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The Crucial Role You Play in Your Client’s Life

When you sell, there are two things going on simultaneously. There’s the value your client is getting because you’re helping them solve a problem and there’s what you’re getting: compensation, recognition, accolades, and revenue.

You willingly offer your products, services, and expertise to solve your client’s problems and help them achieve their goals. Your clients willingly offer you compensation so you will help them get what they want. You’re giving them something and, in exchange, they are giving something to you.

However, it gets messy if the sale defines who you are and who you are not. There’s nothing wrong with having an investment in making the sale. It’s normal; and who doesn’t want to make money, increase market share, or serve more clients?

But when you get attached and create a personalized investment in the sale, that’s when you might start selling from fear.

It’s one thing to want to succeed and another to bind your identity and worth to your success.

 When you define who you are by how much you sell, you attribute more significance and value to the sale than to yourself. You start to matter less than your sales record. And then what do you do? You seek to feel better about your self-worth by falling back into hustling and earning your way, aka selling from fear.

A subtle way selling from fear appears is when we take responsibility or claim fame for the results our clients receive.  When selling from love you must realize that you are not the person making the transformation happen. Your client is responsible for that. When you place yourself as the star of your client’s transformation, that is selling from fear.

Selling from fear focuses on you being the hero who came to save your client from the problems and hardships they are experiencing. When selling from love, it’s not for you to save the day; it’s your client. Your client is the hero and star of their own story. They make the decision to change, they take the necessary actions, they ultimately benefit from the changes they choose to make.

You’ll notice fear emerge in your client’s transformation when your identity, worth, and value are invested in the outcomes your client achieves as a result of working with you. In other words, in some way, you’ve tied your worth and value to the results your clients get.

For example, a financial adviser prepares a financial plan that their client follows to a T. By the end of the year, they are debt-free and have three months’ worth of salary saved in their bank account. Now if the financial adviser believed that he was the one that did that, that would be selling from fear. The financial plan and the guidance he provided facilitated the change for this client. But really, it was the client who managed the cash flow, said no to frivolous spending, and said yes to putting money away towards an emergency fund. The client is the hero, not the financial adviser. The adviser played an important role—it was through his advice, guidance, and expertise that his client was able to achieve their goals. He acted as the facilitator and his clients delivered on the transformation.

To sell from love your role is to facilitate change, but your role is not to make the change for your clients. You are walking alongside them, guiding, championing, and coaching them all the way through. You do play an important role in your client’s transformation. You, through your product, service, and expertise act as the facilitator of their transformation.

When we stop making ourselves the do-er, owner and star of our client’s outcomes and results it takes the pressure off. This pressure only cripples us from moving forward, putting ourselves out there, inviting clients to work with us, because we’ve taken on too much responsibility, attached our identity to our sales results, and measure our self worth to the outcomes our clients achieve. It’s a subtle, easily undetectable shift that occurs. We go from being service-oriented to self-serving, from selling from love to selling from fear.

Your client needs you to provide a way for them to get what they most want. Using your offer, you guide them towards the transformation they are seeking. Holding yourself as a facilitator takes the responsibility away from you making the transformation for your client. This lessens the chance of selling from fear to show up because the burden to make something happen falls on your client’s shoulders and not yours.

There’s a lightness in knowing you are guiding and providing your client with a way to solve their problems, achieve their goals, honor their values, and fulfill their dreams, without feeling the need to do all the work to make the change happen for them – that is their job.

Now it’s over to you.

What is your experience of selling? Where do you get stuck?

Drop me a line at to let me know.

Have you heard?  Sell From Love Academy is HERE!

  • Do you want to get clients, but you don’t know how to sell yourself and your work?
  • Do you want to grow your business, but you’re not connecting with your ideal clients or closing the sales you need to generate the revenue you want?
  • Do you want learn how to build your reputation, attract clients and ask for referrals, in a way that honours your personality and upholds your integrity?

Then you need to check out Sell From Love Academy.  

Right now you can take advantage of the Founding Member Package. Check it out all the details here.

In this 7-week online program you will learn how to focus on integrity, courage, and love to:

  • Use your unique gifts, talents, and expertise to build a business you love.
  • Navigate confidently through selling fears, uncertainties, and doubt.
  • Attract clients magnetically, promote with integrity and sell with ease.
  • Close sales naturally and find more purpose and meaning in your work.

Are you ready? Learn more here.

I’d love to have you join me.

With love,


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Sell From Love Academy

For Coaches, Consultants and Advisors.

A new way to sell with ease, grace and integrity for a profitable business you and your clients will love.

Identify your Sales Gap

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Module 07Design a Marketing Strategy that Feels Good

The goal of this module is to make your Brilliant Difference and Most Important Thing Offer – VISIBLE.

There’s a saying, build it and they will come. We wish that it worked this way, rather fear does; because then we wouldn’t have to put our selves out there, up for judgement and rejection. Sharing your work, your services and expertise can be scary. But when we come from a place of love, as author Susan Jeffers says we “feel the fear and do it anyway.”

That is how we sell from love. We acknowledge fears presence and at the same time we take action that is aligned to our deepest desire and highest potential and possibility.

In this module we talk about the journey of making you and your offer visible to your clients and the milestones along the way, that will ultimately get you both to a place of saying YES, to working with each other.

Visibility is an option you decide on. My hope after this module is that you make a decision to be visible, in a way that feels good to you and is on the edge of your comfort zone. We need more of you, your Brilliant Difference and your work out in the world. Let’s help your ideal clients find you by showing them where you are.

In this Module you will:

Module 06Craft a Compelling Offer

The goal of this module is to clarify and confirm your most important thing – your offer.  In essence, it is what are you selling that you will use to serve your clients with and help facilitate the transformations they are seeking.

There are two important parts of the offer conversation we need to highlight here –

  • What are you offering to your clients – what are they getting?
  • What your clients are offering to you – what you are receiving for extending that offer?

Fear as a tendency to get in the way when we get to this part of the selling process.  But, not anymore, because you’re seeing that your offer is not about you, it’s about your clients and what they will get as a result of working with you.

In this Module you will:

Module 05Define Your Clients’ Transaction to Transformation Story

The goal of this module is to help you identify what is really happening when you sell. There’s the thing you are selling, and then there’s the thing your client is buying. What are the differences? And how do you not let selling from fear interfere and water down your transformation to a transaction.

At every stage of selling, fear has an opportunity to enter, this is even more prevalent when we are engaging and enrolling a client into our offers. This module is all about getting you aligned to what you are really selling – a transformation and giving you the tools to communicate that to your clients. This way you and your client are on the same page with what you are selling and what they are buying.

In this Module you will:

Module 04Discover Your Essential Client Conversation Skills

The goal of this module is to help you learn and understand how to create an environment that facilitates trust, connection, and confidence with your clients.  You play a critical role in making this happen for yourself and your clients, so fear does not get in the way of your intentions and impact.  In this module you’ll learn how to create a safe space for your clients that help them choose you as their trusted adviser.  You’ll also walk away with the most important conversation skills you need to that will help you do that.

In this Module you will:

Module 03Use Love as a Sales Strategy

The goal of this module is to help you move from your comfort zone and into your courage zone with love. Selling is filled with opportunities for fear to poke its head up inevitably holding you back from sharing your work and making the impact you know you are here to make. This is why we need to acknowledge that fear will be there, especially in times when you’re doing something you’ve never done before or reaching for goals you’ve never set out to accomplish before. This module is all about equipping you with the right tools to move forward with confidence, elegance, and ease.

In this Module you will:

Module 02Claim Your Brilliant Difference

The goal of this module is to help you discover and name your Brilliant Difference. This uniqueness you bring is here to add value and make change in the world. It’s here to make the word a better place. Focusing on who you are and finding the words to articulate your Brilliant Difference is fundamental to loving yourself, the first pillar to sell from love.
In this Module you will:

Module 01Unlock the Power of Love

The goal of this module is to increase awareness of when you are selling from love vs. fear and how embracing a new definition of selling will help you move closer to love.  Plus, you’ll learn all about how to manage the fears you face every time you market yourself and your business, make offers to sell your products and services, start on a new project or business idea.

In this Module you will: