How to Get Your First Coaching Client: Simple Steps for Success
If you’re new to the coaching business and wondering how to land your first client, you’re in the right place. In this post, I’ll break down a simple, actionable strategy that will guide you step-by-step through the process. Whether you're just starting or need to refresh your approach, the key to success is focusing on what matters most: getting leads and converting them into clients.
Hi, I’m Chris Barry. I’ve managed the operations of a coaching business that grew from zero to over $10 million in revenue within just two years. I now help coaches like you grow their businesses by simplifying the process. Let’s dive into it!
Pre-Work: Create Your Offer and Define Your Ideal Client
Before you even think about getting clients, it's crucial that you have a clear offer and know who your ideal client is. Your offer is what you're selling (your coaching program), and your ideal client is who you're selling to. If you haven't defined these yet, take some time to figure it out. If you need guidance, I have another video that covers this in detail.
Step 1: Get Leads
Once you have your offer and ideal client sorted, the next step is to get leads. Leads are the lifeblood of any coaching business. Here are three proven ways to get leads:
1. Outreach
There are two types of outreach: cold and warm.
Cold Outreach: This involves reaching out to people who don’t know you. Examples include buying email lists, sending cold emails, or messaging potential clients on social media. It may sound intimidating, but I’ve seen cold Facebook outreach generate over $1 million in just 90 days.
Warm Outreach: Warm outreach is often overlooked. Many coaches don’t realize that they have a network of potential clients or people who can connect them to clients. This can be as simple as going through your phone contacts or reaching out to existing social media followers. A simple message explaining what you do and asking for referrals can lead to great results.
2. Content Creation
Content creation is all about providing value to your audience through platforms like Facebook, Instagram, YouTube, or LinkedIn. You want to create content that positions you as an authority and provides actionable insights. Remember, don't hold back! Give away valuable information. Your audience will judge you based on the quality of your free content, so make it great.
After delivering value, include a call to action—whether that’s a link in your bio, an invitation to DM you, or an email sign-up. The goal is to get your audience to know, like, and trust you. Once you’ve built that relationship, they’re much more likely to convert into clients.
3. Paid Ads
If you have the budget, running ads on platforms like Facebook, Instagram, YouTube, or Google can be the fastest way to generate leads. However, this comes with higher risk since you’re spending money upfront. Ensure your offer is polished and your funnel is optimized before diving into paid ads.
Step 2: Convert Leads Into Clients
Getting leads is only half the battle—you also need to convert them into paying clients. Here’s how:
1. Get on a Zoom Call
Once you’ve got a lead, your next goal is to get them on a call, ideally a Zoom call. A face-to-face video call helps build trust and connection much more effectively than a phone call. People are more likely to buy from someone they can see and relate to.
2. Follow a Sales Process
When you’re on the call, don’t just “wing it.” Have a structured sales process in place. I personally follow a five-step process:
Introduction: Build rapport and introduce yourself.
Fact-Finding: Ask about their needs, pain points, and goals.
Presentation: Present your offer as the solution to their problem.
Test Close: Gauge their interest by asking if they’re ready to take the next step.
Close: Finalize the sale, answer any remaining objections, and secure the deal.
This structured approach ensures that you stay on track and don’t miss key opportunities to convert your lead into a client.
3. Use Contracts and Payment Processors
For high-ticket coaching programs, it’s a good idea to use a contract. This ensures both parties are clear on what’s expected. You can use services like DocuSign or Adobe Sign to send contracts online.
As for collecting payment, platforms like Stripe or PayPal are commonly used by coaches. Make sure payments go through a business account rather than a personal one.
Final Tip: Focus on One Acquisition Channel at a Time
Many new coaches try to juggle multiple strategies at once, such as content, outreach, and paid ads. The problem with this approach is that you end up spreading yourself too thin. In the beginning, it’s best to pick one acquisition channel—Outreach, Content, or Paid Ads—and focus on mastering it. Once you’re getting a consistent flow of leads from that channel, you can start experimenting with other strategies.
Conclusion: Keep it Simple
To recap:
Get leads—whether through outreach, content creation, or paid ads.
Convert those leads into clients using a structured sales process.
Simplicity is key here. Many coaches overcomplicate things, but it doesn’t have to be that way. Pick one strategy, commit to it, and start taking action. Your first client is just around the corner!
If you found this helpful, please like, comment, and subscribe for more valuable content. Also, if you have any specific questions, drop them in the comments, and I’ll do my best to help you out. Let's grow your coaching business together!
Supplemental Video