5 Funnel Mistakes That Are Costing Coaches Clients (and How to Fix Them)
- Anza Goodbar
- 3 days ago
- 3 min read
I learned a long time ago — in event planning, in business ownership, and now in coaching — that people don’t leave because they don’t care. They leave because they don’t feel guided.
A good funnel isn’t about automation.
It’s about instilling confidence, clarity, and next steps.
After working with my sales and marketing mentor, Jim Edwards (Author of the life-changing book - Copywriting Secrets), for several years, I can tell you this:
Most sales funnels don’t fail because the content is bad. They fail because the buyer's journey is broken.
If your book, offers, or events aren't converting the way you expected, it’s probably because one of these five mistakes is hiding in the background.
Let’s walk through each one — and fix them together.
Mistake #1: A Funnel That Isn’t Connected to Your Book’s Message
This one is more common than you think.
A coach writes a transformational book…
Then, builds a funnel based on the tactic they think they should use — not the message their readers actually want more of.
Your funnel should extend your book’s promise, not compete with it.
Fix: Identify the exact moment in your book where most readers say, “Wow, I need help with this.”
That’s your entry point.
Your funnel should feel like:
“You learned the what. Let me show you the how.”
Mistake #2: A Lead Magnet With No Momentum Behind It
A lead magnet is not a business asset unless it leads to something meaningful.
Here’s what I see too often:
❌ A pretty PDF ❌ A checklist that doesn’t connect to an offer ❌ A resource that doesn’t match the transformation of the book
A properly designed lead magnet will do two vital things:
Build trust
Build momentum
If it doesn’t move your reader forward, it disappears into the downloads folder.
Fix: Create a lead magnet that solves one painful moment your book introduces — not all of them.
Solve one thing well. They’ll come back for the rest.
Mistake #3: Emails That Teach, But Don’t Guide
A lot of coaches write beautiful, heartfelt emails.
The issue?
They teach so much……the reader never feels invited into transformation.
Teaching is generous.
Guidance is transformational.
Well-designed emails will:
Deepen your framework
Tell a story
Show the gap your reader can’t close alone
Invite them to the next step
Fix: Shift from “Here’s how you do it,”to “Here’s what’s possible when we do this together.”
Your clients are looking for a guide, not a Google result.
Mistake #4: No Personal Touch in the Automation
This is where most funnels break down.
People don’t want to feel automated. They want to feel seen.
When I built multi-day events, the number one rule was simple:
Every attendee should feel like the only person in the room.
That same principle holds true in your digital funnel.
Fix: Add personalization:
Use their name
Reference what they downloaded
Give them a human reply option
Add a story that reveals something true about you
Automation shouldn’t feel robotic. It should feel thoughtful.
Mistake #5: No Clear Bridge to Your Offer
This is the heartbreak moment for authors and coaches:
They inspire people… They deliver value… They build trust…
…and then never make the invitation.
Your reader should understand:
What you do
Who you help
Why your process works
What the next step looks like
Your offer should feel like the natural continuation of the journey they’ve already started.
Fix: Introduce your offer early (softly).
Invite them clearly (directly).
Guide them consistently (kindly).
People don’t buy because you’re the most qualified.
They buy because you’re the one who guided them well.
The Real Reason Funnels Fail? There’s No Heart Behind Them.
Funnels aren’t about technology.
They’re about trust.
Every touchpoint is a chance to say:
“I see you. I understand where you are. Here’s how we move forward — together.”
That’s the kind of business-building strategy I help coaches create through Post Script Strategies, where your book becomes the anchor of your entire client journey.
If your funnel feels messy, complicated, or unclear, I created something to help:
Your book is your opening act. Your funnel is your invitation. Your offer is the transformation.
Let’s make them work together.
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