When you’re marketing your business on Pinterest, there’s one major truth you need to know:

Pinterest is not the place for hard selling.

Unlike Instagram or email (where your audience already knows you), Pinterest is a discovery platform.

That means most people seeing your content are total strangers. They haven’t followed you, stalked your About page, or watched your IG Stories.

So pitching to them with “Book now!” energy? It just doesn’t land – especially for service based businesses and coaches.

Let’s break down why soft selling might just be your new go-to strategy, and why it actually leads to more sales long-term.

What is Hard Selling?

Hard selling is all about urgency. It’s direct, to-the-point, and focused on conversion.

Think:

• “Book your brand design package today”
• “Now booking 2025 weddings – inquire now”
• “Only 2 spots left this month!”

The problem? This kind of messaging assumes your audience already knows, likes, and trusts you.

And on Pinterest? That’s almost never the case.

Because people are discovering you for the first time, they need more than a sales pitch… they need a reason to care.

Why Hard Selling Falls Flat on Pinterest

Pinterest users are there to get inspired, plan, and learn, and for service-based businesses especially, not be sold to right away.

Hard selling can come across as pushy or out of place, especially when people are still in the early stages of their decision-making journey.

Instead of saying “Buy this now,” you want to invite them into your world. Spark curiosity. Offer help. Make them think, “Ooooh, tell me more.”

What is Soft Selling?

Soft selling is the art of building trust before pitching. It’s subtle, intentional, and focused on value first.

Instead of shouting “Hire me!” you’re saying, “Here’s something that might help.”

Soft selling examples:

• “5 signs you’re ready for a rebrand”
• “How I edit my travel photos in 5 easy steps”
• “My 4-step process for creating strategic brand identities”

These Pins are educational, helpful, or relatable. They build interest and trust, which naturally leads to more inquiries, more email subscribers, more conversions.

Why Soft Selling Works on Pinterest

Pinterest favors value-based content.

People are more likely to engage with a pin that solves a problem, teaches them something, or makes them feel seen. Once they land on your blog post or lead magnet, that’s when you start nurturing them toward the sale.

It’s slower, but it’s smarter. And it keeps working long after you hit publish.

Pinterest’s super power is allowing you to show up when your ideal clients are looking for what you offer. And when they find you? Your job is to make sure they stay.

Lead with value. Build trust. Sell softly.

You’ll turn scrolls into clicks (and clicks into clients) without ever feeling salesy.