It is difficult to see a client or anyone else in pain and not want to find an immediate solution but as coaches we must resist that desire. Our goal is to help clients find their own solution and learn the process of problem solving along the way.

Don’t coach your client to find a solution.

Coaches want to help people and because we want that we tend to coach people toward a solution right off the bat. Doing this is not the best way to help your client and it usually will not result in you getting a new coaching client. When you coach toward a solution right away several undesirable things can happen. You may coach them to a solution that does not suit them because you have not spent time finding out what their true needs are. So they choose not to coach with you because your solution does not work for them. You could coach them to the perfect solution and their problem is solved so they don’t feel they need to continue coaching with you. They don’t see enough value from the time they spent with you because you have not made them hungry enough for help.

Get my complete system for conducting an introductory coaching session in my home study program “No Selling Required Client Attraction”.

Your goal is to help the client define the problem they have and to increase their hunger for a solution to that problem or problems. Many clients have no true idea what the problem is when they initially begin talking with you. Many clients just know they have some discomfort but

Marketing your coaching services is a coaching session in a slightly different form. Think about what your goal is when you write a sales letter or something to attract clients. You are helping potential clients see and define a problem then you are facillitating their finding a solution. That is coaching so keep that in mind as you write your marketing materials.

Our job as coaches is to get clients and potential clients to take action. Nothing happens until someone chooses to take action. Scarcity, properly used, is a tool to help motivate people to take action. It is not a trick or a ploy rather a motivator that encourages people to take action.

Scarcity
There are sever way to create scarcity and they are all effective. Time based scarcity and quantity based scarcity are the two most commonly used types of scarcity in marketing.

When you use scarcity in your sales letter it must be believable and it will backfire if it is not. Some reasons that scarcity would exist are special offer, testing the market, collecting testimonials. Be genuine when you use scarcity and understand that you are increasing your client’s chance for success when they take the steps necessary to begin coaching.

Story
Tell the story of how you came to create the product you are offering. Tell them about the problems that you found and how you understand they are the same problems that your clients are experiencing right now.

Tell them about the pain that you felt and how that affected you. Tell them how you decided to overcome the challenge and how you went about doing that. Describe the results you got by applying your solution and why the same solutions will work for others with the same problems.

Show them how this led you to create the product or service you are offering. Explain that you know it will help them just as it helped you.

Benefits
What is in it for me? This is the question everyone has when you approach them with an offer of a service or product. It is human nature to want to know how a service or product is going to help or benefit you.

What your product does is a feature and how that changes your customers life is a benefit. Write down everything your service or product does and then write down how each of those things benefits the client.

Organize those benefits from greats to least and do the same with the features. Theses will attract your clients to you and your solution. Your solution is the answer they have been seeking. People don’t want things what they want is the feeling those things will bring them. So ask yourself how does this feature change the life of my potential client and how will they feel when it does.

When you include these elements in your promotional material you will communicate with your clients in a way that resonates with their deepest thoughts and desires. You will be able to motivate them to take the action that they have not been able to take previously.

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.

When you are passionate about your subject and you have more knowledge than the average person, then you have all that it takes to write content that will grab the attention of your readers. So stop making excuses and start writing great content. To get you started I will cover a few suggestion and basic concepts.

Know What the Point Is

Before you sit down and begin to write make sure you have written a sentence or two that describes exactly what you want to communicate with your writing. You can start with an outline that includes the title, topic, main points and conclusion. This does not have to be perfect it is just a beginning and a way to organize your thoughts around a specific topic and purpose.

Everything you write must have a specific purpose to inform, motivate, persuade, or invite. If you writing does not have both a topic and a purpose then it will not achieve a goal or be of much interest to readers.

Know Who You are Talking To

You must know who your readers are so that you can talk to them in a way that is meaningful to them. When you are clear on who you are talking to you can use words, phrases, and slang that is familiar to them. If you were attentive when you did your research then you can feed some of the very same words and phrases you found back to the reader. Imagine the impact of a writer talking to you in the same exact language that you were thinking in.

It can be helpful to create a picture of your reader in your mind and picture them as your are writing. Who are they, where are they reading your material, what mood are they in as they read you information?

Customer service and care is an area that is vital to getting the most out of your internet marketing yet it is an area that is often overlooked by many people who market coaching on the internet.

The coaching business is based on relationships and how much people know, like and trust you. These relationships are built over time and you must nurture the relationship you have with people on your list so that they will become buyers and clients.

The first step in nurturing clients is to know what they want from you and to deliver what they want. Many coaches assume that they know what their clients want and they go out and develop products based on what they believe their customers want only to find that the products don’t sell because the product is not what the client wants.

Remember to serve your clients in the best fashion possible give them what they want and stay in contact so you can serve them in the future. Let’s talk about several ways to do both of those things.

Surveys- People love to offer their opinion about subjects that care about. You want to know what your niche wants from you so the best way to find out is to ask them. Survey your market to find out what their greatest challenges are and create programs and products that help them with those challenges. You can also ask them what they like about what you are doing and you will get testimonials.

Create a Group on Facebook- You can create your own group on Facebook designed just for your target coaching niche. Invite your friends and the people on your list to join your group on Facebook. You can also make new Facebook friends in other related groups and invite them to your group.

Answer Any and All Questions from your list- It is great to hold a call where the people on your list can ask you their specific questions. The great thing about this type of call is that everyone gets their question answered at one time and when one person asks a question it is always a question that other people have. You can answer questions, give critiques, or do short coaching sessions on a specific issue.

Remember Why People Got on Your List to Begin With- Everyone who signed up on your list had an interest in your topic or coaching niche so be sure to stay true to that topic. Don’t get off into other areas that are too distant from your main niche. Give continuous information related to your niche and make sure that the information is helpful to your list.

What are you doing to market your coaching business? Are you taking three steps to actively market your coaching business each day? If you not then start now. Your marketing is a wonderful way for you to introduce the benefits of coaching to many people that have no idea what coaching is or how it can help them.

The fact is, people can’t coach until they know what coaching is and they can’t coach with you until they know how you can help them. If you don’t tell them these things then how are they going to find out?

You can use your marketin to serve others by offering free information that will be of high value to the people in your target coaching niche. Helping people with an challenge or problem that relates to your target niche is a fundamental way to market your coaching business.

I want to share with you several ways you can market your coaching business and serve others at the same time.

Irresistible Offer- People love you when you give them something they can use and value for free. You can give away special reports, articles, tip sheets, check lists, eBooks, teleclasses or anything else that will help your target coaching niche solve their problems, achieve their goals or overcome their challenges.

Blogging- You blog is your home base on the internet it is where people go to read your content and to find out what you have to offer. Be sure to email the people on your list from time to time and give them a link to one of your posts. People appreciate you letting them know about information that can help them or is important to them.

Video Marketing- Most of us were raised on television so we are a very visual society. Use this to your advantage by creating short two to three minute videos explaining what you have to offer. You can put these videos on your site, blog, sales pages, and You Tube to tell people how they will benefit from what you have to offer.

Testimonials- You can tell people how your products will benefit them but it is even more effective when someone else who has used your product testifies about the benefits. Use testimonials in all your marketing materials. Make sure to include a full name, photograph, and web address if possible. Keep all the nice emails people send you and ask if you can use their words as testimonials. If you get a phone call about how great your product or service is then ask to use those words as a testimonial. Let your customers sell new customers for you.

Marketing consistently is the key to growing a successful coaching business. That statement has two distinctions that deserve reviewing. One is that you must actively market your business in order to cause business growth. You have to be aware of all the  things you do and can do to let people know about what you have to offer and how they can benefit from your offer.

Secondly, you must be consistent in your marketing. That means you must do at least three things to market your coaching business every day. You will not have as much success if you market for a while then stop. People need to hear your message several times before any comprehension takes place then they need to hear it several more times before they will be motivated to take action.

Send out a newsletter- When your newsletter is filled with content that your target niche is interested in they will be eager to get your newsletter. I include an article in all of my newsletters so that readers will get some interesting information that can help them. I also include links to any teleclasses or products I have to offer. You can answer questions from your readers and serve them with your newsletter. I also include special offers and special pricing to clients who receive my newsletter. All of these things make you newsletter attractive to your readers and potential clients.

Teleseminars- Teleseminars are a wonderful way for clients to get to know you and your personality in a way they cannot with the written word. Our personalities come through and the communication is more intimate when we are speaking and hearing another person’s voice.  Teleseminars are easy to conduct and they are very inexpensive to create because there are many free conference call services available. Recording your teleseminars is the first step in creating products or terrific giveaway items. Offer a free teleseminar once a week so your clients will be able to know where to find you each week and they can get to know you over time.

Accept Interviews- You will be surprised that once your name gets out there, how many interview offers you will get. People on the internet are always looking for the new fresh personality to interview so you may get requests very quickly. Accept all requests because you never know where your next client will come from and all publicity is good. Soon you will be doing lots of interview where you can promote your coaching or products and there will soon be a “buzz” about you in the market.

These are three easy steps you can take right now to increase the number of clients coming to your coaching business. Remember that consistency is key and give the process some time to work. Be patient and you will soon see dramatic results from your marketing efforts.

It is obvious that you should use keywords on your content pages and there are several other places that you should make sure that you have keywords such as Title tags, meta description tags, meta keyword tags, headings, images, alt text, anchor text, and navigation links.

You have spent a lot of time choosing the most effective keywords so you want to make sure to use them in every possible place without over using them making your site much more likely to rank high with the search engines.

If you did your keyword research correctly some of your keywords were obvious and are in the copy you have on your site or plan to have on your site. Try to use only three keyword phrases per page of your site. This will ensure that those keywords are strong and not diluted by too many keywords on one page. This will help the search engines know what the page is about when the keywords are repeated throughout the page. This repetition is not possible if you are using too many keywords per page.

Make sure you work in the keywords so that they sound natural and don’t over use keywords because that could be interpreted as spamming. The keywords should flow easily in with the content of the page and if you have chosen the best keywords that flow should come easily.

The idea of keyword research can seem daunting. Trying to find the perfect keyword phrases that will bring clients to your site and bring up the search engine ranking of your site can seem overwhelming to many coaches that is exactly why you will have far greater success when you make the effort! Trust me most coaches will not make that effort and you will tower over them in the search engine ranking and the amount of traffic you draw to your site.

Use these same keyword phrases in your blog posts, blog post titles, articles, article titles, and in all your social media marketing. Be sure to work these keywords into your profile on ezinearticles and all your social media profiles.

Your goal is to have your information highly indexed with your 10 to 15 keyword phrases. So be aware of them at all times and work them into everything that you write. Effective use of keywords and keyword phrases will help you rank much higher than your competitors and help you get more coaching clients.

The process of keyword research never ends because the world of internet marketing and coaching is always changing. You must continue to examine your keywords because the response you get from your keywords is dynamic and ever changing.

Coaching products allow coaches to reach many more people than is possible coaching one on one. However, to get people to purchase and consume those products we must become master motivators. The word motivate is critical to writing good sales letters so it is essential that we understands what motivates people.

Most people are more motivated to avoid pain than they are to seek pleasure. However, studies also show that people are more willing to spend large sums of money to reach a goal. That is why people will spend tens or hundreds of thousands of dollars on education.

The point is that both types of emotions, positive and negative, play a huge part in our motivations to take action so we must think about how to use those emotions the goal is to cause action. Let us take a look at the some of the positive emotions as described by Napoleon Hill the author of “Think and Grow Rick”.

Love

We all have the desire to be loved. When you motivate with love then you have hit the tap root of human nature. Look at all the things we do to ensure that others love us. We buy billions of dollars worth of perfume and cosmetics to be attractive to love. We give to others because we love them or we desire that they love us. We make huge sacrifices for others that we love. Love is probably the single most powerful motivator of human kind next to fear.

All of this means that people are motivated by the desire to have the love of others and to express our love for others. Touch on these desires and get straight to the heart of the matter.

Show people how they can love or be loved by using coaching to reach their goals. Remember when we do something to increase our self-esteem we are also loving ourselves and there is no greater boost to self esteem that reach a goal.

Enthusiasm

Enthusiasm can sell all by itself. We have all gotten wrapped up in the pitch of an enthusiastic person. Enthusiasm is contagious and is a strong motivator. I know you have been swept up in the enthusiasm of another person and based on their enthusiasm you have taken on and accomplished a task or goal that you may not have achieved without that motivation of enthusiasm from the other person.

People are most authentic and enthusiastic about their passions so make sure that you are coaching in a niche that you are passionate about. Your enthusiasm will be contagious and will attract clients with little effort on your part.

When you know that you can serve your target coaching niche and help them to overcome their challenges and achieve their goals and you can communicate that certainty and enthusiasm then you will see clients flocking to your coaching business.

Loving people, helping them love themselves, and passion for your coaching niche are an unstoppable attraction force. If you can communicate those emotions in your sales copy then you will have a powerful tool for getting new coaching clients.