131 | 13 Ways to Get a Client Today

Speaker: 00:00:00

Hello.

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Welcome back to Women

in the Coaching Arena.

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I'm Jo Lott, an ICF accredited

coach who helps coaches get

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clients with honesty, not hype.

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This summer, I'm bringing back some

of my most practical and popular

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episodes, and this one felt especially

worth revisiting as we are approaching

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September, which is a great time to get

clients because they are usually motivated

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with that new academic year feel.

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So if you have been wondering how

to make money as a coach in: 2025

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this episode lays out for you

what's changing in the industry and

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how to adapt without burning out.

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I will talk through new trends, business

models, and pricing considerations.

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If you want your business to be

profitable and feel good, then

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you will find this episode full

of useful ideas and next steps.

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I hope you enjoy.

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Microphone (Samson Q2U Microphone):

I Am so excited about this episode

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because what more could we do

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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: 00:20:24

freely in Facebook groups with value,

not with spammy message me stuff,

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: 00:20:29

but just keep leading with value.

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: 00:20:31

Think about how you can make a change.

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: 00:20:34

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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: 00:20:43

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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: 00:20:58

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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: 00:21:12

And I think there's loads on there

that I haven't mentioned here.

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: 00:21:15

So it would be well worth you

heading to Joanna lot's coaching.com.

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: 00:21:20

And downloading that

12 ways for more ideas.

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: 00:21:24

Do you have there now?

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: 00:21:27

So we are at our fourth step.

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So this one is be all in.

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: 00:21:33

So don't back up.

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: 00:21:34

If you don't get a response

on your day one post.

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: 00:21:38

Every tiny thing you do is

stepping stones closer to you.

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: 00:21:43

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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: 00:21:50

And bearing in mind, most of us aren't

selling our service every single time.

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: 00:21:55

So actually that's quite

a long period of time.

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: 00:21:57

People will need to see your thing.

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: 00:21:59

To be able to be in the position

to answer whether this is

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: 00:22:03

the right solution for them.

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: 00:22:05

So keep asking yourself what do they need

to know from me to make a decision to buy?

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: 00:22:10

And produce more based that.

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: 00:22:13

Keep going don't give up.

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: 00:22:15

Successful people hang on

when everyone else has let go.

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: 00:22:19

i absolutely love that

quote and it is so so true.

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: 00:22:23

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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: 00:22:33

And even better think of them!

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: 00:22:36

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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: 00:22:42

So they are stuck with this problem that

you can help them with and they are alone

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: 00:22:47

and feeling frustrated and lonely and

like no one understands so what can you

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: 00:22:52

do to get in front of them to show them

with radical empathy that you get where

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: 00:22:58

they're at and how you can help them so

have fun with it i will share a picture

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: 00:23:04

of my new front door when it's installed

and if you don't hit your goal know that

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: 00:23:09

you will be going to bed knowing that

you've thrown everything at it .You'll

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: 00:23:14

be ready to go again next month.

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: 00:23:16

And you will reap those

rewards in the future.

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: 00:23:19

And do bear in mind that the average

buyer journey for coaching is six months

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: 00:23:24

so from them coming across you on social

media say to actually purchasing is on

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: 00:23:30

average six months so yes some people

might see that one post and contact you

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: 00:23:34

immediately but others will know you for

years before coming to work with you.

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: 00:23:39

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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: 00:23:46

Microphone (Samson Q2U Microphone)-5:

So let me summarize today's episode.

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: 00:23:49

I know it was a super intensive one

and you may need to re-listen to it

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: 00:23:54

because there was a lot going on.

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: 00:23:56

But Happy International Coaching

Week and please do go get a

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: 00:24:00

client as soon as possible.

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: 00:24:03

Let's share the power of

coaching far and wide.

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: 00:24:06

So I can't wait to hear what

comes out of this episode for you.

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: 00:24:11

The first point I made is to set the

intention, set the amount of money or

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: 00:24:16

the amount of clients you want to make

in, for example, the next two weeks.

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: 00:24:21

Second, feel into it.

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: 00:24:22

Really imagine, and let yourself go

there with what it will feel like,

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: 00:24:27

look like, sound like when you are in

that place and that person says yes.

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: 00:24:33

Thirdly, set your strategy.

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: 00:24:35

So I outlined 13 different things

you could do, and there are many,

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: 00:24:39

many more Do use your imagination.

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: 00:24:41

But the 13 ways for ease are

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: 00:24:44

one, tell everyone you

know exactly what you do.

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: 00:24:48

Two, put out a proof-based post

with a very direct call to action.

403

: 00:24:54

Three, an education post, but referring

to a real person's story throughout.

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: 00:25:00

Four, share your own story where

you can become both relatable

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: 00:25:04

and remarkable in the same story.

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: 00:25:07

Five, share your lead magnet if you

have one set up and put a direct

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: 00:25:11

call to action on the thank you page

and create a really short nine word

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: 00:25:17

email to prompt a quick response.

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: 00:25:21

Six.

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: 00:25:21

Do a poll.

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: 00:25:23

Seven.

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: 00:25:24

Focus on what's worked for you

before and do more of that.

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: 00:25:28

Eight, get out in person.

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: 00:25:30

It's way quicker than online marketing.

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: 00:25:33

Nine.

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: 00:25:34

Do a webinar or a challenge.

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: 00:25:37

10.

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: 00:25:37

Create a one-time opportunity post to

focus on perhaps a time of year or a

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: 00:25:43

limited number of spots for your coaching.

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: 00:25:46

That is a one time thing.

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: 00:25:49

11.

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: 00:25:50

DM new followers.

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: 00:25:52

12 follow up with

unconverted inquiries and

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: 00:25:57

13 give value.

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: 00:26:00

And the fourth step in

our process was be all in.

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: 00:26:04

So for example, if no one

responds to your first post, try

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: 00:26:08

not to think No one's buying.

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: 00:26:09

This is completely pointless.

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: 00:26:11

Just keep going.

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: 00:26:12

Successful people, hang on

when everyone else has let go.

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: 00:26:16

Let me know if you get a client i

cannot wait to hear your success story.

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: 00:26:21

And thank you if you've messaged

me so far to say that this

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: 00:26:24

podcast is helpful to you.

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: 00:26:26

It takes a lot of time and energy

to create each episode so i'm

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: 00:26:30

hugely thankful to hear from you.

436

: 00:26:33

And if you would be happy to Click on

apple podcasts if that's where you listen

437

: 00:26:38

And scroll down and rate the podcast

and leave me a review it would make

438

: 00:26:43

a huge difference to me and to others

searching for honest support on their

439

: 00:26:48

coaching business building journey.

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: 00:26:51

And like i say at the end of every

episode trust yourself believe in

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: 00:26:55

yourself and be the wise gardner

who keeps on watering the seed.

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: 00:27:00

Microphone (Samson Q2U Microphone):

Thank you so much for listening to this

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: 00:27:02

episode of Women in the Coaching Arena.

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: 00:27:05

Please come and say hi to me on

LinkedIn or Instagram let me know

445

: 00:27:09

how you are getting on in your

coaching business and how you are

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: 00:27:12

gonna go for your dreams this year.

447

: 00:27:15

My name on LinkedIn is Joanna Lott and on

Instagram is at Joanna Lott Coaching, and

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: 00:27:22

I'll also put links in the show notes.

449

: 00:27:25

Let me know if you found

this episode useful.

450

: 00:27:28

Share it with a friend and

leave me a review, and I will

451

: 00:27:31

personally thank you for that.

452

: 00:27:34

Thank you so much for listening.

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: 00:27:35

Speak soon.