There’s one common problem that many coaches and consultants struggle with — they don’t like to sell.

I totally get it! It can feel a little arrogant and boastful to claim that YOU (well, technically your services) are the solutions to all your client’s problems.

My friend, sales and mindset coach and host of the 150K podcast, Joe Graham, is familiar with this quandary! He’s helped thousands of coaches and business owners reach 6–7 figures and beyond without pushing sales.

So, how does he do it?

It’s simple, really. Joe uses a customer-focused approach. He talks to his clients, finds out what their issues are, and determines if he can solve their problem or not.

That almost sounds too easy, right? But when you hear Joe out, his tactics make perfect sense.

Joe says that coaches often work from the mindset that the courses and services they offer are the solution to every entrepreneur’s problem, so they’re constantly pitching their services to every new prospect. But there’s no one-size-fits-all solution to every problem, so sales inevitably stall.

That’s why Joe’s customer-focused approach works so well. He is 100% focused on his customers and what he can do for them. Rather than pushing the hard sell, Joe takes the time to listen to his customers and understand their problems. If he can’t help them, he tries to refer them to someone that can.

He’s not giving business away — he’s opening the door to referrals of his own. When he refers potential clients to a colleague whose services are a better fit, he knows that his colleague is likely to return the favor. And we all know that word of mouth advertising is the best marketing your money can’t buy!

Joe reminds us that customers ultimately want a fair value and a person they can trust. If you can prove that you have their best interest at heart, and can provide a real solution to their problems, you’ll never have to pitch your services or push for sales again. Your work and your ethics will speak for themselves.

Listen to this episode of Building Your Empire with SophieZo to hear more about making the leap to the next level without using pushy sales tactics, then check out the 150K Podcast at to learn more about Joe Graham and his customer-focused sales system.