Your First Sale
Let's talk about one of the most crucial—and overlooked—sales you'll ever make.
As a coach, consultant, or service-based entrepreneur, your first sale—for everything you offer—is always to yourself.
If you're not sold on what you offer, how can you expect others to be? Your belief in your offerings is the foundation for every interaction you have and every proposal you make.
Let me illustrate this with two contrasting stories:
The Enthusiastic Consultant
One of my clients, a former sales leader who recently launched her consulting business, is on track to make $76K across just a few months. Why? Because she's a strong “yes” to what she offers. But she didn't start there.
When we discussed her first proposal, she suggested a $33K fee based on her previous income. I heard the doubt in her voice and coached her to adjust her fee to $10-15K — a range that she was motivated by and could stand behind 100%. This allowed her to focus her attention entirely on her client and the work at hand, not on coaching herself around the value of her service.
With this adjustment, she became fully sold on her proposal in two crucial ways:
She knew she could deliver on her promise, backed by her track record of building high-performing sales teams.
She believed in her value proposition and that her clients would get more value than they paid for.
As a result, she navigated the sales process with ease. Her first project was a hit, the client was thrilled, and they're discussing expanding their work together. She's already fielding referrals and has a clear path to raising her fees after a few more projects.
The Hesitant Coach
Now, contrast this with a coach I recently connected with. One year into her coaching practice, she's wrestling with fear at the idea of inviting people to work with her. Why? Three reasons:
She's still developing her coaching skills and confidence.
She's had disappointing coaching experiences as a client herself.
She's wondering, “Is coaching just a pyramid scheme?”
Her doubts about the value of coaching—both her own and the profession at large—show up as hesitation in her client interactions.
It's fully warranted.
You can't confidently sell what you're unsure about yourself.
The Path to Grounded Confidence
For this coach, transformation required more than positive thinking. It required action. We developed two projects:
100 Coaching Conversations: A game to complete 100 intentional reps, so she could evaluate her work and strengthen her skills. Building a track record of impact is powerful — it rightly transforms your story and deepens your community relationships through service.
Become Your Own Best Client: Be discerning and seek out excellent experiences as a client. It's tough to succeed in a profession you're skeptical about. Experiencing the value of great coaching firsthand builds authentic confidence in the investment.
Sustainable Success Requires Integrity in Self-Belief
Your first and most important sale is always to yourself. When you're genuinely sold on the value of what you offer, it shines through in every interaction. It's not about dismissing doubts, but about doing the work to build real confidence through strategy, experience, and results.
This grounded self-belief is key to longevity in any service-based business. When you truly believe in your ability to deliver impact and value, you:
Create ideal clients who resonate with your clarity, grounded confidence, and authentic enthusiasm
Create the conditions to consistently deliver high-quality work, leading to repeat business and referrals
Navigate challenges with resilience
Evolve your service menu organically, based on real results and client needs
Being sold on your services doesn't happen overnight. It takes work, skill, and practice. And, it's worth the effort. Grounded confidence is a superpower—not just for immediate success, but for building a sustainable, fulfilling business.
What's been a game-changer for you in being sold on your own services? How did it impact you and your business?
Love,
Levina
