Selling Your Heart-Centered Service

We interviewed Conor Healy from Connekt Coaching to find out how heart-centered business owners can sell in a way that feels natural and genuine. Below, he shares his top tips for building authentic, long-lasting client relationships.

1. What is the number one issue you see with Natural Therapy Practitioners when they approach the sales and marketing of their services?

• The number one issue I see is that most Natural Therapy Practitioners have a deep calling to help — but they struggle to articulate their value in a way that truly connects with the people who need them most.
  
  
• Many avoid "sales" because it feels pushy or inauthentic. But sales, when done right, is just a powerful, heart-centered conversation that helps people say yes to the support they’ve been searching for.
  
  

2. What are 3 helpful tips you teach in your training to increase bookings for your natural therapies business?

1. Sell the transformation, not the session – People don’t buy reiki or coaching or kinesiology — they buy the result. They want clarity, calm, energy, connection. When you learn to speak to the deeper outcome, you’ll attract more aligned clients.
   
   
2. Use conversational sales frameworks – No scripts, just real conversations that guide people through decision-making with empathy and clarity. I teach The Forever Client Matrix™ that feels natural and human, not forced.
   
   
3. Follow-up with purpose – Most bookings are lost because of inconsistent or timid follow-up. I teach you how to follow up in a way that feels respectful and confident — not needy or awkward.
   
   

3. In a world where we are so overwhelmed with information and stimulation, the power of our marketing and sales has even more to cut through. What is the best approach to do this? Is it about solving problems and answering questions in the way you share what you’re selling?

Absolutely — and more than that, it’s about emotionally connecting. You have to show people you understand not just their problem, but the emotional cost of staying stuck. When you can verbalise the prospects problem better than them, you will create immediate trust which is needed as we are selling a high-ticket service.

When your marketing and sales show people a path to hope, freedom, peace or whatever it is they’re yearning for — you don’t have to shout to be heard. You become magnetic.

Consumer trust is at an all-time low (unfortunately), so marketing needs to be authentic and unfiltered, coupled with a lot of success stories from real clients (video is more effective than written).

4. How important is mindset in this industry? Do you have any personal rituals you adhere to in order to maintain your healthy mindset?

Mindset is everything. The way you see yourself, the way you value your work, and the energy you bring into a sales conversation can determine whether a client signs up or not.  One of my favourite quotes is from Abraham Lincoln “If you give me 6 hours to cut down a tree, I’ll spend the first 4 hours sharpening my axe”.  Sales is exactly the same; so many entrepreneurs and small business owners who are exceptionally gifted therapists approach sales and business growth with a blunt axe.

Even after 21 years I still have mindset rituals. The most important one is being in the ‘flow state’. This is a process that takes 10 seconds, and when I’m in it, I project an energy that others want to tap into. I am also very big on breathing and when I need to I do breathing exercises in the morning to ensure I am emotionally balances and can tap into ‘energy’ which is what need to give to our prospects and clients.

5. Explain what your ‘people-centered’ selling style is?

People-centered selling is about service first, sales second. It’s about connection, not selling. When you lead with presence, curiosity and care, you stop trying to "get" a sale — and instead you help a person make a decision that’s good for them.

In my early days of selling, when I would have a period of 2-4 weeks where I was not very successful, I would always talk with my wife and she would ask 1 question…

“Are you helping or are you selling”, and literally the very next interaction, my energy would be different, my mindset was different and I was able to form a deep emotional bond with the prospect, they would be inspired to buy and my sales went through the roof…all whilst not sounding salesy.

The result of this that we create ‘Forever Clients’ which means higher conversions in less time, deeper client relationships and a business built on integrity and trust.

6. What could an IICT Natural Therapy Practitioner expect to learn during the Connekt + Convert training?

They’ll learn how to sell their services in a way that feels aligned, powerful, and natural. No scripts. No cheesy tactics. Just a repeatable, heart-centered process to increase conversions — whether they’re in a DM, on Zoom, or chatting after a workshop.

We have a sales system called ‘The Forever Client Matrix™’.
This will leave them knowing:

• How to speak directly to the emotional needs of their ideal client
• How to handle ALL objections with confidence without pressure
• How to convert sales with ease and certainty
• How to know exactly where you are in the sales process
• How to turn one-off clients into loyal, long-term fans (Forever Clients)

Connekt + Convert is designed to empower natural therapists to get paid well for the incredible healing they bring into the world — without compromising who they are.

Connekt + Converts next Workshop: June 19 & 20 (9am – 6pm) - See full details

Instagram: @conor_healy_connekt

Website: Connekt Coaching

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Article written by: Kate Vandermeer, IICT

About the Author:

Kate Vandermeer, IICT's Head of Content and Social Media, brings a unique blend of experience in fashion blogging, trend forecasting, marketing, and holistic wellness. She has led women's moon ceremonies and youth empowerment programs, and now channels her expertise into creating purposeful and engaging content for the IICT community. With qualifications in Reiki, Aromatherapy, Crystal Healing, Mindfulness, Teacher Training, Kids Yoga, Taoism, and Energetics, Kate’s diverse background aligns naturally with IICT’s mission. Based in the Byron Bay office, she is responsible for shaping our content strategy and sharing the stories behind the brand. Outside of work, Kate lives with her husband and two daughters in the Byron Hinterland. She enjoys wholefood cooking, yoga, gardening, nature walks, reading, and dancing.