Have you ever done a consult call…thought it went really well… presented your coaching offer and then…heard the phrases you dread?

“O.k…I’m going to need to check my budget to see if I can make it fit.”

“Is it alright if I talk to my husband? We like to make these decisions together.”

“Can I wait until 2 weeks from now when I get paid?”

“We just had a water heater break and I don’t know if I can do this too.”

You know the drill. You shoot them a follow-up text…but then crickets. 

Why? What happened? The call went well and they told you how important their goal was to them.  It doesn’t make sense why they didn’t sign up.

In reality, there are 3 primary reasons that hold someone back from making a buying decision. 

1. They do not trust you.

2. They do not trust your program.

3. They do not trust themselves.

Making a life changing buying decision isn’t as simple as asking them if they are serious or not. They have legitimate concerns and your first job as a coach is to help them overcome the things holding them back.

Objections are deeply rooted in uncertainty. If they were certain they would get results, they would move forward. So your job in the nurture process is to create certainty. 

This is why having a well established customer journey is key to enrolling more new clients consistently for you and delivering life changing results for them.

Here is a simple but impactful framework that will turn “I need to think about it.” into… “I must do it.”

Step 1: Build Trust In You. 

The fastest way to build trust is with a well designed lead magnet that delivers real value. Here is how you build your lead magnet. But it doesn’t stop with just giving them a lead magnet. Follow-up with an email nurture sequence that introduces them to you as a coach and how you will help them. Continue to build trust by offering to solve their next problem.

Step 2: Create Confidence In Your Program 

Deliver phenomenal results to your existing clients and tell those stories. Share the “from to” journey and celebrate the client as the hero of the story. Social proof should be visible in your emails, landing pages, and social media content. 

Step 3: Give Them An Opportunity To Succeed With Low Risk. 

Skipping this step is one of the most common mistakes in typical nutrition coaching businesses. Offer a challenge or low ticket course/program that creates a setting for them to see meaningful wins. This will build confidence that they can achieve results inside of your program. 

Before ever signing up for coaching, the transformation has already begun in your prospective client’s mind. They go from stuck and frustrated to realizing that you understand their problem and created a solution. Then they start to see and believe that your solution works for other people. Finally, they realize that your solution could work for them. That is the state of mind you want for someone on a consult call. Then the call is merely a formality and all of the objections fade away as they take an excited and life changing step forward.

By Christy Campbell and Nick Perales