The first thing new coaches want to know is how to get more coaching clients quickly. Most coaches spend time getting a fancy logo designed, designing a website, getting business cards printed and writing brochures thinking all these things are necessary before they begin to market their business. Not true!

The best step you can take at any point in your coaching career to get new coaching clients quickly is to begin conducting workshops. I suggest that you begin by conducting live workshops in your local market. Later you can modify these workshops to become online workshop or online courses. You can even begin conducting your own events by adding other compatible experts to your team and conducting two or three day workshops.

Leading workshops gives you instant expert status and authority. There is a big difference between leading a workshop and lecturing. There is also a big difference between leading a workshop and facilitating a great workshop.

Facilitation is far different than other forms of teaching and

Sitting down to write a sales letter often strikes fear in the heart of many coaches and information product producers. Even many savvy marketers dread the process of writing a sales letter. Well, just stop it because writing a sales letter can be fun and easy when you break the process down into steps.

Any task that seem large or difficult can be conquered by breaking it down and working on one step at a time. This is the way I suggest you approach a sales letter. If you just work on one step at a time to the best of your ability you will soon have a completed product with all the necessary components done to you highest capability.

Step 1: Research
People are more motivated to avoid pain than they are to seek pleasure so to be effective in converting people to coaching clients you must know what their pains are. Far too many marketers seek to tell clients about all the nice things that will happen when they get coaching rather than pointing out the pain that will continue to run their lives if they don’t get coaching.

The first thing you want to research is the pain your target coaching niche endures and is desperate to relieve. You want to know what causes them fear, frustration and anger. Go to groups and forums and observe what the members talk about. What do they complain about, get upset about, get frustrated with and mad about? Take notes on what people in the forums are writing about and what their pains are so that you have real world data to use in your copy.

Put the pains, angers, and frustrations in order according into how important they are to your potential coaching clients. Give each pain, frustration or anger a ranking from highest to lowest for creating pain in the life of your target coaching niche.

When someone is in pain they will desperately seek a solution to that pain. The one thing that is better than having a solution to your client’s pain is painting a picture of what that solution with look like and feels like for the client.

Feeling the pain motivates a person to find a solution and imagining the relief that solution will bring motivates that person to take action. Imagining the relief creates hope in the mind of your client and without hope it is impossible to move forward. 

The process of feeling the feeling that will come with a solution helps to get the subconscious mind working toward that solution because it helps establish the beliefe that a solution is possible. The idea that something is possible and the belief that it can be done is the beginning of all great accomplishment.

Give your coaching clients the information they desire in an interesting and captivating fashion. Coaching clients are interested in getting information that can help them achieve their goals and solve their problems. As a coach, it is your job to provide hungry consumers with the product they desire.

There are several types of content that will always attract readers and hold their interest so I would like to go over a few of them to help you with some ideas to get started.

How To

People always want to know how to do something and if you can help them learn how to do what they want to do then you will begin a lasting relationship with your readers. A great way to find out what readers want to know how to do is to type the word “how” and a keyword for your target coaching niche into Google Keyword Tool and let it do your work for you. The Keyword tool will come up with commonly searched phrases like “how to date”, “how to change jobs”, “how to get a new job” and more.

Reviews

Reviews are a great way to start writing because it is always easy to analyze someone else’s work. Find a recent book or course by a famous person in your target coaching niche and write a review on it.

Tell people what you think of the report, book, or course using your own language and personal style. Tell people what you liked, what you like best and why. Also, let them know what you did not like and why. Be kind but be honest when you write your reviews and remember it is OK to criticize the work but not the person.

Quick Tips

You can write a short blog post or article that includes several quick tips on how to do something or how to avoid something. All of your writing does not have to be long or information packed. You can write short article and blog posts that cover a few quick points that will interest your readers.

Lists of New or Popular Things

Making a list of useful items, website, tools or information is a top notch way to gain your readers interest and to get them to view you as a resource. Writing an article that lists the ten best ways to look for a job would be a great article for a transition coach. Seven foods to avoid is a great article for a health coach.

You can use the word “best” or “top” along with a keyword for your target coaching niche and find what your target coaching niche would like to have information on in the form of a list.

Copywriting and creative writing are not the same thing. Yes, you need to be creative when you are writing copy for your sales pages and websites but it is not the same as writing a novel. I see far too many website that drone on and on with flower prose that don’t tell me anything about the coaching business or how that coach can help me.

Getting Carried Away with Prose

Flowery prose does not help you get coaching clients. Great copywriting starts with a great product or service. Determine what your product provides that your clients most want. In fact, you product or services should completely revolve around what your clients want.

Make sure your copy tells your potential clients how you can help them overcome their challenges or achieve their goals. Clients come to you because they have tried to overcome their challenges or meet their goals on their own and have not been successful and are suffering enough to seek help. You need to tell them how you can help them with their specific problems, challenges and goals. The goal is to reflect your client’s pain and recognize what pushes their buttons.

Stick to writing about the specific pain your clients face and how you can help them with that pain. Follow that up with some testimonials that will provide credibility and ask for the order.
 
Not Asking the Client to Start Coaching

Yes, you must tell the client what to do next to get the outcome they desire. No, they don’t know what to do automatically you must tell them in precise terms what you want them to do next. If you want them to push an order button then you must tell them. If you want them to book an appointment on an electronic calendar then your must tell the exactly what you want them to do and precisely how to do it.

If your goal is to collect the person’s name and email address then you need to ask them to enter that information and what will happen when they do. If you want them to book and introductory coaching session then you need to provide a way for them to do that. There are many online appointment calendars that allow you to do just that.

The point is that most people are quite used to being told what to do or getting instructions so you need to make it easy for them. Make it easy by clearly telling the client exactly what to do next.

Copywriting is one of the forgotten areas of knowledge that can cause a lack of success if overlooked. I want to focus on copywriting and what it takes to write copy that will draw people to you as a coach.  Copywriting is not difficult if you look at it as a process and include all the necessary elements for success.

Traps to Avoid in Copywriting

There are several traps that should be avoided. These mistakes or traps are common so don’t be surprised to see many others falling into these traps. Just because others are doing something does not mean it is the right thing to do so don’t play follow the leader when it comes to copywriting.

Welcome Message Trap

The most valuable part of you website it the top of each page and everything that is “above the fold” or visible without scrolling down. Above the fold means what is visible without having to scroll down. “Above the fold” comes from an old newspaper term that meant everything above the fold in a newspaper.All of your most important copy and your most enticing copy should be here. This is where you want to make the client want what you have and want to read more.

The tragic thing is this is where many coaches put some sort of welcome to my webpage message. Don’t waste this valuable space with a welcome message. Instead put a tantalizing headline at the top. Make sure you headline addresses the main interest of your client and does so in an inviting way.

Goofy Graphics and Images

If you use a graphic at the top of your website make sure it is relevant to the site. Don’t just put a sunset of trees or something there that is not related to your subject. Every item on the page should help potential coaching clients get clear on what you do and how you can help them.

Images can be very effective if they relate to the topic and illustrate a point better than words can. Images can speak better than words as the old saying goes so use them when they are appropriate.

Make sure that everything above the fold is relevant to what you are trying to communicate and keyword rich. Get the clients attention, point to a problem, show that you have a solution to the problem and get them to read on until they accept the offer. No other information should be above the fold on your site if you want the most effective site possible. Follow these guidlines and you will see results.

Many of my clients want to learn to write a great sales letter because they want to motivate people to buy their services or product. After all, we are in the coaching business to help other and to motivate them to make the changes they desire. The word motivate is critical to writing good sales letters so it is essential that we understands what motivates people.

What Motivates People

People are motivated to take action when they want to avoid pain or seek pleasure. Most of us are more motivated by avoiding pain than seeking pleasure.

In his book “Think and Grow Rich” Napoleon Hill lists the seven greatest positive emotions that influence humans. I would like to take a look at a couple of those and how they can be used in a positive way to motivate your clients to take action

Desire

Quite simply desire must be present before a person will take action or make a decision to purchase. To attract clients you must motivate them by increasing their desire for change or their desire for the result they are looking for. Remember that humans are motivated to avoid pain and to seek pleasure so to increase desire you must motivate a person to seek pleasure or avoid pain.

Increase desire by painting a picture and amplifying the pain that result from not taking action. Alternately, you can increase desire by pointing to the sense of joy that accomplishing a goal will bring and using language to make that joy almost tangible.

Faith

Faith that a desired outcome is possible must be present before a person will take action. As a coach you must increase your client’s faith that if the proper steps and actions are taken then the desired outcome is possible. You can do this by demonstrating how this has worked for yourself and others. Testimonials help people have faith that if it worked for another then it is possible for them.

Use your own experience and the experience of others to demonstrate how your coaching or products have helped others overcome their challenges and reach their goals. Use time or quantity when possible to offer proof of results. The testimonial offers social proof which gives your potential clients the faith that others can do it they can do it too.

Think about how powerful the combination of desire and faith are as motivators! Combining the two turbo charged emotions is certain to get a positive result.

Use the emotion of desire to ingnite the clients imagination to see all of the possibilities available and to push forward the idea of change. You can do this painting a verbal picture of what the possibilities are and how they will look and feel emotionally.

Then support the faith that these possibilities can become reality by utilizing testimonials from clients who have had similar goals and achieved them. Our greatest accomplishment and our greatest challenge as coaches is to help our clients make the changes they desire and to motivate that change.

There is an old description of fear as an acronym of false evidence appearing real. I believe this is true when it comes to the fear most people have about public speaking. I would like to debunk several of the common fears about public speaking because I know that it is the single fastest way to fill your coaching schedule with clients.

Speaking is Inherently Stressful
Fear of public speaking is the most common reason coaches do not get out and attract new clients with speaking and workshops. Our magic magnifying mind make us think all sorts of things and creates fears that are not based in fact.

Speaking for many people is actually no different than speaking for a few people. We have a message we want to deliver and we are going to speak to them and do our best to communicate our message. The only difference is the number of people listening. Our message does not change making the delivery more difficult so there is no true reason for greater stress. Yet, our minds still tell us we need to freak out if we are speaking to a large group of people. You can get around this stress as many other people including myself have.

Know Your Material
When you know your material very well then stress is reduced greatly because you don't need to rely on notes or a power point presentation. When you write your own material and rehearse it you will be able to deliver your message with ease.

I suggest that you develop one presentation that relates to your target coaching niche and deliver that same speech or workshop for every speaking opportunity. As the material become old and needs refreshing create a new presentation or workshop. Soon you will have several presentations that you can deliver at any time even with short notice.

Speak Often
The best way to get over the fear of speaking is to get out and speak on a regular basis. I suggest you start by delivering your presentation to friends then small groups and finally larger groups.

It is a good idea to speak at least two times per month. You must be consistent in your speaking or it will be like starting over every time you speak. So even if it is not your nature, books yourself to speak at different groups two or three times a month over the next two months.

You can fill your coaching schedule and earn the income you desire by speaking on a regular basis and you can share your knowledge to help others along the way.

Delivering dynamic and inspiring workshops and speeches is the most effective and fastest way to grow your business and attract new coaching clients. You can literally fill your coaching schedule with a few targeted and motivating workshops or speeches delivered to the right audience.

This method of client attraction will fill your coaching schedule quickly and you will not have to do any traditional selling. Most coaches love to help and serve others and that is exactly what you will be able to do when you are in front of a group of people who need and desire the information you are sharing.

Research Your Audience
To be effective in reaching the buying mindset of your audience you must know who they are and what they need. The products or services you have to offer must match the needs of the audience you are speaking to so it is imperative that you research your audience before you make contact to request a speaking opportunity. It will not be productive to speak to an audience that has not need or desire for your services so you want to make sure that your audience is a good match to your services and products.

You can get the details of what to include in a workshop or speech in my home study program "No Sales Required Client Attraction".

Use the internet to find groups that are related to your target coaching niche. Once you find a list of groups that are related to your target coaching niche determine the profile of the group members.

There is a lot to learn about running and marketing a coaching business and in the process of getting a business going or learning new ways to attract client many coaches find themselves in a state of overwhelm. They have a large number of things that need to be done but they don't know where to start so the response is to do nothing.

Are Your Emotions Causing You to Stall Out in Your Coaching Business?

Too many coaches are unknowingly caught up in their emotions about different aspects of starting and growing a coaching business. These emotions sneak up and stall us out until we uncover them and learn how to overcome limiting thoughts and beliefs.

Overwhelm
We all know what happens when we do nothing. Yes, you guessed it nothing happens and our coaching business goes nowhere! Don't let overwhelm paralyze you.

The only way to overcome overwhelm is to plan. Even if you can only plan goals for one month go ahead and determine your goal. Begin to put daily strategies in place that will help you reach your goal. Take the goal step by step and only one major goal at a time.

Don't try to achieve six major goals in one month. Pick one or two major things and plan the actions you will need to take each week to achieve the two goals. Each day take a look at what you have to do that day and make a check list.

Lack of Confidence
There can be a lot of fear involved in trying something new especially something that involves technical skills, the well being of someone else or, public speaking skills. A successful coaching business can involve all of those things simultaneously. So you have to have a plan for dealing with the challenges.

The first step to dealing with this kind of fear is to recognize that it exists. It is easily hidden behind another emotion or line of thinking. Not charging enough for your coaching is the disguised version of the fear that you are not a competent coach but that can be difficult to see. Not going out and doing workshops or finding a coaching niche can be the fear of public speaking disguised as uncertainty about what area of coaching is best for you.

Once you recognize that something is holding you back from achieving the goals you have set then you can take a closer look to determine what fear may lie behind your inaction.

I have decided not to be gentle in this article because too many coaches are sitting around doing the same thing they did a year ago and losing clients or not gaining more clients. Enough, this type of economic climate presents an interesting dichotomy because people are less likely to feel they can afford coaching yet this is a time when they probably need it the most!

What has happened in our economy is not good or bad it is what happened but it has a dramatic effect on most people in some way. I think our view of the world and the way things work has been forever altered. In other words, most of us will not look at our lives or finances in the same way we did four years ago. I think that is a good thing but the point is that there has been a shift in perspective and it has affected everyone!

More Need for Coaching
You can choose to sit back and say that you can't get new clients because people don't have the money for coaching or you can see that these changing times provide a great opportunity for coaches. Many people feel they are facing a lot of challenges some they have never faced before. That describes a person who could benefit from coaching and that means a potential client for you!