Overcoming the Trust Deficit

"I’ve Been Burned By Coaching Programs Before."

If you're a coach or a sales rep, you’ve heard it before: your prospects have paid lots of money for bad fulfillment.?

Let's face it – there’s not a whole lot of trust out there. In fact, a colleague of mine recently attended a presentation where they called it a “Trust Recession.” And if you ask me, they nailed it.

With so many coaches entering the marketplace and making big promises but falling short on delivery, it's no wonder prospects are becoming more and more skeptical. Clients are tired of shelling out thousands of dollars only to be left disappointed. But here's the thing: you have the power to turn this around. By focusing on delivering exceptional value and building genuine relationships, you can overcome this crisis of trust and make a real difference in your clients' lives.

Over-Deliver Like It's Your Job:

If you want to combat the trust recession, you need to make over-delivering your top priority. One of the best ways to do this is through in-person events and, to a slightly lesser extent, online events. When prospects see you in action, sharing your expertise and providing immediate value, it's a game-changer. Imagine the impact you can have when attendees walk away from your event feeling energized and equipped with actionable insights. That's how you build trust and credibility, my friend.

Give Them Nuggets They Can Use:

In a world where trust is hard to come by, you need to make sure your events are packed with practical, implementable strategies. Don't hold back – share those golden nuggets of wisdom that your participants can put into action right away. When you show your clients that you're genuinely committed to their success and can help them achieve quick wins, you demonstrate your value and expertise in a powerful way.

The Ascension Model Is Your Friend:

Another smart strategy for building trust is the ascension model of selling. Start by offering lower-priced items or services, giving prospects a taste of what you bring to the table without asking for a huge financial commitment upfront. As they begin to trust you more, you can introduce mid-range offerings and, eventually, your high-end mastermind programs. And guess what? Events play a key role here too. They give you the perfect opportunity to upsell attendees based on their current level of engagement and trust. I've had first-hand experience selling for a client using this model, moving $1000 course clients to $12,000 coaching clients and $12,000 coaching clients to $60,000 mastermind investors.

Leverage the Power of Third-Party Validation:

In addition to delivering value directly, you can build trust by tapping into the power of third-party validation. One awesome way to do this is by appearing as a guest on popular podcasts in your niche. When you share your knowledge and insights with a wider audience, you get to tap into the trust and credibility that the podcast host has already established. Not only does this help you reach more people, but it also serves as a powerful endorsement. It's like having someone vouch for you, helping to ease the trust recession and attract clients who are more likely to see you as the real deal.

Testimonials and Social Proof Are Still Your Friends:

And while you may hear some skepticism about ‘made up endorsements’, the power of testimonials and social proof is still strong. Share those success stories of your past clients and highlight the incredible transformations they've experienced through your programs. Encourage your raving fans to share their experiences through video testimonials, case studies, and social media posts. There's nothing quite like authentic, heartfelt endorsements to help overcome skepticism and show prospects that you're the real deal.

Deliver More and Be the Last One Standing

Listen up– the trust recession is real, but you can absolutely overcome it. By focusing on delivering exceptional value, providing actionable insights, leveraging the ascension model, tapping into third-party validation, and showcasing testimonials, you can navigate this challenging landscape and establish yourself as the go-to expert your clients need. When you consistently demonstrate your ability to drive results and exceed expectations, you'll build those long-lasting relationships founded on trust and shared success. So get out there and show the world what you're made of!