If you’re tired of hearing “I don’t have the money” during your coaching sales calls, then this blog post is for you. My name is Chris Barry, and I’ve scaled coaching businesses from zero to over $10 million in less than two years. Now, I help coaches build and grow their programs, so let's dive right in.

1. Identify and Target the Right Audience

The first and most crucial step is to target the right people. Selling a high-ticket coaching program to someone who barely has any money in the bank won’t work. You need to identify your ideal client—someone who not only wants your services but can also afford them. This doesn’t mean you can’t be noble and want to help everyone, but from a business standpoint, you must focus on those who can pay for your services.

2. Understanding Your Ideal Client

Understanding your ideal client deeply is key. This goes beyond just knowing their age or demographics; you need to understand their needs, interests, and where they spend their time. This deep understanding will allow you to target them accurately in your marketing efforts, helping you filter out those who cannot afford your services upfront.

3. Utilize Paid Ads for Consistent Lead Generation

Paid advertising is one of the most consistent ways to generate leads. By refining your targeting, you can focus on reaching individuals who are not just interested but are financially capable of investing in your coaching. Tailor your ad copy and creative assets to resonate with your ideal client, encouraging them to click, engage, and convert.

4. Pre-Qualify Your Leads

Before hopping on sales calls, ensure you have a pre-qualification process in place. Define how much a prospective client needs to invest to join your program. This will save you time and help you focus only on those who meet the criteria. For new coaches, taking calls from less qualified leads can still be valuable, as it helps you understand the challenges and pain points of different types of clients.

5. Build Your Ecosystem to Nurture Leads Over Time

Not every lead will be ready to buy immediately. This is where building an ecosystem comes in handy. Imagine a spider web, with your highest-ticket offer at the center and free content, social media, and low-ticket products at the edges. This system nurtures potential clients, keeping them engaged until they’re ready to commit to your higher-level offers.

6. Offer Financing Options and Payment Plans

For those who truly want your coaching but struggle financially, offer financing options or flexible payment plans. This makes your programs accessible without putting too much pressure on cash flow, allowing more people to invest in your coaching.

7. Continue to Add Value and Engage Your Community

Keep your audience engaged by consistently adding value. Whether it’s through free content, live sessions, or low-cost products, the goal is to keep potential clients within your ecosystem, building trust and rapport over time. Even if they’re not ready to buy today, staying connected increases the likelihood of future sales.

Final Thoughts

By understanding your ideal client, targeting the right audience, and filtering leads effectively, you can significantly reduce the “I don’t have money” objection in your coaching business. Remember, the goal isn’t just to eliminate objections but to create a system that nurtures potential clients until they’re ready and able to invest in your services.

If you found this post helpful, make sure to share it with another coach who needs to hear this! For more tips and strategies, subscribe to my newsletter and stay connected. 

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