How do you get people to WANT to pay for coaching

You’ve probably heard every objection in the book!

“I don’t have the money”
“I need to talk to my partner”
“I really want to, but I’ll sign up in 3 months”

Responses like this can leave you wondering how the heck do you get people to WANT to pay for coaching, right? After all, everyone says you’re amazing at what you do and they love your support but getting people to actually want to swipe their credit cards can feel harder than avoiding getting frizzy hair in the middle of one of Florida’s humid summers. .

Here’s the thing, when it comes to sales there are endless tactics, tips, and tools that I can share with you to help you move through this hump but there is one thing in specific that can make the most difference in getting people to want to pay for coaching.

The law of reciprocity.

In order to get more people to pay for your programs and services you first must know two things that you’ll have to get them to do.

Getting people to want to pay for coaching is nothing more and nothing less than getting them to:

1. See the value in what you have to offer
2. Trust you enough to want to invest in you as the solution to their problem

This is where the law of reciprocity comes in, because this is an easy (and incredibly effective) way to help your potential clients do just that.

The law of reciprocity simply states that:

People are willing to pay back what they receive from others.

In order for you to understand how this psychological principle can help you not only grow your business but actually get people to WANT to buy from you, let me illustrate two examples.

Example 1 (not using the law of reciprocity):

A new lead joins your community (whether that is your Facebook group or email list doesn’t matter). Once they join that community, you’re constantly posting and selling your program. Over and over and over again YET you can’t get them to actually buy from you.

While in this example you’d be doing an outstanding job at consistently selling what you have to offer, you are not offering any value to that new lead. This quickly turns into them not seeing the value of what you have to offer AND them not trusting you enough to actually want to invest in you.

This is exactly where all the objections roll in and you miss out on a potential PAYING client. So let’s use the same example with a small, yet profitable twist.

Example 2 (using the law of reciprocity):

A new lead joins your community (whether that is your Facebook group or email list doesn’t matter). Once they join that community, you automatically GIVE them something instead of expecting them to give YOU something. That could look like a livestream series specifically designed for your members, inviting them to join a free coaching call to help them work through a specific struggle, or letting them know that you have created a free workbook to help them with an xyz problem that they may be experiencing. Then and only then, after you GIVE them something first, you ask for something in return.

In this example, you are GIVING something first which in turn naturally makes people want to give you something in return (whether that is their time, energy, or money). This is the law of reciprocity at its finest. Not only are your potential clients going to WANT to buy more from you more when you give them something first, but you are also going to have the opportunity to help them SEE the value of what you have to offer by using the law of reciprocity – THEN pitching your solution.

In a nutshell, whenever someone tells me that they’re struggling with sales the first thing I suggest is focusing on their ideal clients and how they can serve them more vs. focusing on what they want (the sale). This is how sales not only feel good and easy but also happen consistently.

To half quote John Rose from Schitt’s Creek —
“Business is a dance”

Sometimes you give, sometimes you get.

Are you ready to get fully booked out with clients you love with a coach by your side who has a track record of helping her clients go from confused, overwhelmed, and underpaid into money-making CEOs? Click here  check out my 6-week 1:1 coaching program, Rise Up ✨ + book a discovery call so we can talk more about your business dreams and struggles!