Ready for my favorite sales mindset shifts?
As a Business Coach for Health Coaches, the #1 fear I see when my clients are just starting their business is the fear of “selling.”
I hear them say…
“I don’t want to come across as too salesy.”
“I don’t want people to think I’m full of myself when promoting my coaching packages.”
“I feel weird asking people to sign up to work with me.”
This is a sign.
I always say that when you feel self-doubt as a health coach about promoting your services, it’s a sign that you need to reevaluate because you don’t see the value in it yourself. You have to sell yourself on your own solution and your own program before you can sell it to anybody else.
You have to feel so confident that your solution is going to help your ideal clients before you can give out the energy that’s going to attract them to you.
If you are feeling self-doubt about your business & hesitating to mention your services to people who could really benefit from working with you, here are 5 sales mindset shifts to explore.
1. You don’t have to feel ashamed for offering your expertise.
Let’s ditch the word “selling” when we are talking about promoting your services. Instead, I like to use the word “serving.” You sharing an opportunity for people to transform their life in a positive way by working with you. You are serving by sharing a solution to your ideal audience’s problem.
True or false:
You would feel ashamed of telling your friends about a restaurant you like that you know they would like, too.
I hope you answered false! There’s nothing shameful about sharing a recommendation. Making a recommendation to work with you is no different.
One more question:
You need a photographer. How do you choose who to work with?
Most likely, you’d choose the photographer who you’ve been following on social media because he/she has been sharing great examples of their work on your newsfeed for months now. You see them as the “expert.”
This example shows why it’s so important to consistently offer value to your audience and remind them through subtle examples that you are the expert to work with when they need a health coach.
2. What you give is more valuable than what your clients pay.
When a client pays you, they are investing in themselves. Your job is guide them towards the life transformation they’re looking to achieve. The return on investment for the client is more powerful than any other purchase they’ve ever made because coaching can change the direction of their life, keep them accountable, & provide them with lifelong tools that allow them to reach their goals. Coaching is not just an hourly job. You are offering a shortcut or a transformation that requires your best energy, support, expertise, resources.
3. You are encouraging transformation, you’re not forcing anything.
Many health coaches think that self-promotion requires pushy-ness or aggressive sales tactics. It’s quite the opposite. Remember, you’re not asking for money or forcing anyone to do anything. All you’re doing is offering a solution to someone’s pain if they are ready to progress in life.
When I first started as a health coach 8 years ago, I wish I had a business coach to mentor me because I really struggled with how to go about booking clients after I finished my certification programs. However, I didn’t know of any business coaches for health coaches. I had to search & search until I finally found someone who I thought could provide the structure and expertise I needed to transform my business. Don’t make your audience SEARCH for you. Be on their newsfeed providing value and encouraging their personal growth. That is not “pushy” or “forceful.” That’s helpful.
4. Switch from survival mode to prosperity mode.
If you feel like you NEED a particular client, or you HAVE to make X amount of sales before the end of the month, people can FEEL that. Acting out of desperation (“survival mode”) gives out a negative, needy energy. This type of energy repels people and makes them hesitant to reach out to you.
Instead, focus on a positive, prosperity mindset. The clients who are meant to work with you will come. Keep bringing your best “pain to pleasure” solutions to your online audience and trust your ability to serve. When you’re in a positive mental state, potential clients will see you as more approachable and easy to talk to.
You got this.
Let’s recap the top sales mindset shifts that will bring you more health coaching clients.
- Instead of thinking that you are selling your services or asking for money for your program, understand that you are offering an opportunity for people to invest in their own life transformation. The value they receive from coaching and how coaching impacts their life will be incomparable to the one-time coaching price.
- Focus on nurturing your online audience & reminding them that you’re here for them when they are ready. That’s not selling, that’s serving.
- Just like it’s not a bad thing to recommend a good movie or hair salon to your friends, it’s not a bad thing to recommend your valuable coaching services.
Thanks for reading! Comment below… Which sales mindset shift do you struggle with the most?