Week 1: Mindset & Foundations for Selling Coaching

Objective:

• Shift mindset from fear of selling to confidence in offering coaching as a valuable service.
• Understand the unique value of coaching and how to communicate it.
• Identify the ideal client and create a compelling Unique Selling Proposition (USP).

📌 Overcoming the Fear of Selling

Key Topics:

✅ Why Coaches Struggle with Sales (Fear of Rejection, Imposter Syndrome, Ethical Concerns)
✅ Reframing Sales: Selling as a Form of Helping
✅ The Psychology of Confidence in Sales
✅ Practical Mindset Shifts to Make Sales Feel Natural

Action Steps & Exercises:

🔹 Self-Reflection Exercise: List your top fears about selling and reframe them positively.
🔹 Affirmation Practice: Write three empowering affirmations about selling and say them aloud daily.
🔹 Quick Win Challenge: Share a coaching tip on social media to start engaging potential clients.

📌 Understanding the Value of Your Coaching

Key Topics:

✅ Why People Invest in Coaching – The Transformation, Not Just the Service
✅ Identifying the Real Benefits of Your Coaching (Beyond Features)
✅ The Difference Between Price vs. Value in Coaching
✅ The Role of Emotion in Decision Making for Clients

Action Steps & Exercises:

🔹 Value Mapping: Create a table, listing features vs. benefits vs. transformation (e.g., “Weekly coaching calls” → “Accountability & clarity” → “Achieves goals faster”).
🔹 Storytelling Exercise: Write a short story of a past or hypothetical client’s transformation.
🔹 Confidence Booster: Ask a past client (or a peer) how your coaching helped them and reflect on their feedback.

📌 Defining Your Ideal Client & Their Pain Points

Key Topics:

✅ Why Defining Your Ideal Client is Crucial for Sales Success
✅ The 3 Key Elements of an Ideal Client Profile (Demographics, Psychographics, Pain Points)
✅ Common Struggles Business Owners Face When Seeking Coaching
✅ How to Identify and Speak to Their Deepest Needs

Action Steps & Exercises:

🔹 Ideal Client Avatar Worksheet: Define your target client’s age, business type, biggest challenges, and goals.
🔹 Pain Points Brainstorm: List at least five common frustrations your ideal clients have and how your coaching solves them.
🔹 Market Research Task: Interview a past or potential client about their biggest struggles in business.

📌 Crafting Your Unique Selling Proposition (USP)

Key Topics:

✅ What Makes You Stand Out as a Business Coach?
✅ The Core Elements of a Strong USP (Who You Help, What You Solve, How You’re Unique)
✅ How to Position Yourself as the Best Choice for Your Ideal Client
✅ Crafting a One-Sentence USP That Instantly Grabs Attention

Action Steps & Exercises:

🔹 USP Formula Exercise: Fill in the blanks: “I help [ideal client] achieve [specific transformation] by [unique method].”
🔹 Clarity Test: Ask 3 people if your USP clearly explains your value.
🔹 Elevator Pitch Challenge: Record yourself saying your USP confidently and get feedback.

🔹 Week 1 Wrap-Up & Implementation Plan

✅ Key Takeaways Recap:

• Selling is serving.
• Your coaching provides transformation, not just services.
• Clarity in your ideal client and USP makes selling easier.

✅ Implementation Task for the Week:

• Post your USP on social media or in a networking group and observe the response.
• Have at least one conversation with a potential client, focusing on their pain points.

✅ Self-Reflection Questions:

1. What limiting belief about selling have I overcome this week?
2. How confident do I feel in articulating my coaching value (1-10 scale)?
3. What is one action I will commit to this week to improve my sales confidence?

🔹 Additional Resources for Week 1 

📌 Sales Mindset Workbook
📌 Podcast or Video on Confidence in Sales
📌 Sample USP Examples for Inspiration