“How Do I Communicate My Value Without Feeling Salesy?”
Most coaches and speakers hate selling....
Most coaches and speakers hate selling....
We can tense up at a mention of the word.
They picture sleaze, pressure, and awkward DMs that make so many of us cringe. That negotiation thing, and justifying your fees etc?
So they avoid it.
They post insights.
They share wisdom.
They quietly hope that the prospect client can see through your cryptic marketing and joins the dots for themselves. They rarely, if ever do.
The Real Fear Is Not Selling
Here is the truth most people do not want to admit.
You are not scared of selling. Most of it is around being rejected. Our basic need for approval, or more so, our fear of a lack of it through people saying no to our offer, can see us hide, run away or just simply do “nothing at all” of value.
Selling puts your value on the line.
It invites a yes or a no, and quite rightly.
And a flat no can feel personal, even when it is not. So instead of being clear, many coaches hide behind content that educates but never invites. Rarely a call to action. I am embarrassed to admit that I once spent a small fortune on a mailshot that had no call to action or contact phone number on it. You can guess what happened.
Sales Is Ethical Persuasion When Done Properly
Good selling is not about convincing someone to buy something they do not need or can’t afford. It is helping the right person see the value of solving a problem they already care about. If your work genuinely helps people, silence is not humility. It is a disservice, both to the client, and to ourselves. Ethical persuasion is clarity, not pressure.
Problem First. Solution Second
If you lead with your offer, it feels pushy and salesy.
If you lead with the problem, it feels helpful. Name the frustration. Describe the cost of staying stuck. Then show how your work helps. When the problem is clear, the solution feels obvious.
Pricing Confidence Changes Everything
Nothing undermines value faster than apologetic pricing.
If you rush to discount, over explain, or justify your fees, you train people not to take you seriously. Confidence in pricing does not come from arrogance.
It comes from believing in the outcome you help create. If the transformation is valuable, the price makes sense.
Reframe selling as service.
Speak clearly about the problem you solve.
Invite people to take the next step. The right people will say yes.
The wrong people were never yours to convince.
To find out how to get the support and accountability you need to grow your speaking and coaching business, drop me a message and ask about the benefits of my peer mastermind group.
David Hyner
Professional Speaker | Author | Goal Setting Researcher