Online coach: stop selling features to get better results

Introduction

As an online coach, it can be challenging to get your prospects to commit to your services without making them feel pressured or arm-wrestled for hours. One of the key mistakes that many coaches make is focusing too much on the product and its features during the sales pitch. Prospects do not necessarily care about the product or its features, what they care about is finding a solution to their painful situation.

To get your prospects to pull out their wallets at the end of your sales calls, you need to offer them a new plan out of their current painful situation. During the sales call, you need to use empathy to help your prospects understand, see, and feel that their current plan is not working. You also need to help them understand what their current plan is costing them and what it will cost them if they do not make a change.

Many times, prospects do not even have a current plan, and their current plan is to do nothing at all or keep doing what they are doing the same way they have been doing it. To help you understand this better, let's look at a few examples of this with different types of online coaching.

Example 1: Personal Fitness Coach

Let's say you're a personal fitness coach who specializes in helping people lose weight and get in shape. You could spend your time talking about the features of your program, such as the types of exercises you'll do, the number of sessions per week, or the meal plans you'll provide.

But, instead of focusing on the features, you should focus on the benefits that your clients will experience. For example, you could ask your prospect how they feel about their current weight and fitness level. If they express frustration or sadness, you can empathize with them and explain how your program can help them achieve the body they desire.

You could explain how your program will help them feel more confident, energized, and healthy. You could also help them see the cost of not making a change. For instance, you could point out that their weight and lack of exercise may be leading to health problems, lost opportunities, or social isolation.

By focusing on the benefits and the costs of inaction, you'll be able to connect with your prospect on an emotional level and motivate them to take action.

Example 2: Business Coach

Now let's consider a business coach. As a business coach, you could talk about the features of your program, such as the types of strategies you'll teach, the number of sessions you'll provide, or the resources you'll offer.

However, this approach may not be very effective. Instead, you should focus on the benefits that your program will provide to your clients. For instance, you could ask your prospect about the challenges they're currently facing in their business, such as low sales or poor employee retention.

You could then explain how your program can help them overcome these challenges and achieve their goals. You could help them see how your program can help them increase revenue, improve employee engagement, and create a more fulfilling work environment.

Finally, you could help them see the cost of not making a change. For example, you could point out that their current strategy may be leading to lost customers, decreased productivity, or a toxic work culture.

By focusing on the benefits and the costs of inaction, you'll be able to motivate your prospect to take action and invest in your coaching services.

Example 3: Relationship Coach

Finally, let's look at a relationship coach. As a relationship coach, you could talk about the features of your program, such as the types of communication skills you'll teach, the number of sessions you'll provide, or the exercises you'll assign.

However, this approach may not be very effective. Instead, you should focus on the benefits that your program will provide to your clients. For instance, you could ask your prospect about the challenges they're currently facing in their relationship, such as poor communication or a lack of intimacy.

You could then explain how your program can help them overcome these challenges and create a more fulfilling and satisfying relationship. You could help them see how your program can help them improve their communication skills, increase their emotional connection, and reignite their passion.

Finally, you could help them see the cost of not making a change. For example, you could point out that their current relationship may be leading to feelings of loneliness, frustration, or unhappiness.

By focusing on the benefits and the costs of inaction, you'll be able to motivate your prospect to take action and invest in your coaching services.

In conclusion

As an online coach, it's essential to understand that selling your product or service based on its features alone won't cut it. You need to show your prospects a new plan out of their painful current situation.

By using empathy, you can help them see and feel the cost of their current plan and the benefits of your proposed solution. Remember that your prospects want to know how your product or service will help them overcome their challenges and achieve their goals. By taking the time to understand their pain points and offering a way out, you'll be more likely to close sales and create satisfied customers.

So, before your next sales call, think about how you can use this approach to help your prospects see the value in your offer and move them towards a positive change.