it’s usually because the prospect doesn’t feel certain about you or your coaching program.

How to Quickly Build Rapport in a Sales Meeting

When a sales appointment doesn’t end with conversion, most coaches think there was a problem with the way they closed. They believe they must have done something wrong at the end or they’d have a new client.

The thing is, sales are almost never lost at the close — they’re lost at the very beginning.

On the last post, we introduced how important the first three to five minutes of a sales appointment are to making a sale at the end.

Why The Beginning Of A Sales Meeting Is More Important Than The End

When a one-on-one sales appointment ends in rejection, it can be really frustrating. It’s completely natural to think back over the entire appointment to try and figure out where it went off the rails.

Did I say something wrong or offensive?

Did I appear too pushy at the close?

Was I too passive?

Most coaches replay the appointment in their minds and truly believe the sale must have been lost somewhere at the close — after all,

The Easiest Prospect Conversion Tool You’re (Probably) Underusing

What are you currently using to convert prospects into clients?

Don’t worry, it’s not a trick question. Coaches typically use either one-on-one sales appointments, live events, or webinars to convert high-quality prospects into high-paying clients. Sometimes, we use a combination of all three.

Personally, I’ve been fortunate enough to have success with all three, but they’re definitely not created equal.

Selling 1:1

Selling with a one-on-one appointment is okay, but it’s often slow and messy.

Sell With Webinars: How to Package Your Call To Action

Over the last five posts, we’ve been talking about how to offer a free, one-on-one strategy session at the end of a webinar to book more sales appointments.

Most coaches know how difficult it is to sell high-priced coaching programs to new leads on a single webinar. If all we did was teach content for an hour and make a quick sales pitch at the end for an expensive program, we probably wouldn’t convert very well.

Sell With Webinars: How to Take Control of Your Prospects’ Next Steps



Most coaches know how difficult it is to sell high-priced coaching programs to new leads on a single webinar. If all we did was teach content for an hour and make a quick sales pitch at the end for an expensive program, we probably won’t convert very well.

Instead, at the end of the webinar, we want to offer a simple, low-risk next step— a free, 10-minute, one-on-one strategy session that sets up the final sales appointment.

Sell With Webinars: How to Create an Insatiable Hunger for Your Coaching



Over the last several posts, we’ve been looking at how to offer a free, one-on-one strategy session to prospects in a webinar to sell your higher-priced coaching program.

The first step, Seed the Need, is all about installing moments of influence in your webinar content that help make your session offer a no-brainer deal for prospects.

Then we draw a model — a visual aid that shows them exactly how our program will bring them value.

Sell With Webinars: How to Show Your Coaching Program’s True Value



The marketing genius, Dan Kennedy, once said there are two rules of marketing.

  1. Put ladders in front of people.
  2. Don’t climb up other people’s ladders.

Why are we talking about ladders?

Here’s the thing: when you put a ladder in front of someone, they naturally want to climb it.

The moment you place a ladder in front of your prospects, they’ll instantly see where they are right now,

Sell With Webinars: How to Sow Seeds of Influence in Content that Converts

In the last post, we talked about how selling higher-priced coaching programs requires a one-on-one conversation — usually in the form of a free strategy session — between the webinar and the sales appointment.

The problem is, getting people to sign up for the free session at the end of a webinar can be really tricky.

What you do in the close of a webinar is really important for getting prospects to take the next step with you,