Are you brand new and wondering how to get coaching clients for your online business?
You’re in the right place, because in this blog post I’m going to tell you the steps you can take to secure your first paying client.
This method allowed me to completely book out my one to one services in the first three months of starting my online consulting business. Since then, it’s worked for dozens of others inside of my program, the Content Accelerator.
Step 1: Find just one person who needs your help
The first step is to find one person who needs your help. Now remember, you only need to be a couple of steps ahead of someone else in order to help them. A big mistake that newbie coaches or consultants make is thinking that they need to know absolutely everything in order to get clients. This couldn’t be further from the truth.
If you’re just a couple of steps ahead of your clients, then you’re going to understand their current challenges a lot better than someone who has gone through those same challenges a long time ago. So even if you live under a rock and think you don’t know anyone, I guarantee you that there is at least one person in your network right now who could use your help.
Now, if there’s no one in your immediate network, then you just need to go to places where your ideal clients hang out. So you want to seek out specialised WhatsApp and Facebook groups; just ask around and see if you can be added to any of those. Or, you can speak to friends and family and describe that ideal person that you’re looking for. And they may know someone who needs your help.
Equally, you can also try going to in-person networking events, if you do a quick Google search, you’ll be able to come up with events in your area that your ideal clients are going to.
Step 2: Serve them at a “founding member” rate
Now serve this person at something I call a founding member rate. What you’re going to do is you’re going to offer to support this person through their transformation at a rate that they can’t resist.
The purpose of this first client and the founding member rate is threefold:
- So that you can collect real life data instead of assuming what your people need
- So you can refine your offer as you’re working with a client
- So that you know you’re creating something that actually works and gets results.
The purpose isn’t really to make money. However, you don’t want to be doing it for free. If you work for free, your client isn’t going to feel accountable, and they’re likely not going to do the work required to get that transformation.
Even if you’re charging something super low, it’s going to mean that your client still has skin in the game, that they’re not going to be flaky, and that they’re actually going to show up and do the work.
Not only that, but getting paid for your first client is going to make you feel more comfortable with actually getting paid. It also means that you’ll be more confident when it comes to charging your full price.
If you are feeling imposter syndrome creeping up at this point, remember that firstly, that’s completely normal! And secondly, you don’t have to pretend that you have loads of experience. Be transparent, tell them that this is simply a new service that you’re creating, and that they’re going to be a key part of you creating a solution for people just like them.
Framing it in this way and being super transparent is going to make your first clients feel really special, because they’re going to feel like they are a part of something!
Step 3: Get a glowing testimonial
When you’re new, social proof is absolutely everything. You want to secure as much social proof as you can get. So what you want to do is really focus on actually getting this client the best results that you can. Now this may involve doing things that you wouldn’t do further down the line, like giving your first client your number and staying in touch with them one to one.
This isn’t scalable, but it’s definitely what I would suggest doing for your first few clients. You want to ask your clients to keep you updated on any wins that they have – both tangible and intangible. Any mindset shifts that they go through any breakthroughs that they make, you want them to text you and let you know, because this is going to allow you to collect a lot of screenshots that you can use for social proof!
At the end of your time together, you want to get both a video and a written testimonial. The key here is to not just let your client send you something over! You want to be able to set the structure of that testimonial.
I suggest creating a Google form and having questions in there that really get to understand your clients’:
Point A: Where they were before they started working with you
Point B: Where they are now
And then in that form, ask them about the tangible and intangible benefits that they got from working with you. It’s pretty straightforward!
Step 4: Share their story … everywhere!
The next step is to simply share their story. By this point you should already have a lot of social proof in the way of videos and screenshots. So you can share it on your social media, and in all of those places that your ideal clients hang out.
When you are sharing their story, you really want to highlight the transformation that your client went through when working with you. So make sure that you’re really painting the picture of:
Where they were when they started
Where they are now
Here’s an example of some of mine:
Step 4: Rinse and repeat
The next step is to repeat! Now that you have a proven offer that you know gets your clients results, you can secure your next coaching client. Knowing that you are selling something that works is going to increase your confidence and your credibility when you go to secure that next client. Not only that, but now you can charge your desired rate because you know that you have a real solution to the problem that your clients are experiencing.
Use the testimonials and the social proof that you already have to secure your next clients. Remember – working with people one to one commands a higher price point because your clients are getting your time, as well as support that is specific to their situation.
So make sure you factor that in when you’re pricing your offer. If you need more support starting your online coaching or consulting business, then check out this free training on how to get coaching clients from social media in 4 steps.
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