How to Make Your First $100,000 As a Nutrition Coach

Want to Make More Money as a Nutrition Coach? Start Here.

If you want to grow your nutrition coaching business, there’s one strategy you need to master: sales.

Once you’ve got this down, you’ll start attracting better clients: ones who get results, are easier to work with, and will happily pay $500+ per month.

If you’re thinking, “That sounds great, but no one would ever pay me that much,” stick around. I’m going to show you exactly how to make it happen.

After working with hundreds of coaches, I’ve noticed the ones who get comfortable with sales not only help their clients more, but they earn more too.

Let’s dive in.

Work With More Clients (Or Just Charge More)

Working with more clients increases revenue.

10 clients at $150/month = $1,500/month
20 clients at the same rate = $3,000/month

But instead of doubling your workload, there’s a better way: charge more.

Here’s the truth: someone with less experience than you is charging 10x more because they’ve mastered one thing you haven’t: sales calls.

Why Sales Calls Matter

You might hear them called strategy calls or discovery calls. It’s just a conversation with someone already interested in coaching.

Your job is simple: understand what they want, show them how your coaching gets them there, and invite them to work with you.

Think of it like this:

• You’ll buy $100 shoes online without thinking twice.

• A $1,000 bike? You’ll read reviews first.

• A $10,000 car? You need a test drive and a real conversation.

Higher-ticket coaching isn’t different; people want to talk to you first.

Step 1: Collect Info Before the Call

Start with an application. Get basic contact info, but more importantly:

• What do they want to achieve?

• Why is it important to them?

Most people don’t want to buy coaching, they want to fix a problem. If you know the problem and why it matters, you’re not selling. You’re offering a solution.

Asking them to complete something before the call, like an application, short video, etc., builds authority and filters out those who aren’t serious.

Step 2: Get on Zoom and Be Confident

Use video, it builds trust.

Go into the call confident (not cocky). You’re here to help. If they’re a good fit, they’d be lucky to work with you.

Step 3: Pre-Frame the Call

Start strong. After some small talk, say:

“Alright [Name], here’s what we’ll do today.
We’ll go over what you shared in your application: what you want, what you’ve tried, and what’s getting in the way.
If I think I can help, I’ll walk you through what coaching with me would look like. Sound good?”

This sets structure and keeps the call focused (and under 30 minutes).

 Want to Learn More?

Step 4: Let Them Talk

Now they talk. You listen.

Let them explain their goal, what they’ve tried, and what hasn’t worked. This builds trust and gives you marketing gold. Use their exact words in your content.

Once they’re done, say something like:

“Based on what you’ve told me, here’s what I’d suggest…”

You don’t need to give them the whole game plan, just show them you know the path forward.

Step 5: Invite Them to Work With You

If they’re a good fit, make the offer:

“Based on everything you’ve said, I think you’d be a great fit for my coaching. Want to hear what that would look like?”

Now explain how your coaching helps them get the result they want. Tie everything back to their goal.

Then bring up pricing, but frame it as an investment. Ask:

“What have you gathered about the investment in my coaching?”

If they’re unsure, explain what’s included, then share the price.

Step 6: Handle Objections

Expect pushback like:

• “This is expensive.”

• “I want to think about it.”

• “I need to talk to my partner.”

Handle it calmly by bringing the conversation back to their goal:

“If you could solve this in 90 days, what would that be worth to you?”

The answer is almost always: more than what it costs.

Step 7: Get a Yes or Set a Deadline

If they’re not a “yes” on the call, don’t leave it open-ended.

“I totally understand you want to think about it. Here’s what I’ll do: I’ll hold your spot until Thursday. After that, I’ll need a yes or no. Sound fair?”

Don’t live in “maybe.” Get clarity and move forward.

If You Want to Charge More, Get Better at Sales

If you want to charge more for your nutrition coaching service, you need to get better at sales.

After training hundreds of coaches, it’s clear that the ones who feel confident on sales calls earn more, work with better-fit clients, and get better results.

So start treating sales as a skill worth mastering, not something to avoid. Perfect your strategy, practice often, and remember that sales isn’t about being pushy. It’s about clearly showing how you can help someone solve a problem they care about.

Once you get comfortable with this process, raising your rates and filling your roster won’t feel so out of reach.