How to Use Soft Sells and Storytelling to Make More Sales (Without Feeling Pushy)
If you’re a coach or personal brand who cringes at the thought of hard-selling in emails… good news.
You don’t have to.
Because the most profitable emails in your funnel don’t scream “BUY NOW.”
Instead, they tell stories.
They build a connection.
And they softly guide your reader toward the sale, without pressure, awkwardness, or urgency countdowns.
This is what I call the soft sell power move.
Today, you’ll learn how to write emails that sell without selling, using the science of storytelling and soft psychology to draw your reader in—and convert.
Why Soft Sells Work (When They’re Done Right)
Let’s bust a myth.
“Soft sell” does not mean weak.
In fact, if you do it strategically, a soft sell can:
Lower resistance
Increase trust
Build emotional connection
Lead to higher-quality clients
...and still close the sale.
That’s because people don’t just buy with logic.
They buy with emotion, and then justify with logic.
If your emails feel like a friend giving advice rather than a marketer pushing a product?
Your reader is more likely to say yes, especially if your story mirrors their internal struggle.
Want proof? I dive deep into this in 5 Invisible Triggers That Make Readers Click ‘Buy
How to Use Storytelling That Sells (Without Being Self-Indulgent)
Not all stories are created equal.
Your emails don’t need to read like a memoir.
Instead, they can read like a mirror.
Here’s a simple 3-part storytelling framework that connects and converts:
1. Relatable Situation
Start with a story your reader has likely experienced:
“A client messaged me saying she had 1,200 subscribers and zero sales from her welcome sequence…”
This hooks attention and creates relevance.
2. Internal Struggle
Then, reveal the thought process or mistake:
“She thought she had a list problem. But the issue wasn’t quantity—it was what she was saying.”
This builds empathy and insight.
3. Turning Point + Lesson
Finally, share the change and how they can apply it:
“After adding three story-led soft sells to her sequence, she got nine sales in one week. Here’s what shifted…”
This positions your solution without being pushy.
5 Soft Sell Email Prompts That Work for Coaches
Need ideas? Try these soft sell angles next time you’re writing:
“I used to think…” → Great for dismantling a belief your audience holds
“Client confession…” → Share a relatable fear or mistake and how it was resolved
“Behind the scenes of how I...” → Show your process (great for authority building)
“The time I failed (and what it taught me)” → Vulnerability builds trust
“I didn’t plan to sell anything, but…” → Naturally pivot to a CTA without it feeling forced
When used well, these styles create emotional resonance and sell your offer, especially to readers in earlier stages of awareness.
Where to Put Soft Sells in Your Funnel
Not every email needs to convert immediately.
But every email should lead somewhere.
Here’s where soft sells shine:
Nurture sequences
Use stories to bond with new subscribers and show them what’s possible.
Pre-launch build-up
Tell stories of past clients, your own journey, or the industry problems your offer solves.
Post-purchase onboarding
Reinforce the decision they just made through emotional connection (it also sets you up for future upsells).
Quick Checklist: Your Soft Sell Email Formula
Want to write one now? Here’s your checklist:
Start with a relatable moment or story
Include a turning point (what changed?)
Tie it to your reader’s problem or goal
Link it to your offer with a soft CTA (e.g. “If you want help with this, I made this for you.”)
Keep the tone human, casual, and clear
Related: The Science of Curiosity: How to Hook Readers Instantly in Your Emails
CTA: Want to Write Story-Led Emails That Soft Sell for You?
Grab my Email Templates for Coaches & Personal Brands—
A plug-and-play pack of 6 high-converting emails (+ subject lines, CTAs, and voice guide) designed to sound like you while still selling.
Whether you’re launching a program, nurturing a new list, or writing daily emails to warm leads…
These are the exact templates I use with clients earning 7-figures+.
👉 Get them here
Other blogs you might like:
Want your emails to sell without sounding salesy?
Start with one story.
Soft sell it.
And let your reader do the buying.
Hey there, Rebecca here.
My mission is to write copy that feels unmistakably you—capturing your voice, sharing your stories, and engaging your audience in a way that drives real impact.
