How to Sell Coaching Services Ethically and Build Trust
10 Ways I (happily) leave money on the table enrolling clients
Episode 84 - Available 19 Nov 2024
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Selling coaching services doesn’t have to feel awkward, uncomfortable, or manipulative. In fact, it absolutely shouldn’t. Coaching is one of the most personal, transformative investments a person can make, and the way you connect with potential clients needs to reflect that.
If the idea of using hard sales tactics, pressuring someone into signing up, or relying on outdated sales scripts doesn’t sit well with you, you’re not alone—and you don’t need to sell that way.
For years, traditional sales training has emphasised urgency, pressure, and objection handling as the keys to closing a deal. But here’s the truth: coaching isn’t about closing deals. It’s about transformation, empowerment, and trust.
When you approach selling coaching services ethically, you not only create a better experience for your clients but also build a business that aligns with your values and feels good to run.
After 16 years in the coaching industry, here’s what I’ve learned: authentic, trust-based selling works better. It leads to stronger relationships, better results, and a far more enjoyable business. Let’s explore how you can do it too.
Why Ethical Sales Matter in Coaching
Think about what coaching is at its core: a partnership based on mutual trust, shared goals, and the client’s belief in their own potential. Your role as a coach is to empower, not to coerce.
But here’s the challenge: the coaching industry isn’t regulated, and many sales tactics borrowed from other industries—like high-pressure sales or manipulative techniques—don’t belong in this space.
Ethical sales practices ensure that your clients:
Feel confident and empowered when they say “yes.”
Start their coaching journey with clarity and trust.
Commit to the work because they’ve made a fully informed decision.
In return, you’ll attract clients who are aligned with your style, values, and vision. This leads to a more fulfilling coaching relationship for both of you.
1. Focus on Relationships, Not Sales
Discovery calls are not about pitching your services or closing a deal—they’re about connection.
Think of these calls as conversations, not sales meetings. Your primary goal should be to:
Understand the client’s goals, challenges, and needs.
Share your approach and philosophy so they can see if it resonates.
Explore whether you’re a good fit to work together.
By treating this as the first step in a relationship, rather than a make-or-break sales opportunity, you’re creating an atmosphere of trust and respect. If it’s a match, they’ll feel it—and so will you.
2. Empower Clients to Take Their Time
Have you ever felt pressured into a decision and immediately regretted it? It’s an awful feeling. Don’t put your potential clients in that position.
Encourage them to go away and think it over after your initial conversation, even if they’re excited and ready to jump in. Giving them time to process the decision creates a sense of safety and ensures they’re coming back to you from a place of clarity and commitment.
When someone decides to work with you after taking the time to reflect, they’re more likely to:
Be fully committed to the coaching process.
Show up ready to do the work.
Build a stronger, longer-lasting relationship with you.
3. Be Honest About Fit
Not everyone needs a coach, and not every moment is the right time for coaching.
Sometimes, a potential client’s money would be better spent on something else—like a team member, therapy, or simply continuing their current path. When this is the case, be honest with them.
It’s not about turning people away. It’s about showing integrity and genuine care for their success. By being transparent, you’re demonstrating that you prioritize their well-being over making a sale, which builds enormous trust.
4. Offer Value Up Front
Generosity is one of the most effective tools in ethical selling. By offering value upfront—whether through free conversations, podcast episodes, or blog posts—you show potential clients what’s possible.
Here’s why this works:
It builds rapport. Sharing your knowledge gives potential clients a sense of what it’s like to work with you.
It demonstrates your expertise. By giving valuable insights, you position yourself as a trusted authority.
It leaves a lasting impression. People remember generosity, and when they’re ready for deeper support, they’ll come back.
This doesn’t mean giving away all your secrets or overloading people with free advice. It’s about offering meaningful insights that spark curiosity and trust.
5. Forget About Chasing Clients
Here’s a hard truth: if someone really wants to work with you, they’ll find a way.
Relentless follow-ups, persistent emails, and constant check-ins often create the opposite effect—they make potential clients feel pressured and uncomfortable. Instead, focus on creating authentic, helpful content and letting word of mouth do the heavy lifting.
When clients decide to work with you on their own terms, they:
Arrive feeling excited and ready.
Commit more fully to the process.
Build stronger, more aligned coaching relationships.
Ethical Sales Build Better Relationships
Selling coaching services ethically isn’t just about doing what feels good—it’s about building trust, fostering connection, and ensuring your clients feel confident in their decision to work with you.
When clients feel empowered and informed, they show up ready to do the work. That means better results for them and a more fulfilling experience for you.
Learn to Attract Clients Effortlessly
I’m so passionate about this approach that I’m creating a short course, Authentic, Effortless Client Creation. It’s designed to help coaches and service providers attract and enroll clients naturally—without the outdated sales tactics.
If this resonates with you, join the waitlist here to be the first to know when it launches. You’ll also receive an exclusive discount and the chance to share your biggest challenges so I can address them directly in the course.
Everything you want—clients, trust, growth—is closer than you think.
Related Links:
Authentic, Effortless Client Creation
A Tiny Course on building a reputable coaching or service-based business.
JOIN THE WAITLIST HERE
Join my 2025 Masterminds waitlist
(The Fierce Salon & The Bloom Business Incubator) here
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