How Fill Your Coaching Programs Without Selling

How Fill Your Coaching Programs Without Selling

How to Fill Your Coaching Programs Without Selling

How great would it be to fill your coaching programs without feeling like you are “selling”?

We know from working with thousands of coaches in our courses and done-for-you programs that selling is something that most wellness business owners feel very uncomfortable about, so they avoid it as much as possible.  The problem with that is it prevents them from growing their practice. If you aren’t making offers and inviting people to work with you, how are you going to get clients? 

What if there was an easier way to do this?

That’s what we’re covering on this episode of The Wellness Business Podcast – How to Fill Coaching Programs Without “Selling” in the way you think and likely dread.

What we are sharing today is a technique that warms people up to your offer BEFORE you share it that also builds curiosity and interest about your program. When you plant seeds about what’s possible for people, they lean in and want to learn more, and this can lead to more people enrolling in your programs.

You can add this in anywhere really, and it works very well with offers like free challenges, workshop, webinars, etc. but it can also be part of your overall social media strategy and any launch strategy you use for a paid program. 

Yes, there will be some selling involved, but not in the way you may be thinking. The strategies we’re covering will make it feel much easier and more natural, which means you’ll feel more comfortable and confident about it.

Here are 3 easy ways to fill your programs without selling, and then we’ll give you examples of how to use them: 

  1. Share your story. Why are you doing what you’re doing?  Does your journey relate to them based on where you were when you started and where you are now?
  2. Share client success stories. People want to know it has worked for others and it helps lower skepticism. 
  3. What result can you help people get in your program? How do you help them with the problem or goal they have?

Let’s look at strategy #1 – Share your story.

If you are doing a webinar, workshop or challenge, people will relate to you much more when you share your journey. Where did you start and where are you now?  You don’t have to have reached your goal by 100% – you just need to be a bit further along than your ideal client where they can learn from you to speed up their process and results.   

Especially during a challenge, people will relate to you much more when you share your journey – your before, during and after. This is great to do on livestreams if that’s part of your challenge strategy. Where did you start and where are you now? 

Here are some ideas to include: Why did you become a health coach or nutritionist?  Does your journey relate to them based on where you were when you started and where you are now? Be real and not ‘perfect’ and people will connect with you so much more.

Let them know where you have struggled, mistakes you have made and what you have overcome and how you understand what it’s like and that’s why you love helping other people through the same challenge. 

If that doesn’t apply to you, you can share why you love doing what you do, who you help and how it affects people’s lives in a positive way. 

#2 Share client success stories – this is easy to do after you’ve worked with some clients.  One way to use this would be during a challenge, webinar or livestreams and you can say “When I worked with my client Megan, she was able to _______________  (insert benefit here) and she was so excited to be able to _________________ (benefit and how it made her feel). 

Here’s an example of what that could look like when you fill in the blanks: When I worked with my client Megan, she was able to balance her blood sugar in 30 days and she was so excited to be able to eat food she actually enjoyed without feeling deprived or hungry. 

Sprinkle these in because it plants the seed about how you can help THEM too without directly “selling”.  If you’re doing a challenge or webinar, you will be selling at the end, but this warms people up and has them wanting to work with you even BEFORE you promote your program. They are already thinking – maybe he or she can help me too – I want to find out more, so you are drawing them in and it’s building curiosity and demand, but you aren’t even selling yet.   

#3 Mention your program and how it helps people

Plant more seeds along the way by mentioning your program and how it helps people.  You’re doing this before you sell or promote your paid program, so it’s very powerful and under the radar.

An example of this would be something like: “In my Lean and Strong coaching program, I help women over 50 lose weight and gain strength without losing muscle “and a common question I get is _________________________” Then answer the question (or come up with one you THINK will be common).  You planted the seed about your program and what it does and that grabs attention and then you give a brief answer and explain that you go into the answer in much more detail in your coaching program.

Sprinkle these soft sell techniques in where you can because people are watching, listening and observing and it warms them up to the next step, so when they see or hear your offer, they are quicker to make a decision about joining your program.

They will have fewer reservations and be less skeptical too.

These 3 strategies are PART OF your launch. You will also want to create posts and emails that directly invite people to your program, but they will be warmed up to you and eager to learn more about your offer when you put these examples into place.   

Are any ideas coming to you about how you can use this? It’s easy when you think about it from the standpoint of sharing what you do, why you do it, your own journey, and success stories from your clients – sprinkle these in as you go and include it as part of your overall social media marketing strategy too any time during the year.

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How to Use Your Facebook Group to Grow an Email List Full of Warm Leads

How to Use Your Facebook Group to Grow an Email List Full of Warm Leads

How to Use Your Facebook Group to Grow an Email List Full of Warm Leads

If you have a free Facebook group for your coaching business, it can be a great way to build community AND grow an email list full of warm leads. 

The people who are most likely to sign up for your coaching programs are those who know you, trust you and feel connected to you, and this is called a warm audience. You hear us say this a lot, but it’s important to use social media to grow your email list, and this can be done very easily when you have a Facebook group.

Here are the 5 strategies we are covering in depth on this episode:

  1. Include a link to your freebie in the welcome post at the top of your group, so it’s the first thing people see when they join. This helps newcomers start getting to know your personality right away when they watch it.
  2. Post a link to your free offer in the description of your group. The group description shows up before and after people join, so people can sign up for your lead magnet even before you approve them. 
  3. Post about your new freebies as you create them. (and reshare them every 3-4 months since you’ll always have new people joining).
  4. A weekly welcome post where you tag new members welcome them and let them know how to get your free resources.  This serves as a reminder if they missed it in the pinned welcome post.
  5. Use one of the 3 screening question for new members as a way to grow your email list.  You can do this in the settings tab of your group under “membership questions”.  You can ask up to 3 questions, and one of them can ask if they want to receive your freebie.

Tune in to learn more about how to apply each of these in your group to grow an email list full of warm leads and prospects.

If you want to learn more about using Facebook groups for growing your business, you’re invited to join the VIP wait list for my Group Accelerator Program that I will be launching next month. This will be a BRAND NEW live two-part workshop where you’ll learn everything you need to know about how to grow and run a group that leads to paying clients. 

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5 Questions to Kick Off Your Wellness Business In 2022

5 Questions to Kick Off Your Wellness Business In 2022

5 Questions to Kick Off Your Wellness Business In 2022

Whether you like to kick off the new year in your wellness business by planning your first quarter, or you’re not quite back in the groove yet, there are 5 questions you want to ask yourself as you get started.

This is the perfect time of year to confirm that the business you’re building is one that is bringing you joy and happiness as well as being a good representation of yourself.

On this episode on The Wellness Business Podcast, we’re sharing the 5 questions and we are giving you our answers too.

In this episode you’ll discover:

  • 5 questions to ask yourself now to make sure you are on the right track
  • Why we find this exercise so powerful and how it will help you too
  • Why it’s so important to acknowledge what didn’t go well as much as focusing on what did

I share my answers on the podcast, and some of them may surprise you. I can’t wait to hear your answers too.

Tune in to this episode so you can kick off the new year with a bang!

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How to Get Great Testimonials

How to Get Great Testimonials

How to Get Great Testimonials

Did you know that people look for program and product testimonials before making a buying decision? Potential clients want to see and hear about success stories that help them envision the same thing for themselves.

Testimonials can help overcome objections and skepticism as well as help build your reputation and authority when they are used the right way.

We’re breaking it all down for you this week on The Wellness Business Podcast, so you know exactly how to obtain and use testimonials in your wellness business.

Here’s What You’ll Discover:

  • Why testimonials are so important to your success
  • How to ask for a testimonial without feeling awkward
  • What to do with the testimonial once you have it
  • How to use a testimonial to attract clients and grow your business
  • We’ll also share 3 options to fill your testimonial page even if you’ve never had a paying client

Why Testimonials Are So Important To Your Success

Each time you collect a new testimonial, you have just received a gold nugget that you can share (on your website and on social media) that validates what you offer is effective and provides results.

The reason that client testimonials are so important to your business is because it establishes that you have built a reputation within your niche and that you have had previous successes.

How to Ask for A Testimonial Without Feeling Awkward.

You should ALWAYS ask for a client testimonial as soon as possible when the client is feeling excited about their results.

Depending on the program, product or service you provide, that may mean you ask while your client is still working with you or immediately upon the conclusion of working together.

When you are coaching a client through a longer program, such as six months, you can ask for a testimonial around the halfway point and again once they’ve completed working with you.

By the time they reach the halfway point they will be experiencing positive changes and will already have a strong opinion of how valuable you are to their success.

The goal is to collect as many client testimonials as you can, and most people will be more than happy to do it.

What to Do with The Testimonial Once You Have It.

Now that your client has given you their testimonial, what’s the next step?

The next step is YOU must write a final draft of the testimonial. Meaning you compile all of their answers into one coherent, well-written success story.

It’s up to you to rewrite it, using as many of your clients own words as possible.

Write it in a way that actually answers commonly asked questions and be sure to emphasize the results that your client received when working with you. Keep it as true to their words as you can.

Let’s face it… not every client that you have is going to write the perfect testimonial. Chances are it will need some tweaking before it lands on your website.

You don’t want to change the message, but just make sure that it flows, is grammatically correct and is punctuated in the right way.

Once you have it edited just the way you want it, ask your client to review it one last time. Ask for their ‘A-OK’ on the entire testimonial.

Finally, ask them for a photo of themselves that you can place next to their testimonial on your website.

My recommendation though is to never publish a client testimonial without your client’s approval. Ask permission to use their first and last name or if they would prefer you use their first name and last initial – it’s totally up to them and their level of comfort for privacy.

How To Use Testimonials To Grow Your Coaching Business

  • Now that you have accumulated some amazing testimonials, let’s discuss how you can use them to grow your business.
  • First, you will add a “Testimonials” tab to your website where you will proudly display the results your clients have received by working with you.
  • Second, you can sprinkle them into your weekly blog post email or newsletter. Rotate them around every couple of weeks to keep the stories fresh and interesting.
  • Third, you should include the very best testimonials on your program/ product/service sales pages. Even if the topic of what you’re selling on the page is different than how you helped a specific client you can still use the testimonial. The purpose is to substantiate your expertise and authority within your industry.
  • Lastly, feel free to brag about your success stories on social media. There is nothing wrong with giving yourself a virtual pat on the back once in awhile. Plus, the potential clients that are using social media to check you out will enjoy learning more about how you’ve helped past clients.

Now, let’s dive into the 3 options you can use to fill your Testimonials Page, even if you’ve never had a paying client.

One of the longest and most difficult times as a coach is when you’re first starting out.

It seems that you have more questions than answers. One of the questions we get asked most often is, “What should I include on my Testimonials Page if I’ve never had a paying client?

This is actually a really great question and the good news is the answer is easier than you think.

There are three quick and easy options that allow you to quickly gather testimonials, even if you’ve never had a paying client.

Option #1: Ask colleagues or mentors to write a testimonial describing your expertise and commitment to your clients.

Who better to give you a recommendation than someone you’ve learned from or a peer in your industry that has knowledge of your programs, products and services?

They can add a substantial amount of credibility to your page, especially if they have an established business and reputation, (although this isn’t a requirement).

Option #2: Ask friends and family that you’ve helped and supported with your vast knowledge to write a testimonial describing how your support has caused a change or improvement in their life.

As a passion driven wellness business owner, you are more than likely sharing valuable tips and strategies with those around you all of the time. Even the smallest improvement in someone’s health or condition is worth documenting in a testimonial.

Don’t discount the impact you make on the people in your life.

Option #3: Document each time you participate in a local talk, online summit, guest blog or are interviewed on a podcast. This type of exposure certainly establishes your expertise and gives you the opportunity to share your knowledge with a larger audience.

If you’re being asked to share your information with someone else’s following, it is definitely noteworthy and should be included on your testimonials page.

All you have to do is take a screenshot of the webpage and write a descriptive paragraph about what you offered during the event.

Okay, are you ready to start collecting and sharing testimonials?

The key is to start asking for testimonials and to make it easy to do so, you can download Karen’s Client Acquisition Testimonial Formula here, so you are sure to get the best possible and useful testimonials.



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BEST OF: 3 Simple Steps to Nailing Your Niche

BEST OF: 3 Simple Steps to Nailing Your Niche

BEST OF: 3 Simple Steps to Nailing Your Niche

One of the trickiest things for many health coaches to figure out is their niche. This is important because having clearly defined niche allows you to convey exactly who you help and what problem you help them solve, so you can get your message in front of people who are looking for a solution.   

On this episode, we are walking you through how to come up with a compelling niche statement that succinctly explains what you do, you can go from a generalist to a specialist who stands out and attracts your dream clients.   This will also give you clarity on what type of content to create and share with your audience because the more specific you are, the more you will attract the right people.

There are 3 P’s to this 3-Step formula, and we’re diving into each of them on this episode:

1. People – Who you help

2. Problem – The problem they have

3. Process – How you help them – the solution

Let’s look at each of these a little more closely.

People. This is who you want to help. Is it women, men, moms, dads, executives, teachers, healthcare workers, stay-at-home moms, etc.? This is usually the easiest part to figure out.   Sometimes, choosing an age range is appropriate too (but it is not always relevant or necessary).  If you want to help women over 50, your messaging and content will be different than it would be if you’re helping new moms in their 30’s, so in that case, an age range would be appropriate to mention. 

Problem. What problem do you help them solve? What is it that they are struggling with or trying to figure out? Maybe it’s about reaching a goal such as running a first 5k.

The problem they are experiencing could be things such as:

  • Food sensitivities
  • Weight gain
  • Menopause symptoms

Process. How do you help these people get the result they want? What process do you use? This is where you can really stand out and claim that your process is what they need to get the desired transformation.

Is your process/solution a whole foods diet, carb counting, keto, vegan or is it something else?

When you have the 3 P’s figured out, you can put together your niche statement that succinctly explains what you do, such as:

I help _____________ (people) who want to ______________ (problem/solution) through/with ____________________ (process).

Here are a couple of examples:

“I help women with Diabetes balance their blood sugar while still eating delicious meals with a whole foods diet.”

“I help women over 50 lose weight and gain muscle through 30-minute at-home strength training workouts.”

Think about who it is you would enjoy helping and why you became a health coach or nutritionist. What was YOUR struggle or journey like? Do you want to help people who are in a similar situation?

Once you have this dialed in, you’ll feel confident about your niche and you’ll also be able to easily communicate the answer to “What do you do?”

Tune in to learn more about the 3 steps, so you can finally nail your niche.

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5 Free Ways to Fill Your Online Challenge with Your Ideal Clients

5 Free Ways to Fill Your Online Challenge with Your Ideal Clients

5 Free Ways to Fill Your Online Challenge with Your Ideal Clients

Running free online challenges as a health coach can be a great way to get new clients because it allows you to gather a group of people who are interested in your area of expertise, grow your email list and then invite participants to your paid program at the end of the challenge.

If you are going to run a challenge, you are probably wondering how you are going to fill it with your ideal clients. The more people who join your challenge, the more people you’ll have enrolling in your paid program when you invite them to work with you at the end.

On this episode, we’re sharing 5 ways to promote your online challenge, and you can use these even if you don’t have a budget for Facebook ads.

You’ll discover:

  • What strategy will 10x – 50x your reach right now
  • Where to do your livestreams to reach the most people
  • Which strategy to use to warm up your Instagram followers
  • How to reach beyond your own audience to get in front of new people

As you spread the word about your challenge, it’s important to focus on who it’s for and how it will help them, because that is what people are asking themselves – is this for me and what will I get out of it?  This will also help you get more of your ideal clients joining.

In the following 5 strategies, focus on the problem you know your ideal clients have and how your challenge will help them with one specific issue.  You can share little tidbits of what you’ll cover in the challenge, and to learn more, they’ll want to join you. You can also showcase common mistakes people make that relate to your challenge topic and they will learn more about the right way.

  1. Livestreams – Go live on your Facebook business page because if your personal profile is set to private, your livestream will only show up to your friends. The livestreams on your business page will warm people up to you even before your challenge starts, so they feel like they know you which is an important part of the customer journey.   
  2. Reels – Reels are great because as of right now, they get the highest reach on IG. You can get in front of a much bigger audience when you use trending music and hashtags that will attract your ideal clients.
  3. Instagram stories – With stories, you will only reach your current followers, but it’s still a good strategy to use since the people who already follow you are already aware of who you are, and your warm audience is more likely to take the next step with you.
  4. Email subscribers – Even though one the goals for your challenge are to grow your email list, you want to invite your current subscribers if you have them because going through your challenge will help deepen the relationship they have with you.  I would send 5-7 emails to your current subscribers about it over the 2-week period.
  5. Ask participants to share – Encourage the people who join to share it with their friends.  You can expand your reach by letting people know they can share the link to join your challenge. Include the link on the thank you page after they join as well as in the welcome email they receive. You can also remind people to share it with their friends by posting about it in your challenge Facebook group if that is where you plan to run it.    

If you’ve wondered how you can fill your online challenge, tune in to learn 5 free ways to promote your challenge where we share more details and examples.

Want more ideas?  Be sure to download my FREE Guide HERE

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