What’s stopping you from getting better clients? Are you settling for clients who make too many demands on your time? Or who don’t pay promptly? Or who expect results in 10 minutes?
When you dreamed about your coaching practice, you pictured clients who LOVED working with you and got great results. They were happy to pay your fees for services and referred you to all their friends.
If the dream hasn’t matched up with your present reality, take heart. The problem isn’t hard to fix once it’s identified. But the problem probably isn’t what you think it is.
Most coaches think the problem stems from ineffective marketing. And that could well be contributing to it. But in actuality, you are probably a victim of complacency and compromise.
Here are 3 areas where coaches let complacency and compromise sneak into their business and sabotage their marketing. Find out what they are and what to do about it.
1. Complacency with Your Marketing
At some point you probably figured out that marketing is hard work. It’s not a secret. And if you don’t have a great marketing strategy, it can be REALLY hard work. As a result, you may have slacked off on consistent marketing and become complacent about getting it done.
But when done right, marketing for coaches is actually a lot of fun. It takes effort to write an article or talk to a prospect. But there is tremendous joy in knowing you are transforming lives for the better.
When you don’t market consistently, you end up with less lead generation and prospects. And that leads to less prospects to choose from.
If your best potential clients don’t hear from you regularly through emails, newsletters, videos, articles, and/or training, they’ll go somewhere else for help. The prospects you’ll be left with will be few and far between.
Which leads us to the second area we get complacent…
2. Compromising on Who Your Ideal Client Is
Be honest. Who are you willing to work with? Are you signing up only clients who really need the transformation you deliver? Or are you willing to sign up any warm body with money to pay you?
I know that may sound harsh if you’re a coach just starting out and struggling to get clients. But over the years I learned this lesson the hard way.
When I accepted clients that I knew were not my ideal client, I ended up with a difficult client who was demanding and never satisfied. They didn’t get great results, and some asked for extensions on payments.
On the other hand, when I decided to only work with my ideal client, I had clients who LOVED working with me. They got great results, happily paid my fee, and respected my time and boundaries.
And did I mention they got really great results? Their marketing was literally transformed from mediocre to irresistible in a matter of weeks.
So learn from my hard-earned lesson. Don’t compromise on who your ideal client is and only work with your ideal client.
Now, here is how you can have an abundance of ideal prospects to choose from…
3. Complacency About Your Value
You know who you want to work with and the benefits your clients receive from working with you. But do you really know the VALUE of the transformation they receive?
Too many coaches underestimate the value of what they deliver – both in terms of dollar amount and improved life for their clients. As a result, their prospects often don’t realize the value either.
Here’s an example of how to place value on what you do.
Take a health coach who reverses dyslexia in children. (One of my clients does this.) What is the monetary value? The child doesn’t earn more money. However, chances are pretty good that the parent has been spending hundreds or thousands of dollars a year on therapy with limited results.
What is the non-monetary value? This is HUGE and PRICELESS. A child with a learning disability causes a significant disruption in the life of their parents and siblings. Picture parents with lots of stress, little time, and complete overwhelm. They’ve usually been struggling with this issue for years.
What do you think it’s worth to them to have this dyslexia problem “go away” and have a “new, vibrant child”? Now imagine what it’s worth to them if they can see these results in as little as 6 months or less?
Think how you can use this same reasoning to determine the value for what you offer.
Remember, if you’re complacent about the value of what you are offering, your clients will be, too. But if you know the transformation you offer is easily worth $3,000, then convey that to them, and your ideal clients will happily pay it.
When you really understand the value of what you deliver, you’ll be able to:
- increase your package prices
- state your fees with confidence
- have clients excited to work with you
- charge what you’re worth and get it
- get the BEST clients to work with
If you want great clients on a consistent basis, the solution could be as simple as recognizing where complacency has sneaked up on you and getting rid of it. Kick complacency and compromise out of your life.
Go back to your dreams for your ideal coaching practice. Who do you really want to work with? What awesome results do clients get when working with you? What is the transformation worth to them?
Get these three areas lined up, and you’ll be well on your way to creating irresistible marketing for more clients and more sales more often.