Ep. 290 Do You Need Sales Calls for Online Programs & Courses?
Listen on your favourite podcast app like Apple Podcasts or Spotify.
To continue to meet clients where they’re at, health professionals are expanding their work by offering online programs and courses to help more people digitally. But knowing exactly how to sell your programs may challenge you – wondering how exactly to get people signed up in the most effective way.
You may be wondering… Do I need to get on the phone with every potential client to make a sale?
The short answer: not always.
But the better answer is: It depends.
In this post, we’ll break down:
- When sales calls are actually necessary
- When you can skip them entirely
- Why trust and buyer psychology matter more than ever
- What to put in place if you want to sell without sales calls
The Modern Buyer Has Changed
If you’re in health, you’ve probably noticed that your ideal client doesn’t just buy instantly anymore. They’ve been burned. They’ve joined a course that didn’t deliver, bought an ebook that wasn’t helpful, or signed up for something that overpromised and underdelivered.
What does that mean for you?
Buyers are more thoughtful, more skeptical, and need more trust and clarity before making a decision.
So whether you use a sales call or not, your sales process needs to address this shift in buying behavior.
When Sales Calls Are Still Powerful (and Sometimes Necessary)
After selling programs online since 2013, a lot has changed (and a lot has stayed the same). The price point of your program has always been the main indicator of if you need to get on calls to close the sale. Sales calls can be incredibly powerful to connect with potential clients, answer questions and make sure this is the right choice for them.
If your program is priced above $1500, specifically in the health field, a sales call is often the most effective way to:
- Address objections
- Answer questions
- Build trust in a more personal way
And actually make the sale.
NOTE: This isn’t the case with all industries, but health definitely needs a higher touch sales experience at this price point.
Calls can also increase conversions, particularly for $2000–$5000+ coaching or hybrid programs. If you enjoy conversations and you’re enrolling clients into higher-touch containers, sales calls are probably necessary.
When You Can Skip the Call
If your online program is under $1500, you may not need a call, especially between the price points of $297 and $1297. You can get clients signed up without a call, but with a very important nuance. You need to have a sales process that is strategic.
Not simply a “Buy Now” button on your sales page – that’s just not enough anymore.
Buyers still need:
- A clear understanding of your offer
- A sense of connection and trust with you
- Evidence that your program works
- Clarity that this offer is exactly what they need
What Replaces a Sales Call?
A great sales call gives people:
- Insight into how your program works
- A chance to ask questions
- Confidence in you and your expertise
- The ability to feel seen and heard
If you want to sell without those calls, your job is to create a sales system that does all of this for you. You have to do all this work without talking to people one-to-one and that means connecting through a variety of pieces, and communicating clearly with people interested in working with you.
Over the years, we’ve fine-tuned the system that works best for health professionals which includes two things:
- A Strategic First Step Lead Magnet that serves as a sample of your work – either a lead magnet guide or free class. These two free resources have the easiest conversion into paid programs and can be designed so that potential clients can get to know you, your work and feel ready to make a buying decision.
- A Follow-Up Email Sequence to communicate and connect with potential clients. To replace 1:1 conversations, we need to design a written conversation that mimics what people ask when considering working with you, helping them understand how it will help and overcoming obstacles.
Let’s dive deeper into this system.
Strategic Lead Magnets (The Right Kind of Free Content)
Not all freebies are created equal.
Health practitioners often give away too much, leaving people feeling like they have all the answers—when really, they need your guidance.
A powerful lead magnet:
- Addresses a specific problem
- Offers a small but meaningful win
- Shows your unique method
- Creates desire for the full transformation
Two of the most effective lead magnets in health:
- A Guide (with 3 key steps that preview your approach)
- A Free Class or Mini-Training (30–60 minutes of content with a clear next step)
Free Class
Instead of telling someone about your program on a call, show them.
A free class:
- Demonstrates your teaching style
- Builds rapport and trust
- Positions your program as the natural next step
You can host it live, prerecord it, or turn it into a 3-part video series.
The most important part? Don’t over-teach. Teach the “why” and the “what”—not all of the “how.”
Nurture Emails That Make Sales
Finally, if you’re not using sales calls, your email sequence is critical.
Your emails should:
- Build connection and credibility
- Answer objections
- Reinforce the value of your program
- Clearly explain how to take the next step
If you’re skipping the call, these emails become your sales conversation—automated and scalable.
So… Do You Need Sales Calls?
Here’s the summary:
| Price Point | Sales Calls Required? | Notes |
| Under $500 | ❌ Not needed | Use strategic sales pages + emails |
| $500–$1497 | ❌ Optional | Can increase conversions with thoughtful content |
| $1500–$3000 | ✅ Recommended | Especially in health/wellness niches |
| Over $3000 | ✅Necessary | High trust, high-touch selling needed |
If you don’t want to do sales calls, build a better buying experience. That means replacing the purpose of a sales call with systems that inform, connect, and convert.
Ready to Ditch (Some) Sales Calls?
Here are two smart first steps:
- The Lead Magnet Fix Workshop
Learn how to create a lead magnet that actually gets clients (and doesn’t overwhelm them).
👉 Join for $29 → https://training.theleveragedpractice.com/lmfix - Product Portfolio Mini-Course
Create multiple offers at different price points to match your business goals.
👉 Start for $29 → https://online.leverageyourpractice.com/product-portfolio
Want all the support?
Check out Healthcare Impact Academy, our full membership with coaching, templates, and everything you need to scale.
Final Thoughts
Sales calls aren’t bad. They’re just not the only way to enroll clients. In today’s world, you can sell without them but only if your strategy does the work of building trust and communicating your value.
If you want support building a call-free sales system that works, email us to discuss how we can work with you and your team to create a custom sales process to scale your online programs.
If you enjoyed this episode, you might also enjoy:
- Ep. 287 The Sweet Spot of Sales Messaging so You Don’t Over Promise
- Ep. 288 Why I’ve Been MIA & Growing Your Business Profitably
- Ep. 289 Is Free Stuff Still Working to Get Clients Signed Up for Your Programs?