My experience is the part of the sales process that life coaches fear the most is the invite. Stating what you charge. This is the 5th step of 6 in learning to master the sales process. To be a successful life coach, you must learn the skill of being able to attract clients without struggle.

And the invite is what causes most life coaches never to even begin the sales process. They think of charging money for their services, and it frightens them to think of the possible value they might have. If you’ve ever tried sales or even thought about it, you’ve probably experienced the knots or the butterflies in your stomach when you first begin. And in life coaching specifically, the pattern for most coaches is they have trouble claiming the value of what they’re worth. Because most coaches just want to help people, and they haven’t yet mastered their own value or what they’re worth.

To master this step, you have to be comfortable with what you charge. If you say it, and it feels off, or you can’t embrace or embody what you charge, then practice that first. Practice saying it. Do whatever you need to do to really get what you charge. That your coaching services have a LOT of value. Value is perceived. And the perception of your value begins with you. If you don’t believe what you charge, how can others believe you?

The second aspect of the invite is crucial. And the rule on this is you only invite when it feels natural to you, when you feel the flow of the conversation moving there, when your prospective clients are wanting and expecting you to invite them. The success of the invite is mostly hinged on the success of the first four steps in this process. You cannot skip steps or attracting clients just doesn’t work. The first four steps are about them experiencing your life coaching, them experiencing the power of what you do, experiencing breakthroughs and transformation with you and really getting that they can achieve their dreams with your coaching.

If they don’t get that, then don’t invite. Because they won’t want to coach with you. They haven’t experienced you and they don’t know why they would want to coach with you. People aren’t looking for coaching, they’re looking to have their dreams fulfilled. They would only want to coach with you if they really got that they could fulfill their dreams.

So begin there. Once they get that, then they will be naturally attracted to your coaching and be eager to coach with you. And then the invite will be a formality to the obviousness that they want to coach with you right away. The invite is actually the easiest part of the process. All the hard work has already been done. It’s the part that takes the least amount of time. And yet, it’s the part that scares coaches the most.

But if you can master these two aspects of the invite, then you’ll be able to attract clients without struggle and have the invite be one of the most exciting aspects of the sales process.