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Guest post by: Milana Leshinsky Become an Author

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The first step in your product "funnel" should NEVER be coaching. You want people to *ask* you for coaching. That's how you will never get any objections to your fees and can comfortably choose your ideal clients.

What should your first step be?

- an e-book
- an audio program
- a membership site
- a teleseminar
...or any other product that creates the need for coaching and implementation support.

Here's an *advanced* tip:

Each of your products has to teach one of the steps in your coaching process. For example, one of the steps in my coaching process is residual income. I teach my clients how to generate residual revenue with their expertise.

So, I developed a product called "Membership Web Site Secrets." It tells you everything you need to know about starting a membership-based coaching web site. Even though it's packed with my best tips and information on this topic, I still have people who ask for coaching support and individual strategy development for their business.

If I tried to sell membership site coaching, people wouldn't get it! They would have no idea what I am talking about. But, because these customers have already been exposed to my product, they come pre-sold on my coaching services. I don't have to convince them that I am the best person to support them in this area.

So let me ask you a couple of questions:

- What are the steps in your coaching process?
- Do you have a "mini-product" that *teachers* each step?
- Do you let customers know that they can get further support?

Selling coaching is much harder when you lead with it. Lead with a product, create a need for coaching, and you will see a huge difference in how many clients come to you!

Warmly,

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