Just as every client is different and every coach is different, so too are the various lead attraction methods that coaches can choose to use. Some will work for certain coaches; some will not.
Here are twenty-one proven suggestions, all focused on building a solid networking and visibility base so you are able to get new clients quickly, whenever you need them.
Let’s start without delay:
- Offer Your Services on Coaching Sites
While sites like Coach.me are great for grabbing a little goal-setting coaching and accountability partnering for yourself, you can also offer your own services there.
And there are many other referral and directory sites on the net. Choose one suited to your particular field—and be sure to read reviews about the site before joining.
- Be Yourself
You may think this is one of the most overused and trite phrases, but if you are a wise coach, you will also realize it can be one of the most powerful. You won’t connect with the right people until you are coming from a place of total transparency and honesty. Listen, share and evaluate—yourself as well as others.
Become even more self-aware. Get coaching specifically in areas you, yourself, feel “stuck” in.
When you are totally yourself, you will attract the right people—and that will make it much easier to not only gain clients, but build a strong relationship with them.
- Create New Packages
The premise behind this is simple: Offer a fresh coaching deal that has appealing benefits, tell your ideal audience about it—and sign up new clients.
The reality is not quite that easy. It involves coming up with:
- The right offer for your ideal paying client
- The right offer for you
The better you know your clients, the more you’ll accurately be able to guesstimate what your unique new package offer might be—but don’t leave it up to guesswork only: ASK your audience base. Create a simple survey and send an email, as well as publicizing it in other Pages and Groups you own on social media.
When you have the answers to your questions, create a package that offers new benefits in tune with their answers. And provide a simple but irresistible incentive to get your ideal clients to check it out.
- Use Press Releases
Have you been creating press releases? If not, why? They haven’t gone out of fashion—particularly if you are guesting or want to guest on online or offline radio shows; or you are planning to run a local event. (If there’s an angle that benefits the community, your local newspaper will be interested.)
Just be sure to read and follow the guidelines of each organization you send them to (or—better yet—have your assistant to do that while you get back to coaching!)
- Learn to Listen
As a coach, this is not news to you. Listening is part of your stock-in-trade. But immerse yourself in conversations everywhere and with everyone: Not just in your office. Focus on listening, acknowledging and sharing.
And listen more than you talk.
When you do talk, learn to say only what is needed. Hone the fine art of asking the right questions. After all, it’s about gently prompting clients to think up the solutions themselves (except for when you show them a safe path over a particularly rocky or dangerous set of rapids).
- Make Yourself Visibly Available for Interviews
It’s not enough to be available for interviews: You also need to assertively let people know you are.
Put it on your website. Have a separate section with archives of your interviews. Use calls to action at the end of emails and in sidebars.
- Automate and Outsource
Don’t get carried away with strategies. Instead, automate and outsource anything that drains your energy and leave yourself alert and free for those precious moments and opportunities for real, live connection.
It’s the fashion to complain about the time we spend online nowadays, but don’t waste your energy there, either: Instead, use all the wonderful resources, apps, software and services that are available for you to discover and use them to free yourself from the more mundane parts of building your business.
(Don’t feel guilty about outsourcing these either: Remember—what is mundane or draining to you sets others who specialize in those areas on fire.)
- Free Events for Clients Only
The beauty of this lies in the fact that you can keep them simple without a huge expenditure of time. Invite clients only—make them feel special. And do include past clients too.
Pick your moment. Look for opportunities—for example, when clients are all asking the same question, struggling with the same thing or are baffled by some industry change.
- Host a Weekly Q & A
You can make this an exclusive reward for past and current clients only, as suggested in #8… or you can make it a regular, recurring feature of a paid membership group you are running.
Or you can open it up to your fans and followers.
Not only will a weekly Q & A help them, it will:
- Make interacting with you become a habit
- Give you great ideas for approaches, products, your next package, webinar or more
- Keep you visible and in their sight
- Know your Own Goals
Don’t give in to the temptation to say “yes” to people whose goals and needs are not aligned with your own: It almost never works.
If they come right out and ask you, tell them: “What I specialize in is helping people [whatever you do best].” Don’t be afraid to add: “But if that doesn’t meet your needs, I can [make a couple of suggestions on where to look for help/recommend a couple of coaches] who are great at [whatever they are looking for].” Find out more about setting goals.
- Offer to Help Someone Who Can’t Pay
Not only is giving back to the Universe good for your soul (and your balance), you can gain a valuable ally, testimonial and advocate.
But pick your candidate wisely: Avoid those who habitually tell heart-rending sob stories or ask for “deals”. Look quietly for those who you know you can help—and who you are certain will take action.
- Remember to Make the Invitation
Don’t fall into the trap of thinking that you have to convince people to work with you. Instead, just keep alert for the clues. Very often, potential clients will come right out and tell you they need help with something you are more than qualified to help them with—but they won’t actually ask. (Clients can be as afraid of rejection as you may be!)
Listen, and when you hear a veiled hint or inquiry, say in a straightforward, cheerful manner something like: “I’ve actually helped over a dozen people with that very problem. If you’re looking for coaching to help you overcome that, I have [a couple of openings/a package that would suit you/a free strategy session that might help].
- Create Passive Income Sources
Sometimes it’s just not the right time for people to become clients, no matter how many strategies you try: And sometimes Life happens to you too—floods, injuries, family losses et cetera.
That’s why it’s just solid strategy to create other sources of income that can keep on selling when you can’t, such as:
- A signature eBook on Amazon
- A themed series of eBooks
- Packages of forms, worksheets, checklists, etc.
- Template packages
- On-demand courses and webinars (pre-recorded and pre-loaded)
- Plan a Special Event
If you keep your special event online, there’s no need to tear your hair out with travel arrangements, conference rooms, spas, meals, etc. Just offer a V.I.P day for the first six clients (or whatever you feel comfortable with) and load up your self-scheduling system with six slots.
Then send out an email to clients—present and past.
(The other great thing about V.I.P Days: Because it is 5-6 hours of focus on just one client, you can charge a healthy, top-level fee for these!)
- Offer [XX] Free Coaching Sessions to Group Members
Do you belong to forums or groups? Chances are, you’ve been a member of at least a couple for a good while, and are comfortable with a core group of peers/fellow members.
If the membership site or group that you belong to allows you to post special offers, create one just for group members.
Set a time limit on it, if it is free or has a special low price
Limit the number of people you will accept too
The beauty of special offers within closed forums, membership sites or groups is that everyone expects to be asked for testimonials—but be up front anyway, and let them know what you expect in return.
- Recycle Existing Material
You’ve created content for your blog, written articles, created lesson plans and so on—right?
Don’t reinvent the wheel (pardon the cliché but it’s a true one!) Instead, use what you’ve already created to:
- Create a free or paid email course
- Create a video or podcast
- Bundle all your material together and use as the core of an eBook
- Put it in a package
- Re-purpose articles into checklists, worksheets, templates, quizzes or kits
Use any of the above as a sign-up bonus!
- Learn What Works for You
Don’t give yourself a nervous breakdown trying to learn strategies that just don’t feel right for you. Instead, be observant. Learn what works. When do people ask you for help? What do they ask you for help with?
Knowing this, what would best appeal to them to “hook” them into engaging in more than a casual conversation: An eBook? A Special One-Time-Only offer? A webinar?
- Don’t be Afraid to Start Out Slow, if you’re a New Coach
If your focus is on making money only, you’re not going to have an auspicious opening. Don’t worry if you only attract one or two clients at first: You’ll find, if you’re new, that things may not run as smoothly as you planned.
You’ll see where you need to re-word your contract, change a policy, add a paragraph, let your clients know something up front or provide a particular aide or resource. If you’re looking for a complete done-for-you coaching forms package, you can download them here for free.
With each client, your process will become smoother and more dynamic.
And do look for openings to ask them to recommend you, if they are happy at the end of the sessions (or a few sessions in, when trust has been established.)
- Ask for Introductions
Or recommendations, testimonials, or whatever word for “referral” is comfortable in your client’s circles.
Put a form on your web page specifically for “feedback”… or send an email at the end of the session asking for feedback. (Ask specific questions such as: “What one goal do you feel I helped with the most?”)
- Create a “Client Success Stories” Tab on your Site
But don’t focus solely on having them sing your praises: Feature your clients and their achievements—make the focus on them. And only include quotes that speak of specific challenges or goals you helped them overcome/achieve.
Do this, and pretty soon, clients will be eager to become one of your “Success Stories”.
- Invest in Coaching for Yourself
While it’s solid strategy to avoid as many expenses as possible, your first year, there is one thing you shouldn’t skimp on: Coaching sessions for you.
A supportive and shrewd coach can help you brainstorm unique strategies for your particular coaching business much better and faster than any list or book.
So do invest strategically in coaching—and pretty soon, you’ll be writing client attraction strategies of your own!
I’d love to hear how you use these tips to attract your own new clients. Please let a comment below!