Don't Lose Track of Your Sales Lifeline: A Guide for Coaches and Consultants

Hey Coach! Have you lost track of the lifeline of your business—sales?

It happens. You get caught up in all the things—client work, content creation, administrative tasks—and suddenly realize that you haven't made a new connection in MONTHS. As those coaching contracts you worked so hard to get near completion, you find yourself scrambling to sign new deals—fast.

As an Online Business Manager (OBM), I’ve seen this happen time and time again. I've helped several of my coach and consultant clients navigate these slumps and put practices in place to prevent them from reoccurring. The key? Having a solid, proactive sales strategy that keeps your pipeline full, even when you’re busy. 🤝🏼

Here’s how you can do the same:

1. Prioritize Your Sales Mindset

Selling isn’t something that should fall to the bottom of your to-do list. It should be a top priority—non-negotiable. A strong sales mindset is crucial for consistent business growth. It’s about getting comfortable with the idea that selling is part of serving. The more clients you reach, the more impact you can have. Invest time, effort, and even money to master a sales approach that feels authentic to you. Whether it's taking sales courses, hiring a coach, or practicing your pitch, treat this as a vital part of your business.

Fun fact: I highly recommend Stacey Boehman’s Make Money As A Life Coach® podcast if you struggle with this.

2. Continuously Improve Your Sales Skills

Sales is a skill like any other, and it requires continuous improvement. If you struggle with overcoming objections, start by identifying the most common ones you encounter. Write them down and craft thoughtful, confident responses. If you find it difficult to state your prices with confidence, dig into why that is. Are you unsure of your value? Is there a mindset block around money? Address these issues head-on. There are endless resources—from books to webinars to coaching—that can help you refine your approach. The key is to recognize where you need improvement and take action.

Fun fact: ChatGPT isn’t just great for content creation. It’s great for generating sales scripts too!

3. Reconnect with Past Leads

As business owners, we often focus on finding new leads, forgetting about the goldmine of past connections. These are leads who were interested but didn’t buy, either due to timing, budget, or not having the right offer available. Revisit your old leads and reach out with a fresh offer or new angle. You’d be surprised at how many people are now ready to invest or have a new need that you can meet. By nurturing these warm leads, you can reignite interest and convert them into paying clients without the extra effort of starting from scratch.

4. Get Organized with Your Sales Process

Sales slumps are often a sign of disorganization. Without a clear process in place, it’s easy to let leads slip through the cracks. That’s where a CRM (Customer Relationship Management) tool comes in. A CRM helps you track leads, manage follow-ups, and stay on top of your sales pipeline. I use and recommend HoneyBook for its user-friendly interface and powerful features. In addition to a CRM, make sure you’re labelling leads in your inbox and setting reminders to follow up. Organization is the backbone of a solid sales process.

Fun fact: I helped a client send three new contracts in less than 30 minutes yesterday because we had HoneyBook completely set up with all the proposal and email templates in place. I offer done-for-you HoneyBook implementations if you’re interested in getting a CRM up and running too.

5. Set Clear Sales Goals and Share Them with Your Team

You can’t measure success if you don’t know what it looks like. Set clear goals for how many clients you want to sign each quarter, how many coaching slots you want to fill, and how many leads you need to reach out to. Share these goals with your team, if you have one, so everyone is aligned and working towards the same targets. Breaking down your big sales goals into manageable, daily tasks can make the process feel less overwhelming and more achievable.

Fun fact: I’m obsessed with the Entrepreneurial Operating System (EOS) for exactly this reason. My clients are successful at selling because we have a solid company scorecard in place with close sales monitoring each week.

Own Your Sales, Own Your Business

Selling is the lifeblood of your business. It’s a full-time job, but with the right support, approach, and systems, it doesn’t have to feel so daunting. By prioritizing your sales mindset, continuously improving your skills, reconnecting with past leads, getting organized, and setting clear goals, you can keep your pipeline full and your business thriving.

These are just a few examples of how proactive planning and organization can lead to quick wins in your business. If you’re ready to get your sales back on track and build a system that supports sustainable growth, let’s chat! Together, we can create a strategy tailored to your business needs.

Ready to stop leaving money on the table? Schedule a discovery call to learn more about how I help emerging Coaches and Consultants put the right foundation in place.

About Victoria de Keizer

Victoria is a Certified Online Business Manager and the founder of Keizer Virtual Solutions, a boutique operations and systems consultancy supporting impact-oriented professional service businesses - including consultants, coaches, and growing firms.

With a calm, grounded approach to operational leadership, Victoria helps founders and firm leaders design and steward systems that support sustainable growth, strong client delivery, and healthy internal operations. Her work spans client onboarding and CRM builds, full operational ecosystem design, and long-term operational partnership.

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