Montana H Why Some Clients Stay “On the Fence”
If you run a coaching business, you’ve probably met them: the small business owners who want help but hesitate to commit. They see the value of coaching, but questions about cost, time, or results keep them undecided.
Here’s the good news: these aren’t lost opportunities, they’re opportunities waiting for the right approach. In this guide, we’ll explore practical strategies for engaging coaching clients who are hesitant, so you can turn uncertainty into long-term trust.
1. Listen More Than You Pitch
Undecided clients often need clarity more than they need convincing. Ask open questions like:
- “What would make coaching feel worthwhile to you right now?”
- “Which business challenges are keeping you up at night?”
By listening first, you position yourself as a problem-solver, not just another coach trying to sell a package.
2. Use Stories to Show Transformation
People don’t buy coaching sessions. They buy outcomes. Share stories that highlight the before and after of your clients’ journeys.
For example:
- “One client cut her workweek from 70 hours to 45 by improving her delegation skills.”
- “Another scaled revenue 30% after we built a clear 90-day roadmap.”
Storytelling makes results feel tangible and relatable.
Want more transformation examples? Check out our Small Business Coach Training programs.
3. Create a Low-Risk First Step
For hesitant clients, big commitments feel risky. Instead, offer:
- A free discovery call
- A one-off workshop
- A short “starter” coaching series
This lets clients experience your style and value before making a long-term decision.
A great option: our Certification Program allows you to build credibility while demonstrating measurable business outcomes to potential clients.
4. Speak in Outcomes, Not Processes
When someone is undecided, talking about “sessions” or “frameworks” won’t spark action. Instead, frame benefits in terms of outcomes:
- “Walk away with a hiring plan that saves you money.”
- “Build a strategy to increase client retention in 90 days.”
Our Effective Business Coaching ICF Course was designed with this philosophy: focusing on outcomes that matter to business owners.
5. Stay Top-of-Mind Without Pressure
Not every undecided client is a “no.” Sometimes it’s just “not yet.” Keep the connection alive by:
- Sending resources that directly address their challenges
- Sharing relevant success stories or industry insights
- Inviting them to webinars or Q&A sessions
To keep your messaging consistent, many coaches rely on guidance from our Mentor Coaching program.
Conclusion: Turning “Maybe” Into “Yes”
Engaging coaching clients who are undecided is all about patience, proof, and positioning. By listening to their hesitations, showing real results, offering small entry points, focusing on outcomes, and staying consistent, you build the trust they need to move forward.
Ready to put this into practice? Start by offering one undecided prospect a free 30-minute strategy call this week, and check our FAQs for answers to the most common client objections.
