A lot of coaches ask me how to get new clients.
Put yourself in the client’s shoes for a moment.
Imagine yourself as a client walking into a fitness centre.
You are there for exercise, but as you walk through the doors, you see a poster advertising “Health and Wellness Coaching”.
You wonder what it is, what that means.
Then the thought is lost as you walk past and continue the conversation with your friends.
Imagine yourself walking into your favourite organic food shop, past the notice board.
You see a poster advertising a Health and Wellness Coach (or a Health and Wellness Talk).
You have a vague interest, but it doesn’t really mean much to you.
Is this like a personal trainer? Is this person going to tell me what to do? What is it?
Your questions aren’t answered by the poster, so you keep walking and it slips your mind.
In both cases the problems are:
- you have NO IDEA how a coach can help you
- the outcomes you will from working with a coach are unclear.
How a Coach Can Help
It’s critically important that you have a short spiel that rolls off the tongue, explaining what you do and who you help.
Here’s how to get that statement right.
Fact: people know they need or want to do certain things – like eat better, exercise more regularly, manage stress or boost energy.
But you are not necessarily offering them that specific service showing them WHAT to do – e.g. exercise, diet, meditation.
A coach can help you get over the hump of changing habits in a specific area, by helping working with them on HOW they can adopt and be consistent with healthier habits, in a way that aligns with them, their beliefs and their commitments and lifestyle.
A way to introduce coaching could be as simple as this:
“You know how people know they need to exercise or eat better, but they don’t actually DO IT? That’s where coaching fits in.
Coaches help you to develop your own unique plan to get motivated, organised, create a plan, build confidence and find your own way to develop healthier habits that you can ACTUALLY stick to.”
How do you Advertise Coaching?
Unfortunately, marketers have conditioned people to notice outcomes and benefits.
Knowing how to explain coaching is important, but it may not be compelling and ‘sexy.’
As a coach, that means you have to be able to create the desired outcome or end point that your stuck client is looking to achieve.
Normally, getting in front of people (live, or on the phone) is the best way to communicate the value of coaching.
To get to THAT point, you often need to advertise a workshop, free session or low cost session to give them a taste.
And to get to THAT point, you need a compelling advertisement.
The BEST way to advertise coaching is to use the exact words that your client uses, to describe the challenge they face, and their biggest desired outcome.
That demonstrates that you understand them, so they feel connection and rapport, have hope that you can help, and are interested to know more.
Hints and Tips for Advertising
- Advertising copy and images is best to focus on the desired outcome.
- Website copy needs to talk about the problem, then the vision of how they’d rather be.
- Workshops, webinars or seminars should take attendees through a 3 – 5 step process (simple steps) to start moving from the problem to the vision.
- Advertising always uses the exact words, and communicates the exact feelings, that your client has.
- Note that different demographics use different language – hence the value of narrowing down to serve a niche
- The best way to get your wording right is to pretend you are the client and struggling with their issue. What would you be looking for? What search terms would you use?
Let’s say you help mothers of primary school kids who are always busy and overwhelmed with no time for themselves and guilt about not doing enough for their kids.
You might run a workshop or offer an introductory session to introduce them to the concept of coaching and how you can help them.
Catchy titles for your workshop or session might include:
- How to be a Calm, Happy and Organised Mum
- 3 Steps to Creating a Foolproof Schedule for a Peaceful Household
- From Harrowed to Happy – One Mum’s Success
- How to Create More Connected Families
You can see that each of these titles talks about a positive outcome.
Using numbers is psychologically attractive to most people, especially women, according to marketing guru Neil Patel.
Notice also that the outcomes may not be immediately obvious.
Your logical mind might think the mother wants to be more calm….but a deeper coaching conversation might reveal the layers below that as being happier, more connected, sleeping better, finding time for herself.
The precise wording for your attractive advertising is best elicited through:
- ‘sneaky coaching’ with friends,
- listening to live conversations, or
- through coaching your own clients and listening to their words in vision and regular sessions.
Summing it Up
The value of coaching is communicated through feelings and emotions that your clients recognise in themselves.
People need to understand how coaching can help them in the context of their own specific lives and struggles.
Better still, if you can articulate what their fears, frustrations and desires are, using their own language, people will build trust and rapport, and be more likely to take the first steps toward working with you.
Often, the true value of coaching starts with your ability to communicate that you deeply ‘get’ your client and what they’re struggling with.
Creating that connection, trust and rapport is the essential first step to attracting loyal, committed clients.
Need help to connect with the right clients, in the right way, using the right words?
You may like to attend the next free information session for Passion to Profit; a 6-month business building program for coaches to help you craft a unique, successful and profitable coaching business.