If you’re running an online coaching business (or dreaming about it), you may already feel confident that a high ticket coaching program is the way to create next-level results for your clients and for yourself.
But when you’re selling anything, it’s natural to run into buyer complacency – and it happens in the high ticket world too.
Here’s what that looks like.
You have something awesome for sale inside your online coaching business.
You’re even having conversations with engaged, qualified leads who openly tell you that they’re interested.
But there’s just one problem: despite their enthusiasm, they drag their feet.
You’re trying to figure out how to get them off the fence already and into your program without wasting another minute!
Getting people to take action on our offers feels challenging in a world where our highest end clients are really busy.
Even if they love the idea of your program, they’ve got a million things to do.
Buyer complacency is a hurdle every entrepreneur with an online coaching business will face, which is exactly why so many marketing gurus dole out advice about how to handle it.
The most popular advice to get more buyers into your program revolves around expiration.
But ONLY relying on expiring offers may be costing you clients.
Let’s talk about it!
WATCH THIS VIDEO! HOW TO GET CLIENTS YEAR-ROUND WITH YOUR ONLINE COACHING BUSINESS
This blog post (and accompanying video) are part of one big in-depth series all about our Empowering Enrollment Experience. This is Part 3. ( Part 1 | Part 2)
You’ve probably seen many examples of courses or programs that go poof! for months after a short open cart period.
In these cases, the only way to get inside is to be in the right place at the right time a couple of times a year.
We aren’t here to tell you that expiring offers are inherently bad – we use them strategically inside our own programs all the time.
But we DO want you to know that open/close cart expiring offers are NOT the only way to create urgency.
❌ Only launching a few times a year with “live rounds” or “cohorts” does not allow people to join at the best time for them.
Imagine for a moment you are a client in a program that runs in a “live round” style.
This program starts in July and you are progressing through the material with a group of fellow students.
If you had been in charge of when you got to go through this program, July wouldn’t have been your first choice.
You’re going on vacation with your friends, the kids are home from school and you also have a root canal at the end of the month.
But you signed up anyway, because you really want the results and the program seems like a great fit for you.
You knew if you didn’t join now, you’d have to wait 6 months or more for the next round – so you said “yes” and joined.
Even though you’re super busy in July, you’re thinking that if you “just work hard enough” or “want it badly enough”, you’ll find a way to get it all done.
But life happens.
July passes in a flurry – suddenly it’s August 1, and you haven’t even found your password to log in to the program material.
Now you feel totally behind, like you’ve been left in the dust by the rising stars in your “cohort”.
You feel there’s no way you can get back on track.
The worst part about this: when it happens to our clients, they blame themselves.
They think they aren’t good enough for the result, just as they suspected or feared.
Ultimately, all of this is one big recipe for your clients quitting on you.
Now imagine the alternative: a group where new people are joining ALL THE TIME - and you can “start fresh” with some new friends any day of the week. No feeling behind, no rushing… sounds good right?
❌ Timing will always be an objection with just a couple “live rounds” a year
We completely understand why it’s tempting to hop on the “cohort” bandwagon when it comes to your program.
When a program is unavailable most of the year, the hope is that your clients will find your program inherently more valuable when it is available.
The problem is that this doesn’t really work out in real life.
The timing will never be just right for every single person who wants to enroll in your program.
If your program is only available a few times a year, timing will be a constant objection.
❌ You are literally turning clients away (and giving them to someone else)
It’s true that some clients will patiently wait around for your program to open up in a few months.
There are definitely some buyers out there who will put your next launch on the