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I'm Lexie — energetic business coach. I'm here to help you honour the way you were meant to be successful in your business by designing an aligned biz strategy.

Confident Selling

The 3 Biggest Mistakes New Coaches Make When Selling Their Services

December 23, 2021

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Now I can't speak for all of us entrepreneurs, but I'd like to say that most of us, as coaches, nutritionists, or practitioners, have at some point been at the beginning of our business where the sales are just not rolling in, we're not signing clients, or it's just taking a little bit longer than we thought to start working with our dream clients. 

In this blog, I’m sharing the three most common mistakes that I see new coaches make when they are trying to sell and create their new services. These three mistakes are so common and they are typically things we all have to learn throughout our first few years of building out business. 

However, I don't believe that you need to learn it by trial and error over and over again. That's why I'm going to be breaking them down for you, so that you no longer make these mistakes, and you improve your sales and signups for your coaching program. 

The Top 3 Mistakes New Coaches Make with Their Services 


Now, I have made quite a few mistakes in my business journey while building not only my personal training business, my nutrition business, but also my business coaching business. So, let me speak from experience here when I say that if you're doing these things, it's totally okay, we all go through it. 

But today is the day that things change!  We're going to go through the three biggest and most common mistakes that I see new coaches make when they're creating their services, or trying to sell their offerings to new clients.

These three things are simple enough to fix, but at the same time can take you a really long time to figure out that this is what's holding you in your business back. These are also the most common things that I see my clients struggling with when we start working together. 


Mistake # 1 - Not Getting Clear on Their Message


Mistake number one that I see new coaches make when they're creating their services is not having a clear enough message. Now, this might not come as a shock to you if you've listened to podcast episodes of mine, or you've already taken my masterclass how to create your own profitable coaching offer. But messaging is key. 

Sometimes when we're just starting out, we think that we have our messaging is clear. We believe that we have it concise and nailed down. However, often I see the true problem being that you’re speaking to the wrong client or the wrong level of awareness of where that client is at currently (want to learn more about level of awareness? watch this video). 

Niching down is key to nailing a clear marketing message. I’m sure you’ve heard that before. So, maybe you did pick a niche but your messaging isn’t attracting the right people. It can take a while to find the niche that truly is the right one for you, so don’t give up. 

Your messaging is the thing that is going to magnetize your client to your service or your offer. If your messaging is off, then your marketing is off, and therefore, your sales strategy is off. Lastly, if your messaging and marketing is off, the energetic connection that's drawing the client to you is also going to be off too. You could be the exact expert they are looking for, but if they can’t see that then they won’t buy from you or sign up for your program. 

To Fix Mistake # 1:  Get really clear on your messaging, ideal client, niche and how to clearly communicate that to people online. 


Another messaging mistake I see a lot  of new coaches make is being way too vague in what their offer or their service provides. Maybe you're just talking about the tangibles, like how many coaching calls, it includes what the price is, how many resource sheets, you get the supplements or how many testing your things you're going to do; and you’re not actually speaking to the benefits of what they get while working with you. 

This is what we call speaking to the transformation. Can you communicate the inner transformation your client receives while working with you? Can you explain how what you do for them goes deeper than a call or a cheat sheet?

The more clients you work with, the easier it will get to see your own coaching magic and speak to the transformation, because your clients will explain it to you in your own words.

But you can simply start by making a few tweaks to your website or your sales page or wherever you talk about your offer, making sure that you're really phrasing it in a way that the client reads it and says “ Wow, they're in my head. Yes, that's what I need. I totally understand why I'm putting my credit card down for this.”

Last tip here is that sometimes it can be helpful to get a second set of eyes when it comes to the messaging and the marketing around your offer.

I would definitely recommend having some friends or family members look at your sales page, look at the information about your product, look at your Instagram bio, and make sure that they actually understand what you're selling, they understand the value, and it’s not confusing for them. 

You can ask them questions like: what would make this more enticing? What could I add to explain this better? 

If your messaging is something you continue to struggle with, and you’re ready to gain clarity on this area of your business once and for all, I would love to help! I offer strategy consults where we can dive into this together. 




Mistake # 2 - Confusing Your Potential Clients with Too Many Offers


Mistake number two that I see new coaches making over and over again and is holding them back from selling more of their amazing offers is confusing their client with too many offers. 

Think of it as going on Netflix and scrolling for 20 minutes, through all of the choices, only to end up feeling like you can’t decide what’s for you. There are just too many options. We don’t want this to happen to your potential clients when they check out your services! 

When someone comes to your website, is it clear to them which service is right for them? Or do you have too many options?

Even if they don't turn into a client right then and there, you want them to walk away clearly knowing who you are, what your program is about, what you help people with, what problem you solve, and how they can work with you in the future. 

The very best way to do this is to avoid overwhelming and confusing your potential clients by having so many different packages, or so many different offerings. You don't want to have a 60 minute session, a 30 minute session, a 90 minute session, a two month program, a six month program, a one year program, and all of them kind of look the same except for the length of time, or maybe a few extra resources that you add. This will be very confusing and overwhelming to your potential clients. 

Most of the coaches I work with struggle to narrow this down in the beginning. It can be difficult to decide which offerings, services, programs you should be selling to your ideal client. This is where a little bit of strategy comes in and you need to actually go through the process of validating your services to make sure they are needed and that they are profitable. Want to learn more about validating your offer? Check out my free masterclass here. 

In the beginning stages of our business it's easy to compare ourselves to bigger, more popular entrepreneurs that we look up to who have a whole suite of packages, or whole suite of online courses. But in the beginning of your business, it’s important for you to really focus on one or two amazing services and attracting the right people to those. 

To Fix Mistake # 2 - Get clear on what services you sell and how they are different from each other. 




Mistake # 3 - Not Putting Enough of YOU into Your Services 


Lastly, the third mistake that I see new coaches making when they're trying to create their offerings is not putting enough of themselves and their uniqueness in their service. What I mean by this is that they're trying to copy what other coaches around them are doing, without focusing on their unique strengths and gifts as a coach and entrepreneur. 

We are not all meant to create the same services or grow our business the same. This is because we are all individuals! If you’re not seeing success, it could be because you’re using the wrong type of offer or the wrong business strategy for you. 

I personally love to using Human Design to help entrepreneurs discover their uniqueness. Why? Because when you look at your Human Design chart, you can find different strengths and innate gifts that you have, and ways that you can communicate that sets you apart from others. And this happens on an energetic level, so it's not even something that you have to consciously think about all the time. It's just the way you are, and the way that you attract other people with your energy. How cool is that?!

If you're interested in learning more about Human Design and how to use it in your business, check out these blogs and podcast episodes. 

Another way to add your uniqueness is to think about your expertise and experience and what makes you different as a coach. A few questions to ask yourself are: what led you to solving this problem? What struggles have you overcome? How did you find a solution?  

By thinking about where you have been and where you are now, you’ll be able to see your individual and unique journey through growth and transformation. You can use this roadmap in your services for you clients! 


Fix Mistake # 3 - Create services that are unique to you and different from everyone else. 

Mastclass How To Create and Launch a Profitable Coaching Offer



Learn the 5 step process for creating and launching your OWN profitable offer.

I walk you through the entire process from start to finish inside this free training video.

Click below to access the training now! 

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