Want to boost your sales?

Your sales aren’t working because you're not removing the risk of buying from your client

When sales aren’t flowing the way you expect, you’re probably met with a chorus of advice. You’ve likely heard it all:

1. Your audience isn’t right – They say you’re pitching to the wrong people.
2. Your pricing is off – It’s either too high and intimidating, or too low and undermining your value.
3. Your marketing isn’t clear enough – The message is getting lost, or your branding isn’t pulling people in.
4. You’re not active enough online – You need to show up daily, across all platforms.
5. Your offer isn’t good enough – It’s just not irresistible, and people aren’t biting.

All of these reasons can hold some truth. But even if you get every one of these elements "right," you could still struggle to close sales. Why? Because all the risk of buying from you is currently sitting on your client’s shoulders.

Why all the risk is on your client

When someone considers buying from you, they’re asking themselves, "Is this really worth it?" It’s not just about money; it’s about what they stand to lose if things don’t go as planned—time, energy, or the opportunity for a better solution elsewhere. And when the stakes feel high for them, hesitation follows.

In that hesitation, the sale dies.

This is where so many service providers get stuck: the client feels like they’re carrying all the risk of the decision. They’re gambling on the hope that you’ll deliver what you promised.

Lighten the load and up the rewards

So, what’s the solution? You need to flip the dynamic and lighten the load for them. Take some of that risk off their shoulders, and shift the balance so that the reward feels bigger than the risk.

Yesterday kicked off the founder's intake of The Client Flood Formula. During the intake call, we talked about factors we need to take into account while creating a signature offer that will make selling it easier.

Without a doubt, one of the biggest concerns to consider is how much risk your potential client feels they're having to shoulder if they say "yes" to working with you.

The time to make the risk : reward ratio work for you is during the creation of your offer.

There's a lot of ways to do this and here's just three that we spoke about yesterday:

1. Money-back guarantees – This is one of the biggest ways to take on risk yourself. When you offer a guarantee, you’re telling your client, “I believe in my service so much that I’m willing to absorb the risk. If you’re not happy, I’ll take the loss, not you.”
2. Clear, measurable outcomes – Be specific about the results they can expect. Uncertainty is a red flag for risk. When you offer a clear picture of what success looks like, they’ll feel more confident the investment is worth it.
3. Trial runs or low-barrier offers – Sometimes clients need to test the waters before diving in. Offering a free trial or a smaller, lower-risk service option lets them experience working with you before they fully commit.

By removing the risk and focusing on increasing the potential reward, you make it easier for clients to say yes. You’re showing them that they have less to lose and much more to gain.

The secret to making more sales might not be a flashier offer or more posts on social media—it’s removing the risk, and letting your clients feel safe and secure in their decision to work with you.

#ceomindset #clientfloodformula #coachforcoaches