I had a conversation with a coach a couple of weeks ago that is one I hear way too often. She explained that she has multiple health certifications and is extremely qualified to support her dream clients, yet she isn’t filling her coaching program.
At one point during the conversation, she said, “I never thought it would be this difficult to get clients”.
After we chatted for a little while the problem became clear…
…She never learned how to market her business through any of her certifications.
There’s the rub. AND… it’s a doozy.
Most certifications don’t teach coaches how to market their businesses. They may give some one-off strategies but they don’t equate to an A-Z marketing system that has been proven to work to attract and convert followers into paying clients.
Unfortunately, being a highly qualified, well-educated coach is only half of the equation when building a successful coaching business.
The other half is MARKETING.
SPECIAL INVITE – JOIN US FOR OUR FREE TRAINING COMING SOON!
Kathleen LeGrys and I have created an exclusive free live training for you that will give you a ton of CLARITY and an action plan for getting clients:
This FREE Training is the one of the best resources we’ve ever created, and we can’t wait to share it with you!
In this free LIVE training, you’ll discover:
1) The #1 strategy you MUST have in place to stand out and attract a steady stream of new clients each and every month
2) How to easily and effortlessly lead prospective clients to the next step towards working with you
3) The biggest thing that is likely preventing you from filling your coaching programs that you probably aren’t even aware of (and what to do to fix it)
We have two different days and times, so you can choose the one that’s best for you.
The available dates are October 17th and October 18th, and those who join us live will get a high value bonus.
Click here to save your spot 3 Secrets Every Wellness Business Owner Needs to Know to Grow a Thriving Practice in 2023
We will send a replay to everyone that registers so if either time doesn’t work for you register anyway.
3 COMMON MISTAKES IN HEALTH COACH BUSINESS MARKETING
I have conversations like that with coaches on a weekly basis. It’s common for me to hear from coaches saying that they aren’t getting new clients enrolling into their program and they don’t know why. They share that they are doing everything they know how to do but still no one is hiring them.
Here’s the thing, if that’s you and you’re not consistently getting new clients and filling your coaching calendar, I want to share the top 3 reasons we believe that’s happening. Kathleen and I have been coaching coaches just like you for almost 10 years so we have a pretty good handle on what’s happening.
Let’s dive in!
1) Your niche and solution aren’t specific enough
As tempting as it is to keep your health practice general so you have more flexibility, the fact is that we just don’t live in a time when that’s the best choice when you’re trying to grow a wellness business. We live in a world that wants specific solutions to unique problems. We all want a specialist to help us.
Whether you’re a business owner that specializes in pouring floor leveling concrete, (yes that’s a thing and a very specialized area of the concrete world), or you’re a health coach that specializes in helping your clients embrace an intermittent fasting lifestyle for hormone balancing and fat loss, it’s critical to declare a specialty.
We call that your niche and it’s one of the places we spend a lot of time with our Wellness Business Accelerator students. We teach a concept that goes beyond just choosing a niche though. We dig even deeper by teaching our students how to choose a marketable ideal client. That’s a person that knows they have a problem, is actively looking for a solution, and has money to invest. Once you get that dialed in, getting clients is so much easier. Take for example our client Sherly. She had this to say about working with us in the WBA program.
“I’m an alumni of the Wellness Business Accelerator! I can definitely say this is a library of knowledge for every coach to have. I changed my niche and went back over the modules. It’s frankly one of the best investments I have made. During completing the program, I signed up 5 clients in my beta diabetes program. Thanks K&K.” –Sherly Romain Belony
We can help you get similar results using our lesson called: How to Finally Nail Your Niche Within 30 Days to Fill Your Program.
What we find with coaches going through the WBA is that many of them think they already have their niche nailed down when they come into the program. However, they still aren’t getting clients. Once they go through the nail your niche lesson they realize that they were still being too broad, we’re often attracting potential clients that don’t have money to invest, and weren’t as clear in their niche statement as they thought they were thereby missing out on client enrollment. There was still the element of generality that was keeping them stuck.
If you’re not getting clients on a regular basis so your coaching calendar isn’t full then chances are you have more work to do on dialing in on your niche so you determine your marketable ideal client.
2) Your messaging and offer needs to be clear. Your offer must solve a problem your audience knows they have (not a problem you may think they want solved)
Once you’ve dialed in on your marketable ideal client, the next step is to make sure that your offer is crystal clear. Your offer is the program or programs that you have available for clients to work with you. Many of our WBA students come to us with a program that they offer, however, when we question them about who it helps, how it helps, and the transformation that it offers, they aren’t quite confident in their responses.
That’s a problem when it comes to getting clients.
That’s because it takes time to define your program messaging so it is not only clear to you, the coach, but more importantly, crystal clear to your potential client. If they can’t relate to your program description and benefits from bullet points, they more than likely will not make the investment to work with you because they don’t understand what the offer is.
That’s why we make this a main focus inside the Wellness Business Accelerator program. One of our main lessons is called: Crafting An Offer That Immediately Increases Your Confidence & Sales.
We know the importance of getting your program messaging just right and we work really hard to support our WBA members in getting it perfect.
For instance, when we worked with Gianna she sold her first VIP program for 6 months for $5,000!
Here’s what she had to say…
“I have more confidence in my offers and pricing and I’m getting organized and my systems set up. I can finally say I FEEL my business now. This program and your support has helped me flush out SO much of the unnecessary nonsense.”
I’m sure we can agree that selling a VIP program for $5,000 is a pretty major life-changing event in a coach’s life. Gianna was no different than you when she enrolled in the WBA. She had many of the pieces of her business figured out but they weren’t dialed in so that she and her clients weren’t crystal clear on what she was offering. That’s where our implementation guides, trainings, and templates came into play. If you’ve struggled to get clients, chances are this is an area where you could use our support.
3) The Role of Consistency
You may be rolling your eyes to this one, thinking…
“Hey K&K, I’m doing the very best that I can. Don’t you know that I have kids, a job, and other responsibilities? Showing up consistently isn’t as easy as you make it sound”
Believe me we get it. I know what it’s like to have that feeling of being pulled in multiple directions. I have 3 other businesses that I run with my husband, besides my own coaching business. The list of to-do’s is long. But guess what, I get to define what consistency looks like for me and so do you.
Before we tell you what’s possible when you get consistent, let’s talk about why it matters. When you’re showing up on a consistent basis through email, social media posts, livestreams, etc., your followers will begin to expect to hear from you on that schedule. They’ll learn your patterns and know when to look for you and when not to.
Consistency doesn’t mean that you have to be showing up every minute of every day. It’s consistent based on your schedule. That could look like one email every other week and posting on social media just 3 times per week or it could be two emails each week and social posting every single day. The choice is yours.
As I said, consistency doesn’t mean every day but it does mean regular patterns and schedules. For instance, our podcast listening audience knows that every Tuesday there will be a new episode of The Wellness Business Podcast. This is episode 330 and we’ve never missed an episode. That means that we’ve been consistent for 330 weeks in a row. But, in the beginning we could have chosen a bi-weekly release schedule and by now, after 6 years, our audience would know to look for us every other Tuesday. The key is that you get to choose the schedule that works for you and when you stay consistent in that way, great things can happen.
Meet one of our Wellness Business Accelerator students, Mark. He’s super consistent in his wellness business and he recently shared with us what he accomplished in one year.
“I hosted 25 workshops, worked with 1:1 clients from six different states, was a guest on 12 podcasts, and received more than 20 references. Thanks to working with the two of you I have lots of achievements from this year that I’m proud of! I hosted 25 workshops, worked with 1:1 clients from six different states, was a guest on 12 podcasts, and received more than 20 references.
While I am proud of these achievements, the most impactful one for my business came after a series of weekly workshops I hosted. One of the participants invited me to create a 13-week wellness resource video series resulting in a 5-figure contract. Thank you both for what you do!” – Mark Mohammadpour
The best thing about consistency, as we’ve seen from Mark’s story, is that amazing opportunities can come just by showing up consistently. Opportunities that you otherwise would not have had. That could come in the form of new clients, podcast interviews, summit invitations, and the list goes on.
We have a couple of lessons in the Wellness Business Accelerator program that will help you become more consistent on a schedule that works for you in a way that actually attracts your dream clients. That lesson is called: How to Turn Social Media Followers Into Paying Clients
In this lesson you will discover our secret to getting sales on social media, and what you MUST include in your posts to get followers to take action. Combine this lesson with a consistent schedule and you’ll be filling your coaching calendar in no time.
Your goal here is to choose a consistent schedule that works for you and stick with it. You’ve got this my friend.
CRITICAL MARKETING ELEMENTS TO PROMOTE YOUR WELLNESS BUSINESS
There are so many different ways to launch an offer and after all these years I think I have a pretty clean process for focusing on the things that really matter and move the needle when it comes to sales.
In episode 330 of The Wellness Business Podcast you’ll discover:
- The top 3 critical elements most coaches are missing in their marketing that’s causing them to lose out on new clients and additional revenue for their business
- The added layer you need to consider when defining your niche that makes all the difference between attracting your dream clients, or not
- The role consistency plays in expanding your network, attracting the right clients, and future opportunities that otherwise would not have been available to you
- Our secret sauce method for defining who your offer is for, how it helps them, and the transformation that it offers
To find out how to avoid 3 of the most common marketing mistakes, listen to episode 330 of the Wellness Business Podcast!
Links/Resources mentioned on the show:
Links to resources: