Direct Sales – Explode your coaching business by creating scarcity

Let’s face it – when you offer a service where you are paid by the hour, there is only so much time that you have available. That means that you have to figure out a way to maximize on the time that you do have. However, you must do this without skimping on the quality of your service.

How do you do this? Create scarcity. This tactic is a very popular one in the marketing industry. “Limited timed offer!” “Only available while supplies last!” “Offer only valid until __!” I’m sure you can think of a few examples just sitting here reading this. Why do companies use this tactic? Two words – it works! Internet marketers and big companies alike use this tactic successfully.


One thing to keep in mind, though, is that scarcity in any coaching business is going to be scarce to begin with. Many people make the mistake of overestimating the amount of billable hours they will have in a week, assuming that they will have 40 hours by which to set their rate. However, when you operate your own business, not all of the work that you do will be billable.

Because of this, it is smart to calculate a reasonable number of billable hours that you could actually stick to and base your rate on that. More than likely, you will see that the number of billable hours that you have are actually pretty scarce. So now you have to work out a plan to maximize on those available billable hours. But how?

One thing that you can do would be to avoid doing just one-on-one coaching. You could set up automated email coaching programs, webinars, and small classes that enable you to coach several clients at once. Then, you would be in the position to offer one-on-one coaching as a special option for those who meet certain levels in your program’s membership.

Doing this allows you to maximize on your time while still providing quality service to your clients.

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