9 | 13 Ways to Get a Client Today

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Hello and welcome to Women in the Coaching Arena podcast.

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I'm so glad you are here.

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I'm Jo Lott, a business mentor and ICF accredited coach, and I'm on a

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mission to help brilliant coaches build brilliant coaching businesses.

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In this podcast, I'll be sharing honest, not hype, practical and

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emotional tools to support you to make the difference that you are here for.

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Microphone (Samson Q2U Microphone): Hello, happy International Coaching Week.

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I am so excited about this episode because what more could we do

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than help more people get coached?

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So this episode is in celebration of the power and impact of professional coaching,

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and I would love to invite you to go all in on getting new coaching clients

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in the next two weeks so we can spread that power of coaching far and wide.

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So today I will talk through, Four simple steps, and I will also be sharing

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13 different ways of getting a client.

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So it really is step by step and this really can work for you.

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So I cannot wait to get started.

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The first step is to set the intention.

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What I noticed from working with lots of wonderful coaches is that we don't always.

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Think in our mind about earning a certain amount of money or

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signing an actual client and as we know, what you focus on grows.

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So if you are currently resisting that goal, because you know

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what, if you don't hit that goal.

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What if you don't get the client?

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Anything like that.

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If that's going on for you right now today, I invite you to go

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all in and set the intention.

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So how much money would you like to earn in the next two weeks from your coaching?

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If it's not the money that is your driver.

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And I think, to be honest, I don't think money is anyone's driver,

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but it does help you survive.

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But if that doesn't float your boat, then just set an amount of clients

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or just think, I just wanna get one client in the next two weeks.

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So what is your intention do set that now.

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And I invite you to write it down.

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So do pause this episode if you would like to, and write down something like, I

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would like to make this much money or sign this many clients, by this exact date.

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Be specific here.

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I would like to make 2000 pounds by the 18th of May.

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Write down now what it is that you want to go for.

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And now what I'd love you to do is make it as tangible as possible.

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So for example I work term time only, which is amazing, but at the

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same time, sometimes taking half of April off, for example, for Easter,

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which I did, is kind of a little bit unnerving when you are a self-employed

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person and you want some income.

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So I decided when I was on my Easter holidays to set myself a really

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specific goal to buy a new front door.

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Which is 2000 pounds.

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Cuz I've had a quote a while back, but I hadn't proceeded and I would like

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to earn 2000 pounds in the next two weeks to buy a new front door and it's

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going to be this country green color.

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And really feel into what it will feel like when you have

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that thing that you want.

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Or that experience that you want, because again, I'm not at all

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material driven, but what I do love is spending time with my clients.

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So to be able to, for example, take them somewhere and spoil them for

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the day would make me so, so happy.

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So what I need to do to keep driving me forward in my business is think

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about what I would love to do for other people with that money.

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Other than the front door, which I really do want because I hate my

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white PVC front door with this weird letter box down the bottom, and it's

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just so, so ugly and it needs to go.

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So yeah.

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What I'm pleased to share though, is my intention worked and so the

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new front door has been ordered.

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I did earn more than my 2000 pounds that I wanted actually in that two weeks.

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But it was all down to what I'm gonna share with you today, actually, setting

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that intention rather than me thinking, forget it, I'm on Easter holidays.

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There's nothing I can do right now.

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Or even when I get back, I'll be so busy catching up.

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I literally can't drive sales right now.

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I just need to catch up on my email, for example, is what I

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could have been thinking if I hadn't have set this intention.

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So it is a super powerful thing to do.

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So what would you like to buy or do with that money you are going

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to make in the next two weeks?

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Okay, so our second step is to really feel into it.

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So we did this a little bit in the last step, but I really want you to

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now imagine this actually happening.

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So imagine receiving a message from them saying, I would

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love to book a call with you.

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Then imagine leading up to that call, how are you feeling prior?

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Are you excited?

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Are you looking forward to talking to them?

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Imagine connecting with them so, so well on that call and them

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saying, how can I work with you?

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How much is it?

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Eager for all of the details.

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Imagine them saying, yes, I cannot wait to do this.

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When can I start?

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Imagine hanging up that phone, dancing around your kitchen, telling

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everybody that this is so, so exciting.

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Really, really feel into what that actually looks like.

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It's easy to skip these type of steps, but it really, really does make a huge

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difference, and you get drawn towards things when you paint that picture.

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And it will inspire you to take action that you wouldn't

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take without that vision.

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So do think about all of those things and paint the picture for yourself.

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So our third step, and this is the big one, is set the strategy.

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So there is no one size fits all here, I'm going to share 13 different ways that you

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could do this, that are highly converting so you walk away with new clients in your

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coaching business over the next two weeks.

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So the first way is to tell everyone you know exactly what you do.

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And this one, you may think, well, that's fine.

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Everybody knows I'm a coach.

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But what I mean is really, really specifically, and using a question.

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So for example, I had a client who started recently and she said I've done all that.

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Thanks.

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Like that job is done.

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But this is not a once done.

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Forget about things to do is say permanent strategy you can use in your business.

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And it's about being super, super specific and firstly, giving value,

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showing that you care about that person.

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So, hi, John, I haven't seen you since seeing your sister's wedding

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photos on Facebook or something that shows that you actually care

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what they're doing and who they are.

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And then say really specifically, and this is why niching helps and having

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a clear offer helps because then you can say, I help new managers get into a

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leadership role and absolutely thrive.

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And get over that awkward bit from being promoted from a peer level,

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to being the manager of the team, do, you know, of anyone in this

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situation, you could send my way.

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I would be super grateful.

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So using a question really helps question marks.

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So they actually can't just ignore it, like.

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Most people that I've seen are hi everyone.

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I'm okay.

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If you know anyone that needs my help, please send them my way.

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And they scroll on by even if it's an email and you gain no response.

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So it's about really pouring your love and attention into these messages.

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So people really know exactly how they can help you because people do love to help.

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So that is the first one.

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Moving on to opportunity 2, again, you do not have to do all of these,

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please don't do all of them or you'll be absolutely exhausted, but do you

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choose the ones that feel right for you?

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So the second one is puts a proof-based post out with a direct call to action.

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So the easiest thing for you to do, if you have any type of social media

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following is to share a client story.

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So a video is amazing, but if you can't gain a video from your ideal

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clients, sharing their story, then just write up their, testimonial.

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So where were you before working together?

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Where are you now as a result of working with each other?

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And thirdly what was your experience with me like and who would you

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recommend come work with me?

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So those are the key three things you want to be focusing on with your case studies.

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Versus testimonials which no one cares, no one cares.

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How much of a lovely person you are.

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All they care about is what's in it for me.

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And being able to emotionally.

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See someone else's story and perhaps see themselves in that story and

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start to believe that if you help that person, maybe you could help them too.

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So I share a full framework for gaining great case studies in my business of

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coaching program, but focus on those three elements and that will serve you well.

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And the vital piece here, if you want to get inquiries quickly is to finish the

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post with a very direct call to action.

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So this can feel really nerve wracking, but it really does work.

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So something like.

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If you want to have these types of results that this person had, or

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if you can be even more specific.

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So for example, if you want to walk into your manager's office and ask

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for a pay rise in the next 90 days.

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Then DM me the word interested and I'll send you the details.

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So for example, if that was the experience that your client had.

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Then you can confidently say, if you want to have a result like this

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and really paint that picture for them to compel them into action.

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So the third way is an education post, but refer to a real

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person throughout your story.

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So instead of, for example, Three ways to have a difficult conversation at work

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you might want to say the first way is to think about the outcome you want.

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The second way is imagine it going well.

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And for example, my client, Emma did this really well when she was nervous

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about having a conversation with her team member and she implemented

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this step and it went really well.

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And this is what happened, for example.

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So anything you can do to pull in real people's results will really make

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it a way more highly converting post that will compel people into action.

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So the fourth way is to share your own story where you can become both

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relatable remarkable in the same story.

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So often you are living the life that your ideal client wants to live as well.

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So do you share your story on an emotional level, use a photo of you

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because that always gets way more engagement, because like the saying

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goes, people don't care how much, you know, until they know how much you care.

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So the fifth way is to share your lead magnet.

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If you have one already, this is something I teach in my program.

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So it's a free PDF, for example.

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That gets people on your email list, which is a really highly converting

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thing to build up in your business.

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And it's just like that extra stepping stone from they're at the bottom of

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the step, they take them one step up to read your social media posts.

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They could take a second step up by saying, yes, I like this person enough to

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sign up and give them my email address.

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So it just helps them to take one step closer towards you.

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And then you can nurture them on your email list.

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But the key to make this more highly converting is for example,

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to have a call to action on your thank you page of book a call.

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And also to insert a really short conversation starter in your second email.

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So something that gets them to reply to you quickly.

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So you can build that conversation and that relationship.

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At the point that they have said, yes, I have the problem that you solve because

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they've opted into your lead magnet.

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So this is why this is a really important strategy.

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So the fifth way is to do a poll.

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So people who vote in your poll will probably be your most engaged

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audience who are seeing your posts.

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And if you wanted to, you could message them afterwards saying

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thanks for their engagement.

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And you could always ask them for more information on the response

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in the poll if you wanted to.

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So again, it's just a great way to build relationships because it's

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relationships that build your business.

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So the seventh way is to think about what's worked for you before we can often

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jump from strategy to strategy and have shiny object syndrome and think well

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that went well and then what else can i try rather than thinking that went well

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i'm going to do that every single month.

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So stop for a moment and ask yourself Where have the majority

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of my clients come from?

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And if you haven't gained many clients yet then think about

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what you are brilliant at.

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What are your strengths?

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Are you great at in-person stuff?

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Are you great at public speaking?

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Are you're great at writing blog posts?

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Are you great at talking like for example on a podcast?

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What is your strength and how can you utilize that to gain clients?

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So the eighth way is to get out in person it's all too easy to stay

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behind your computer screen and meeting people in person will hugely fast

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track your know like and trust factor and people need to know like and can

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trust you to buy from you so is there a networking event or some event you

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can speak at in the next two weeks?

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The ninth way is to hold a webinar or a free challenge.

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A free challenge might be slightly pushing it it does take a lot of organization i

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have run one before myself and actually i wouldn't mind doing another one because

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i absolutely loved it but it was full on so what i often do is hold a free webinar

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or free workshop i call it because it's not really a webinar where i'm just

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talking i am hoping that they'll leave with real concrete actions in place.

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So it's a really great way of inviting them to take that extra step towards

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you and get to know you, but in a less, intense way then perhaps they discovery

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call, which can be really nerve wracking.

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When you're talking to someone one-on-one versus just

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attending a workshop or webinar.

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So the 10th way is a one-time opportunity.

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So share a really direct post sharing a one-off opportunity to work with you.

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So the problem with coaching is that people can put it off for

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ever because there is no deadline.

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If it's something that you offer all year round, like one-to-one coaching.

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So, what I would recommend is to package it up into a one off spring, special, or

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one off, get ready for summer special.

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Some way of helping people to future pace and think, oh, okay.

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So by summer, this is where I would be.

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So that's a really, powerful thing to do actually a future pacing.

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I'm going to do another episode about that, but one of my clients

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used this recently and she filled her first group coaching program

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just from using this strategy.

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So it's about being really specific, really deadline driven,

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really numbers driven of like this is exactly what's happening.

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Would you like more details?

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I recommended when my client did this that she has an email list.

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So she emailed her email list 24 hours before this was going out on social media.

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So that really drove action because she said.

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I thought of you to say unconverted inquiries from the past.

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I thought of you and I've got this one-off opportunity for this many people.

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And I'll be sharing this on my social media tomorrow.

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So I wanted to share it with you first in case you are interested.

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And she literally had people going, gosh, thank you so much for thinking about me.

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Yes, please.

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Because they're again, worried that then the next day it goes on social media,

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so they want to reserve their space.

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So it just helps them to think.

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Right.

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Let's just make a decision about this rather than stay in indecision

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forever, which is what we will often do.

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If we are able to do that on our own.

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And then the next day you can utilize it again by sharing on social media.

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So it kind of is a two-step strategy.

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So number 11 is to message new followers.

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So you may not want to be spammy and I completely get that.

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But what you can do is welcome them and thank them for being a follower

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or a connection if you're using LinkedIn and the way most people

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get this wrong is to make it sleazy.

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Like what's your greatest challenge right now?

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And they're like, I don't even know you.

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Why would I tell you that?

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So have a think about how you can offer them value.

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So perhaps just like, thanks for following me.

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If you ever need anything or have a question at the

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moment, then feel free to ask.

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Then you might want to send another message.

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Another time with perhaps a free training or lead magnet

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in case it's helpful to them.

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So that is a way of being less spammy.

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And more values driven.

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So number 12 is to follow up with unconverted inquiries.

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So if you had a call with someone recently, then send them an email

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and say, how are you getting on with.

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That challenge.

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So whatever that challenge is, be really specific.

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You know, are, you still looking for help with solving that challenge.

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Anything you can do to be really direct and help them to see.

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Do you know what?

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Yeah.

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I'm not doing anything and nothing's happened.

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Nothing's changed at all.

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And I did this just this week, because again, what worked really

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well for me is I know I wanted to hire someone to help me in my business.

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I spoke to her on Friday.

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I really wanted her help.

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But I thought can I really afford to hire this person?

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Like it's a massive chunk of my income every single month.

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So I thought, okay, if I can get to sales, Then I know I can pay her for

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three months without even thinking about the return on investment at this moment.

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So I emailed people that I had previously spoken to who are undecided.

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And luckily I got my two yes's last week.

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So now I can hire this person.

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Get some help in my business and I'm super excited.

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So just like I shared with you at the beginning with the new front door,

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it really can help of like, well, how am I going to use this money for?

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And then it can help it feel real enough to actually do something that really

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you probably probably don't like doing.

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I don't particularly like following up with people.

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I think if they were interested, they would probably message me, but just shows

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that actually, sometimes people need that prompt, that reminder that you care.

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And you're wondering where they are at with their challenge.

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So we are almost there.

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13 is give value.

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So comment on others' posts with a thoughtful comment, serve really

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freely in Facebook groups with value, not with spammy message me stuff,

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but just keep leading with value.

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Think about how you can make a change.

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I think the more we focus on other people and how we can help them.

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And the less we focus on ourselves and what everyone thinks of us, then

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the happier live we will all live.

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So do think how can you give value today?

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So they are the 13 ways off the top of my head, how you can get clients in the next

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two weeks, there are many, many more ways.

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And actually, if you go to my website, Joanna lot's coaching, which is Joanna

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with an a and lots with two teas, and I have a document there, you'll see

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straight away, 12 ways to get new clients.

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And I think there's loads on there that I haven't mentioned here.

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So it would be well worth you heading to Joanna lot's coaching.com.

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And downloading that 12 ways for more ideas.

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Do you have there now?

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So we are at our fourth step.

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So this one is be all in.

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So don't back up.

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If you don't get a response on your day one post.

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Every tiny thing you do is stepping stones closer to you.

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People need to see things at least six times to make a decision as

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to whether it's right for them.

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And bearing in mind, most of us aren't selling our service every single time.

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So actually that's quite a long period of time.

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People will need to see your thing.

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To be able to be in the position to answer whether this is

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the right solution for them.

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So keep asking yourself what do they need to know from me to make a decision to buy?

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And produce more based that.

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Keep going don't give up.

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Successful people hang on when everyone else has let go.

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i absolutely love that quote and it is so so true.

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So keep asking yourself solution-based questions like how can i get in front

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of hundreds of people over the next two weeks to give me the clients i need?

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And even better think of them!

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Think of your ideal client It's Stuck out there in indecision

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wasting years of their life.

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So they are stuck with this problem that you can help them with and they are alone

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and feeling frustrated and lonely and like no one understands so what can you

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do to get in front of them to show them with radical empathy that you get where

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they're at and how you can help them so have fun with it i will share a picture

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of my new front door when it's installed and if you don't hit your goal know

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that you will be going to bed knowing that you've thrown everything at it

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.You'll be ready to go again next month.

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And you will reap those rewards in the future.

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And do bear in mind that the average buyer journey for coaching is six months

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so from them coming across you on social media say to actually purchasing is on

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average six months so yes some people might see that one post and contact you

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immediately but others will know you for years before coming to work with you.

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So this is about being out of your comfort zone for two weeks believe

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in the process and go for it.

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Microphone (Samson Q2U Microphone)-5: So let me summarize today's episode.

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I know it was a super intensive one and you may need to re-listen to it

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because there was a lot going on.

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But Happy International Coaching Week and please do go get a

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client as soon as possible.

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Let's share the power of coaching far and wide.

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So I can't wait to hear what comes out of this episode for you.

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The first point I made is to set the intention, set the amount of money or

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the amount of clients you want to make in, for example, the next two weeks.

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Second, feel into it.

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Really imagine, and let yourself go there with what it will feel like,

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look like, sound like when you are in that place and that person says yes.

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Thirdly, set your strategy.

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So I outlined 13 different things you could do, and there are many,

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many more Do use your imagination.

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But the 13 ways for ease are

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one, tell everyone you know exactly what you do.

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Two, put out a proof-based post with a very direct call to action.

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Three, an education post, but referring to a real person's story throughout.

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Four, share your own story where you can become both relatable

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and remarkable in the same story.

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Five, share your lead magnet if you have one set up and put a direct

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call to action on the thank you page and create a really short nine word

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email to prompt a quick response.

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Six.

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Do a poll.

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Seven.

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Focus on what's worked for you before and do more of that.

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Eight, get out in person.

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It's way quicker than online marketing.

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Nine.

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Do a webinar or a challenge.

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10.

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Create a one-time opportunity post to focus on perhaps a time of year or a

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limited number of spots for your coaching.

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That is a one time thing.

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11.

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DM new followers.

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12 follow up with unconverted inquiries and

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13 give value.

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And the fourth step in our process was be all in.

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So for example, if no one responds to your first post, try

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not to think No one's buying.

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This is completely pointless.

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Just keep going.

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Successful people, hang on when everyone else has let go.

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Let me know if you get a client i cannot wait to hear your success story.

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And thank you if you've messaged me so far to say that this

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podcast is helpful to you.

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It takes a lot of time and energy to create each episode so i'm

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hugely thankful to hear from you.

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And if you would be happy to Click on apple podcasts if that's where you listen

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And scroll down and rate the podcast and leave me a review it would make

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a huge difference to me and to others searching for honest support on their

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coaching business building journey.

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And like i say at the end of every episode trust yourself believe in

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yourself and be the wise gardner who keeps on watering the seed.

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Microphone (Samson Q2U Microphone): Thank you so much for listening to this

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episode of Women in the Coaching Arena.

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Please come and say hi to me on LinkedIn or Instagram and let me

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know how you are getting on in your coaching business and how you are

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gonna go for your dreams this year.

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My name on LinkedIn is Joanna Lott and on Instagram is at Joanna Lott Coaching, and

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I'll also put links in the show notes.

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Let me know if you found this episode useful.

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Share it with a friend and leave me a review, and I will

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personally thank you for that.

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Thank you so much for listening.