Last week, I hosted a virtual client retreat.
It was one of those sessions where the energy was high and ideas were flowing.
Then one of my clients raised his hand for some coaching.
He said, “I have a client coming up for renewal, and I’m stuck. I can’t seem to figure out how to package this next phase.”
He started listing questions:
- How should I present it?
- What should the structure look like?
- Payment Plans?
What came up next had nothing to do with the structure, the price, or the packaging.
It was this: he needed the cash.
And because he needed the cash, fear had quietly taken the wheel.
That’s the part we don’t always like to admit out loud.
The part where the coaching business, consulting work, or service-based brand we built to create freedom suddenly feels like it’s running us instead of the other way around.
When your nervous system is in “I need this sale” mode, you stop thinking clearly.
You zoom in on all the details, as if finding the right name for the offer or the right payment plan will erase the discomfort of uncertainty.
But that never works.
When you’re trying to fix a money worry by perfecting your offer, it’s like rearranging the furniture in a house that’s on fire.
It gives you the illusion of control but doesn’t change what’s really happening.
The truth is: We’ve all been there.
You open a Google doc, start writing the outline for your offer, and suddenly you’re spiraling:
“What if it’s too expensive?”
“What if they say no?”
“Should I make it six months instead of twelve?”
“Do I need to add another bonus?”
Hours go by and you have 14 versions of the same offer in slightly different configurations.
Each one just a tiny tweak away from “finally perfect.”
But “perfect” never comes.
So what should you do if you’re ever stuck in analysis paralysis?
Zoom out.
Forget the structure for a moment. Forget the pricing, forget the plan.
I asked my client the same thing, and said “Let’s go back to the core of this. What does your client actually want to create in the next year?”
He paused.
Then he said, “They want to scale their business without working weekends. They want to feel proud of the systems they’ve built instead of ashamed of the chaos.”
There it was. The truth. The actual result the client cared about.
So I asked, “Okay, and how can you help them get there? What would it look like to walk alongside them for that transformation?”
Suddenly, everything softened. His voice changed. His shoulders dropped. The overthinking melted.
Because when you drop back into service, into helping someone create what they deeply want, the offer stops being a sales problem.
It becomes a bridge.
Once he anchored back into the outcome and how he could help, the offer practically wrote itself.
It wasn’t fancy. There was no 10-page proposal or perfectly branded pitch deck.
He simply reached out, had one grounded conversation, spoke from clarity instead of pressure, and within a few hours, his client said yes!
They even paid in full before the renewal date in January.
All without tweaking a single font, headline, or payment plan.
When you lead from service instead of scarcity, your energy changes.
You’re no longer trying to convince someone. You’re standing for them.
You’re holding a vision of what’s possible, and inviting them into it.
That energy is magnetic. Clients feel it.
It’s what creates trust.
When you stop chasing the sale and start standing for the client’s transformation, the sale becomes inevitable.
When you get overwhelmed, get curious.
- What’s the ACTUAL transformation my client wants?
- What’s the path I can walk with them to get there?
- What kind of support do they need from me to make that possible?
That’s your offer.
And the funny thing? When you create from that place, rooted in service, not scarcity… the details fall into place easily. 😉
P.S. How do you find your potential clients, and more importantly… how do you build the level of connection and trust that your clients resonate with?
By having your very own Facebook group!
I’m hosting my Engage Your Group training series on Tuesday, and would love to see you there.
