How to close 80% of coaching leads

Author

Kavit Haria
December 17, 2024

Hey there,

90% of your potential clients won't say yes the first time you talk to them.

In fact, data shows that 80% of sales happen between the 5th and 12th contact. 

But most coaches give up after just 2 attempts.

That means you're leaving money on the table. A lot of it.

Today, I'm sharing my exact follow-up system. 

The one that's helped me and my clients consistently close high-ticket coaching packages - without feeling pushy or desperate.

1. The Golden Hour Rule

The first 60 minutes after any interaction are crucial. Here's what to do:

  • After a discovery call: Send a personalized video recap

  • After a DM conversation: Share a relevant resource

  • After a workshop: Send implementation prompts

Don't just say “thanks for chatting” - give them something valuable that moves them forward.

2. The 30-Day Nurture Sequence

Here's the exact timeline I use after a discovery call:

  • Day 1: Video recap + next steps 

  • Day 3: Check-in on their biggest challenge 

  • Day 7: Share a relevant case study

  • Day 14: Send useful resource/template 

  • Day 21: Share industry insight 

  • Day 30: “Just checking in” + value-add

Pro tip: Write these emails in advance and save them as templates. Personalize before sending.

3. The Content Triple-Touch

When someone engages with your content:

  1. Reply to their comment with a question

  2. DM them a relevant resource

  3. Add them to your “warm leads” list for regular check-ins

This works because you're adding value at each touch point, not just selling.

4. The “No Pressure” Close

Instead of “following up on our call,” try this:

“Hey [Name], I was just working with a client on [specific challenge they mentioned], and it reminded me of our conversation. We used [specific technique] to [get result]. Thought this might be helpful for you too. How's everything going?”

5. The Relationship Database

Create a simple spreadsheet with these columns:

  • Name

  • Main Goal

  • Biggest Challenge

  • Last Contact Date

  • Next Follow-Up Date

  • Notes from Conversations

  • Content They Engage With

Review this weekly. Set reminders for follow-ups.

6. The Long Game Strategy

Some of your best clients will take months to close — even years. 

Here's how to stay top of mind:

  • Add them to your email list

  • Tag them in relevant content

  • Share their content

  • Send industry updates

  • Make introductions they'd value

Remember: You're not pestering them - you're being professionally persistent.

Your 7-Day Follow-Up Challenge

  1. Create your relationship database

  2. Write your 30-day email templates

  3. Set up a follow-up schedule

  4. Record video recaps for recent calls

  5. Reach out to 3 “cold” leads with value

  6. Share one case study with past prospects

  7. Set up a system to track all touch-points

The coaches who succeed aren't always the most talented - they're the most consistent with follow-up.

This week, pick ONE lead who's gone cold. Reach out with value, not pressure. You might be surprised at the response.

Let me know how it goes.

- Kavit

P.S. Here are a few more ways I can help you right now… 

→ Launch and grow a profitable 6-, 7- or 8-figure coaching business

→ Turn coaching into a productised, systemised business

→ Build a “coaching flywheel” to attract clients magnetically

→ Launch & scale a membership community of your dream clients

→ And lots more…