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Mastering the Art of Conversion: Building Effective Sales Funnels for Coaches & Consultants

Updated: Oct 6, 2023

In the age of AI-generated content, viral TikTok's, and endless amounts of information, the digital realm has become a bustling metropolis where standing out from the crowd is more complicated than ever. That's why an effective marketing strategy is critical for coaches and consultants who want to establish a thriving online presence in today’s world.

a busy city street, representing the current state of the online world and as it relates to digital marketing

Inbound marketing is among the most popular digital marketing techniques for building meaningful online connections. This tactic smoothly transitions strangers into advocates by offering highly targeted, valuable content that addresses pain points and nurtures trust.

In this guide, we’ll help you understand the fundamentals of inbound marketing, including ways it can help you stand out. We’ve also included some key tactics and user-friendly tools you can implement to help you create a highly converting digital strategy for your coaching or consulting business today.

So, let’s get into it!

Inbound Marketing Fundamentals

a white board with the word audience on it in black marker with a bunch of arrows and and a hand with the black marker in it, representing the importance of understanding your audience as a coach or consultant wanting to build effective sales funnels

Unlike traditional outbound methods, inbound marketing aligns with your client's decision-making journey, creating a receptive atmosphere.

Gone are the days of blaring ads and in-your-face promotions. Today's audiences, especially Millennials and Gen Z’s, value authenticity and connection. That’s why the most effective inbound marketing strategies aren’t about who’s shouting the loudest; they’re about speaking directly and intentionally to genuinely interested people.

Understanding today's digital consumer requires recognizing that relevance reigns supreme in an information age. It's not a matter of being the most vocal presence but embodying authenticity and resonance.

The essence lies in crafting value, instilling trust, and fostering relationships beyond a singular transaction.

What Makes Inbound Marketing Stand Out?

This is best described using a real-life scenario.

Think back to the last time you were scrolling endlessly through your social media feed. You stop to look at friends' vacation photos and the latest funny cat video, and although you're constantly bombarded with ads, you quickly scroll through most of them without a second glance.

But then, you stumble upon a well-crafted article or video addressing a challenge you've been facing and are motivated to enter your email address to receive a free tool - that’s inbound marketing in action!

Inbound marketing is like that cozy cafe you stumble upon when trying to escape the noise of a busy street. There’s no screaming for attention with neon lights, but instead, it draws you in with the aroma of freshly brewed coffee and the promise of a quiet corner.

a quaint cafe on a street in Europe, representing the idea that attracting your audience as a coach or consultant doesn't need to be with big billboards or massive lights, but rather the details matter

Photo by Tony Lee on Unsplash

And there’s one inbound marketing tactic for coaches and consultants that’s particularly useful in attracting new clients' attention and converting them into advocates - introducing the sales funnel!

The Marketing Sales Funnel

The sales funnel is at the core of the inbound marketing approach. It comprises three stages that nurture a stranger into a loyal client: awareness, consideration, and decision.

a picture of some office tools and books on a wooden table with the words 'marketing strategy' listed on a white piece of paper

Let’s briefly examine what happens in each step:

Awareness Stage: In the awareness stage, strangers become acquainted with your services, often through online quizzes, social media posts, or lead forms. In this stage, they recognize a need or problem they have and become aware that solutions exist.

Consideration Stage: Potential clients seek more information about solutions in this stage. They might compare different providers, read reviews, or engage with content that helps them understand their options better - like a newsletter campaign.

Decision Stage: Finally, in the decision stage, they’re ready to purchase. They've narrowed their options and are looking for final details, offers, or incentives to help them finalize their choice.

Mastering the Sales Funnel for Coaches & Consultants

Mastering the sales funnel for your coaching or consulting business doesn’t have to be complicated or time-consuming.

Let’s look deeper at what inbound marketing looks like in the three sales funnel stages, including some ideas for easy implementation.

1. The Launchpad: Awareness Stage

Do you remember when you first launched your venture or brainstormed that game-changing idea? That initial spark, excitement, and potential is the essence of the awareness stage. This is your brand's introduction to the world, the first chapter in your story.

two women in business attire with their arms crossed, standing in front of a whiteboard at work

A lead magnet is one of the most valuable tools for coaches and consultants to implement at this stage. It attracts potential clients by offering value in exchange for their contact information, typically an email address.

Here are three ways to implement a lead magnet to build awareness of your business:

a. Educational E-books or Whitepapers

What: A comprehensive guide or report on a topic that resonates with your target audience. For instance, if you're a business coach, you might offer an e-book on "10 Proven Strategies to Boost Your Business Productivity."

How to Implement:

  • Research and identify your target audience's pain points or challenges. A tool like Google Trends is beneficial for this research

  • Write a detailed, actionable guide addressing those issues using an AI tool like ChatGPT

  • Design the e-book professionally, ensuring it reflects your brand using a tool like Canva

  • Promote the e-book on social media or using a lead form with Meta Ads

  • If you promote the e-book on social media only, you can create a landing page where interested individuals can provide their email in exchange for the e-book using a free tool like or a landing page builder like Unbounce

  • If you promote the e-book using a lead form on Meta Ads, the lead form itself acts as a landing page, so you won’t need to create one

b. Webinars or Online Workshops

What: Host a free webinar or online workshop on a topic, showing your expertise and providing attendees with value

How to Implement:

  • Choose a topic that's in demand and aligns with your services, using a tool like Google Trends to conduct your research

  • Use a free platform like Zoom to host the session

  • Promote the event on social media or paid advertising on LinkedIn or Meta

  • During the webinar, provide actionable insights and tips. Ultimately, offer attendees a particular discount or consultation to entice the next step with your services.

c. Interactive Tools or Assessments

What: Develop an online tool or quiz that helps your target audience assess a particular area of their life or business. For example, a health coach might offer a "Nutrition Assessment" tool.

How to Implement:

  • Identify a common challenge or question your audience faces using a tool like Google Trends

  • Develop the tool or quiz with Typeform, ensuring it's user-friendly and provides real value

  • Promote the tool across your channels, highlighting its benefits and the insights users will gain

2. The Growth Phase: Consideration Stage

After the initial buzz comes the real challenge - sustaining interest and deepening connection. You can think of the growth phase as the grind, the hustle, the step where you roll up your sleeves and get to work.

two women sitting at a computer at work with their sleeves rolled up, really getting into their sales funnel strategy

For coaches or consultants, this sequence is crucial in building trust, showcasing expertise, and highlighting the value you provide.

Here are three ways you can implement a nurture sequence to bolster the consideration phase of your sales funnel:

a. Educational Content Series

What: Share emails about topics relevant to your potential client's pain points or challenges. Each email should provide actionable insights or tips.

How to Implement:

  • Identify the most common challenges or questions your target audience faces using a tool like Google Trends

  • Break down these topics into bite-sized pieces suitable for multiple emails

  • Craft each email to provide value using text, images, and video content - a great email platform to start with is Mailchimp

  • End each email with a soft call-to-action (CTA), encouraging the reader to learn more or hinting at your solutions

b. Case Studies and Testimonials

What: Share real-life examples of how you've helped others achieve their goals or overcome challenges. This provides social proof and showcases the tangible results of your services.

How to Implement:

  • Gather testimonials or detailed case studies from satisfied clients

  • Create a series where each email focuses on a different success story, detailing the problem, the solution you provided, and the results achieved

  • Highlight the methods or techniques used; subtly indicating how the reader can benefit from similar approaches

c. Interactive Engagement

What: Invite your potential clients to Q&A sessions

How to Implement:

  • Plan a live event where you address common challenges and provide solutions and promote the event in your nurture sequence

  • Offer quizzes or self-assessments that can help potential clients understand their needs better, and share the results in a follow-up email, providing insights and suggesting how your services can help

3. The Deal Clincher: Decision Stage

The defining moment comes after the intrigue and engagement - turning interest into action. This phase can be likened to the final pitch, the closing argument, the stage where coaches and consultants make their mark and seal the deal.

two women signing a contract at work

This stage is pivotal for professionals in solidifying trust, demonstrating results, and emphasizing the transformation they bring.

Here are two strategies you can employ to optimize the decision phase of your sales funnel:

a. Exclusive Offers or Discounts

What: Provide a limited-time offer, discount, or bonus to incentivize potential clients to take the final step and invest in your services.

How to Implement:

  • Craft a particular package or pricing for those engaged throughout the funnel

  • Ensure the offer is time-sensitive to create a sense of urgency

  • Communicate the unique value and benefits they'll receive via email, emphasizing the transformation or results they can expect

b. Personalized Consultation Calls

What: Offer a free or discounted one-on-one consultation call. This allows potential clients to taste your expertise, ask questions, and understand how your services work.

How to Implement:

  • Promote the consultation call as a risk-free opportunity to explore solutions

  • Use a scheduling tool like Calendly to streamline the booking process

  • During the call, focus on the potential client's challenges and goals, offering insights and showcasing how your services can provide a solution

Now that we’ve explored the sales funnel's fundamental aspects, including ways you can implement in each stage, let's zoom in on some tools you can use to help build your sales funnel.

Harnessing the Power of Digital Tools

an iphone with a bunch of colours in the background that symbolize the power of online tools in creating your digital strategy and sales funnel as a coach or consultant

Technology optimization generates advantages with potential clientele by nurturing them throughout the sales process.

Here are some digital tools to help you accomplish your goals.

Mailchimp: Mailchimp is a leading email marketing platform that offers tools for creating, sending, and analyzing email campaigns.

Mailchimp can be an invaluable asset for coaches and consultants in growing your business. It facilitates regular and targeted communication with potential and existing clients by allowing you to segment your audience, automate personalized email sequences, and design visually appealing newsletters.

This consistent engagement helps nurture client relationships, promote new services, share insights, and establish you as an authority in your field. Through its analytics features, Mailchimp provides insights into subscriber behavior, enabling you to refine your strategies and better cater to your audience's needs.

ClickFunnels: ClickFunnels is a comprehensive online sales funnel builder that assists businesses in marketing, selling, and delivering their products and services online.

For coaches and consultants, ClickFunnels provides a streamlined platform to create dedicated landing pages, webinars, membership sites, and more without extensive technical knowledge. By guiding potential clients through carefully designed steps or "funnels," you can effectively capture leads, nurture relationships, and convert prospects into paying clients.

The platform's intuitive drag-and-drop interface and integration capabilities with various payment and email systems allow you to automate significant portions of your sales and marketing processes, ensuring you can focus more on delivering value and less on the technicalities of online engagement.

Google Trends: Google Trends is a free online tool provided by Google that allows users to analyze the popularity of search queries in Google Search over specific periods and regions.

For coaches and consultants, leveraging Google Trends can offer invaluable insights into emerging topics, industry shifts, and the evolving interests of your target audience. By staying attuned to trending keywords and issues, you can tailor their content, services, and marketing strategies to align with current demands, ensuring you remain relevant and ahead of the curve.

Furthermore, by identifying seasonal patterns or sudden spikes in particular search terms, you can anticipate market needs, optimize your online presence, and position yourself as a thought leader.

Typeform: Typeform is an interactive web-based platform designed to create engaging forms, surveys, and quizzes with a user-friendly interface.

Typeform can be a game-changer for coaches and consultants in gathering feedback, conducting assessments, or even onboarding new clients. Its visually appealing and conversational design ensures higher completion rates, providing richer data and insights.

By utilizing Typeform, you can tailor your services based on client responses, streamline administrative tasks, and enhance the overall client experience. The platform's versatility also allows for creating lead generation forms or feedback surveys, aiding client acquisition and retention and ultimately fostering business growth.

Canva: Canva is a user-friendly graphic design platform that allows individuals and businesses to create a wide range of visual content, from social media graphics to presentations, without advanced design skills.

For coaches and consultants, Canva can enhance your brand's visual appeal and online presence. With its vast library of templates, fonts, and images, you can craft compelling marketing materials, informative infographics, and impactful presentations that resonate with your target audience.

By elevating the quality of your visual content, you can attract more clients, establish a memorable brand identity, and convey your expertise in a polished and professional manner, all of which contribute to business growth.

Unbounce: Unbounce is a platform that creates landing pages optimized for conversions.

For coaches and consultants, Unbounce offers a powerful tool to design and test high-converting landing pages without coding.

Using its drag-and-drop builder, you can craft pages tailored to specific campaigns, webinars, or service offerings, ensuring potential clients are presented with a clear call to action.

The platform's A/B testing capabilities further allow you to experiment with different page elements, refining your approach based on real-world data. By optimizing landing pages for conversions, you can maximize your marketing ROI, capture more leads, and ultimately drive business growth.

Get Started on Your Success Story

multi-coloured confetti to celebrate - specifically representing the celebration of having a proper sales funnel as a coach or consultant

Photo by Jason Leung on Unsplash

Congratulations! You're now equipped with the tools and insights to navigate the digital landscape confidently.

As you embark on this transformative journey using inbound marketing and sales funnels for your coaching or consulting business, always remember: in this digital age, authenticity, relevance, and genuine connection are the cornerstones of success.

Your potential clients seek more than just a service; they seek a trusted partner.

By providing unparalleled value, building trust, and fostering deep, meaningful relationships, you're not just setting up a business but crafting a legacy in today’s digital metropolis.

Have you been thinking about how you can master the art of conversion? Don't get funnelled into confusion. Reach out to our team, and we'll help you seal the deal!


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