Client Acquisition & Sales

The Client Acquisition & Sales chapter of The Coaches & Consultants Playbook — 5 practical guides you can read start to finish, or dip into as you need them.

01Why Coaches and Consultants Struggle With Sales — and What to Do About ItMost coaches and consultants were trained to be good at their work. None of them were trained to sell it. The result is a practice that is better at delivering value than at describing it to people who might pay for it.
02The Discovery Call Framework That Converts Without PressureThe discovery call that converts is not the one where the practitioner did the best job explaining their services. It is the one where the prospect did most of the talking.
03How to Build a Pipeline When You're Too Busy Delivering to Develop BusinessThe busiest practitioners are also the most likely to find themselves with no clients in three months. Busy practitioners stop developing business. The next famine is already in motion.
04What to Do When a Prospect Says Your Price Is Too HighA prospect says your price is too high. You feel the pull to discount. If you discount, you close this deal but establish a precedent. If you hold, you may lose the deal. Neither response feels right because neither is the real response.
05How to Use Your Existing Network to Fill Your Practice Without Cold OutreachThe fastest path to new clients is not building a new audience. It is going back to the people who already know, trust, and value what you do — and finding out whether any of them are currently in a situation where you can help.

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