Stop Guessing, Start Growing: Mike Manzi’s No-Fluff Sales Blueprint for Coaches

Mike Manzi’s No-Fluff Sales Blueprint for Coaches

In a crowded industry where everyone seems to be shouting online, Mike Manzi has mastered the art of selling without the noise. A seasoned sales executive turned content creator, Mike is the founder of Official Sales Tips, a newsletter boasting over 170,000 subscribers, and a community dedicated to helping founders and sales professionals sell with clarity, close with confidence, and grow with precision.

For fitness coaches, the sales process can often feel overwhelming. How do you get more clients, price your services appropriately, and confidently close sales calls without feeling like a pushy salesperson? Mike’s approach is built for people like you: helpers first, marketers second. His strategies are refreshingly honest and easy to apply, even if you are just starting out.

How to Get More Clients

Growing your client base boils down to three pillars: quantity, quality, and distribution. Whether you are doing outreach via email, social media, or in-person networking, evaluate your efforts through those lenses. Are you reaching out to enough people (quantity)? Are your messages relevant and clear (quality)? Are you showing up in the right places (distribution)?

Rather than trying to do everything and be everywhere, think of yourself as a media channel. Your content is the show. You should not be creating content about your business! Make content about what your ideal clients care about.

For example, if you are a fitness coach, do not flood your feed with your credentials or promotions. Instead, post tips your audience can use that day: quick wins, actionable insights, or top ten lists that offer value immediately. That builds trust and attention.

Once your content has helped your audience, they will see you as an authority in your field. When they are curious about what you do—what your actual business is—all of your content should link back to your website and contact information. Your profile or website can list your credentials, explain what you do, and be your advertising. If your marketing has already helped people and they are convinced you are an authority on the services you provide, they will reach out ready to buy, not debate.

And if you are worried you do not have anything new to say, remember this: People follow people, not just ideas. Your delivery, perspective, and personality are what make it unique. Say the things that matter to you, in your own voice, and people who appreciate that authenticity will follow your content.

How Much Should You Charge?

One of the most paralyzing questions for new coaches is what to charge. The most common advice these days to charge “premium” prices is not necessarily wrong, but it lacks context. Mike recommends starting by getting ultra-clear on your ideal client profile. Who do you want to work with? Who gets the best results from your service? The more specific and niche this description, the better.

From there, either survey your audience and ask what price feels accessible and fair, or simply start with a number that feels appropriate to you and raise your rates gradually as demand increases.

Do not guess. Let data guide your decisions. Are people converting? Are clients sticking around? Are you getting the same number of signups at a higher price point? If so, then the market is supporting your growth.

If prospects tell you your price is too expensive, that objection usually means (1) they do not have the funds but believe your service is valuable, or (2) they have the funds, believe your service might be valuable, but it feels too risky to them to find out.

Your job is not just to adjust price. It is to manage perceived risk. This can be done by adding guarantees, testimonials, case studies, or even structured refund policies. For example, offer a 90-day refund if they attend every session and do not see results. People who actually do the work almost always get the results, so this guarantee does not risk much for your business. The guarantee is really just to get them moving. Most importantly, promotional “deals” should require something in return from the client. If they do not commit to your services, it is not worth offering the discount.

How to Close More Sales Calls (Without Feeling Sleazy)

The final hurdle is the sales call. Mike’s approach is not about pressure. It is about structure and trust. Here is his framework:

Start with positioning. Clearly state who you help and what you do not do. This addresses objections early and builds authority. For instance: “I’m not the cheapest coach. I charge more so I can work with fewer people and give them more attention. That’s how results happen.”

Go emotional. Ask questions like:

• Why is this important to you right now?
• What have you tried before?
• If I can’t help you, what’s next for you?

These questions reveal urgency, emotional drivers, and whether they see you as a real solution for them.

Quantify the problem. Avoid “yes or no” questions. Instead, ask:

• Why do you think you didn’t get lasting results?
• How many times have you quit the gym in the past five years?
• How long have you tried to solve this on your own?”

Let them sell themselves. After presenting your offer, ask: “Is there any reason you wouldn’t move forward?” If they hesitate, you have opened the door for real objections you can address.

If you face the classic stall (“Let me talk to my spouse”) ask: “If your spouse says no, what would you do?” You are helping them reveal their true intention, and prepare for how they will handle the situation.

What If They Ghost You?

Ghosting happens. When it does, Mike’s favorite follow-up message is disarming, direct, and respectful:

“Hey, sounds like we were moving too fast. No hard feelings at all! I’m still a fan of what you’re doing. Wishing you the best.”

It is non-needy, maintains status, and often earns a reply—whether it is an apology, a genuine excuse, or even a rekindled deal.

Lead With Confidence, Not Desperation

Mike Manzi’s sales advice is not rooted in gimmicks or hype. It showcases clarity, consistency, and confidence. Show up where your clients are. Say what you believe in your voice. Charge according to value, not insecurity. And structure your sales calls to build trust, not tension.

Coaching is a relationship business. The best relationships start with honest, helpful communication. That is the foundation Mike has used to grow his platform, and it is the one you can use, too.

This material was recently covered in the Business of Coaching Workshop, a series designed to help coaches grow their businesses by mastering key principles like trust, pricing, and delivering value. Each session dives into actionable strategies to build better client relationships and drive success. Want to take your coaching practice to the next level? Join us for the next workshop—it’s free.