Last month we talked about The Turn, that moment in a reconnection or connection call where you shift from surface-level small talk into something deeper.
You got curious.
You listened for the real story.
You asked a bold question.
Now here you are.
They’re reflecting.
They’re vulnerable.
You’re at the edge of the offer.
And then what?
The Second Turn Is Where Most Coaches Freeze
They’ve spotted the opportunity but instead of making an offer, they say:
“Let me know if I can support you.”
“I’d love to stay in touch.”
Or worse: nothing.
Here’s the truth: most coaches don’t have a client problem, they have an offer problem.
Why You’re Not Making the Offer (Even When You Should)
Let’s name the real reasons:
You don’t want to seem pushy
You’re afraid they’ll say no
You think they can’t afford it
You feel like you need more “permission”
You’re unsure what to say without sounding like a salesperson
Sound familiar?
None of that makes you wrong.
It makes you human.
But it also makes you stuck.
And your stuckness is keeping someone else from getting the coaching they need.
What to Say Instead
If the door is open, walk through it.
Try this:
“You mentioned [reflection]. That’s something I work with clients on all the time, and I’d love to offer you a full coaching experience around it. Would you be open to that?”
Or:
“You don’t have to figure this out alone. Would it support you to spend an hour together where we go deeper on this and see what clarity you gain?”
Or even:
“I know this was just a catch-up, but what you shared hit home, and I think there’s real value in unpacking it further. Would that be helpful?”
This is not sales.
This is service.
When They Say Yes: Be Ready
If they say yes (and many will), you need to be ready to lead.
Not pitch, coach.
Schedule the call right away
Set the container: “This will be a full coaching session, no charge, no pressure, just real coaching”
Coach powerfully and stay unattached.
At the end, reflect: “What was most valuable here?”
Then: “Would you like support in continuing this work?”
That’s how clients are created, from service, not strategy.
When They Say No or Not Now
Don’t make it mean anything.
You’re still a professional.
You planted a seed.
You showed up in service.
That energy returns, even if it’s not immediate.
With you,
Gretchen
This Month’s Coaching Exercise
Go back to your list from last month. Who said something meaningful?
Reach out and offer the experience.
Lead the session like the pro you are.
Make The Second Turn.
Coaches create clients through conversation but only if they’re bold enough to lead.
You don’t need a pitch deck.
You don’t need the perfect words.
You just need to trust what you already know:
Your coaching is powerful. Your offer is a gift. And people need what you bring.
ACT on it.
