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“Bait & Switch” Coaching Funnel?

admin by admin
August 14, 2022
in News


Lately I’m seeing “bait & switch” coaching funnels.

Here’s how coaches are applying the “bait & switch”:

Dangle some precious resource, idea, or service in front of your 

prospect (the bait)……

to get them to commit time, money, and energy to your coaching.

Then, after the prospect has committed (and usually freed from their

money)…

…give them a second rate product, resource, or coaching service (the 

switch).

Often this bait and switch mechanism centers 

around Discovery Sessions.

The coach offers a fantastic (sounding) coaching package during a 

Discovery Session…

…and later provides a program that doesn’t at all reflect the “bait” they

dangled.

In some cases, the Discovery Session IS the bait.

In that case, a coach claims the Discovery Session ITSELF is the 

solution to the client’s problem…

…only to use the Discovery Session as nothing but a sales pitch.

I recently signed up for a Discovery Session because the coach 

claimed it would help me get all my emails delivered to everyone’s 

inbox.

(I send lots of emails to lots of students and it’s a key part of my 

business.)

So I signed up with enthusiasm, thinking “This session is the key to 

my problems!”

During the Discovery Session, the ‘coach’ asked me a few questions 

about my email situation…

…and then proceeded to pitch a $6,000 service in exchange for solving 

my problem.

No value given during the session.

No helpful advice or breakthrough.

Just a sales pitch from my new ‘coach’ (in retrospect, they were nothing 

but a salesperson).

I felt like Wile E. Coyote after the roadrunner led him off a cliff.

Since my new ‘coach’ wasn’t a credible actor…

…I broke off that ‘coaching relationship’ immediately.

And don’t get me wrong. I’m not saying that you can’t offer $6,000 

coaching programs.

But lying about the value of ONE part of your coaching funnel…

…in order to sell ANOTHER part of your coaching?

Coaches who use that kind of bait and switch coaching funnel are 

shooting THEMSELVES in the foot.

I realized I had been seduced into a ONE NIGHT STAND with this 

coach, even though I was looking for a serious relationship.

They used all their ‘tricks’ to manipulate me for ‘one night’.

They attempted to get what they wanted (short term).

And they bailed out on me.

So, if you use ‘bait and switch’ tactics, don’t be surprised if your clients 

don’t stick around.

BOTTOM LINE: Don’t expect to extend a coaching relationship 

past the seduction…

…if there’s no SUBSTANCE behind it.

Smoke and mirrors simply don’t hold up for long.

Do you want to provide your clients with much more than a ‘one night 

stand’?

Me too.

You still need to be ‘seductive’ enough to attract clients.

Here’s a different ‘seduction strategy’ to get 

clients.

It’s slow.

It’s still exciting.

But it’s not about tricking anyone.

There’s SUBSTANCE behind my style of client seduction.

In fact, the sole purpose of my ‘seduction’ strategy is to move towards a

sincere ‘marriage proposal’...

Slow seduction

…not a ‘one night stand’.

Most of my “Slow Seduction Coaching Funnel” defies conventional marketing wisdom.

Conventional salesmanship says:

“Strike while the iron is hot. You better move fast or you’ll lose the

sale.”

Instead, I slow things down.

The enrollment process isn’t about ‘making a sale’…

…it’s about making a significant impact.

Conventional salesmanship says:

“You need to get full commitment and money from the prospect

prior to giving them any real value.”

Instead, I like to give tons of value, right up front, with no obligation.

Some people will take advantage of that. Let them do that and go

elsewhere.

Conventional salesmanship says:

“Lock the client into a commitment UP FRONT, and make it hard

for them to escape.”

Instead, I offer lots of ‘off ramps’ throughout the enrollment process.

Conventional business practice says:

“Keep things hyper-efficient and drastically limit the amount of

time and resources given to a client.”

Instead, I like to give more and more as the coaching relationship

grows.

To be fair… BOTH approaches can work.

BOTH approaches can create a successful coaching business,

and even successful clients.

So don’t think that I’m saying you can’t employ a variety of marketing

and sales tactics to enroll clients.

The fact is: Manipulation WORKS.

That’s why so many people (coaches included) are manipulative.

The ‘slow approach’ is just MY style.

How does my ‘slow seduction’ coaching funnel work?

First Step: The ‘Coffee Date’

When you first meet someone, “going to coffee” is a comfortable and

easy step.

My coaching version of the ‘coffee date’?

We have a casual call (usually around 30 minutes).

Note that this call is NOT a coaching session.

What do we do on the call?

I ask a few questions about their goals and problems, and get to know

them a little bit.

There’s nothing at stake at this point…

I have nothing to sell them.

The client hasn’t committed to anything.

The ‘coffee date’ is just a chance to get to know each other.

Where’s the ‘seduction’?

The questions I’m asking help me to begin a ‘needs analysis’...

…so I can determine and recommend what next steps we might take (if

any).

Questions like:

  • “What is your #1 goal?”
  • “What is your biggest challenge that gets in the way of that goal?”
  • “What do you think is the solution to that challenge?”

Although I’m up front about this ‘secondary gain’ from our

conversation…

…the whole ‘coffee date’ still feels like two people becoming friends.

Why wouldn’t I run a Discovery Session on the first call?

A worthy Discovery Session takes more time and energy…

…so a short, casual ‘get to know you’ allows me to limit my

investment…

…prior to determining if we are a fit to work together.

THE POINT: Why waste time trying to help someone that’s not a

fit?

I didn’t make this distinction early on in my coaching business.

When I first started coaching, I would spend HOURS with every single

prospect…

…even when I could’ve quickly discovered that they weren’t a good fit

for coaching.

Now I don’t use so much time and energy (nor do my prospective

clients).

If it seems like a fit, I’ll proceed to the…





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