You got your coaching certification. You are SO excited to build up your clientele. But you suddenly realize it’s not as easy as you thought.
Maybe you put a website out into the world thinking you’d be “discovered” by clients. Or you started posting only to find very little to no engagement.
Marketing & sales just isn’t your jam. But you know you need to learn it to build a coaching career.
If this is you, this article will give you some clarity about where to start when it comes to booking more discovery calls and sales!
Introducing The F.A.S.T. Way Framework
As a Marketing & Sales Strategist, Coach, & LinkedIn Lead Generation Service Provider, I realized there are 5 key components coaches need to succeed in booking clients consistently.
I wanted a simple way to explain it and one day in the sauna (where I do my best thinking), it came to me: “The F.A.S.T. Framework.”
It stands for Followers, Action, Sales, Time Management, & Transformation.
Let’s dive into each of these key success factors & how you can start leveraging them to grow your business.
Followers
If you want to book more calls & clients, it starts with having a strong message that attracts more of the right people to you.
So, the first step is to get clear about WHO your ideal leads are. You’ll need to decide a target audience that has…
- Purchasing power
- A key goal or pain point they’d be willing to pay to solve
- A job title, interest, or commonality that makes them easy to find online
Think about who you may want to coach most & develop an elevator pitch that drives home what you do.
It might be something like this: “I’m a Certified Health Coach for women professionals going through perimenopause changes such as weight gain in the belly, poor sleep, & brain fog. Through my Power Up System, I help you lose the stubborn weight, get your energy back, & conquer your day with focus.”
Your turn! If you need help finalizing your elevator pitch, click here for my Free Create Your No Brainer Pitch Guide.
Action
In order to book more discovery calls and clients, it is essential to bring in new leads regularly. At the end of the day, the number of offers you make minus the no’s equals your sales results.
To successfully grow your audience & interest in your services, you’ll need to have a marketing and lead generation strategy that is compelling enough that people WANT to take action.
So, how will you be driving your audience to take the action of booking a discovery call with you weekly?
Choose any of the following options to get started this week…
- Add a sense of urgency: Think about some kind of bonus, discount, or special reason why your audience would want to book a call with you right now. For example, maybe for the next 3 people who book a call with you, they will get a bonus month in your coaching program for FREE if you decide on the call it’s a good fit to work together.
- Share your story: Create a post or video sharing where you were before you discovered the solutions that coaching has equipped you with, where you are now, and what had to change. Tie your story to your mission & how you can help your audience. Give a call to action to sign up for an email freebie that can lead to a call invite or a free call invite to learn more about how they, too, can achieve whatever transformation you help with.
- Start a referral program: If you’ve ever had any past clients, practice clients, or free clients- You could launch a referral program. A referral program is where you offer an incentive of some kind if someone refers a person to you who enrolls in your services. The incentive could be a percentage of the sale price, money off from your services, or something you think your audience would love. To launch your referral program, simply share that…
- You’re looking to reach more people within your niche & you’d love to offer a free call to anyone within the referral partner’s network.
- You have a referral incentive if the referred person enrolls in your service & shares what it is.
- You are looking to offer these free mini-sessions or calls for a certain timespan & would love to know if anyone comes to mind.
Sales
Typically, to book more clients- it starts by offering value first through your content, a free call, or an email lead magnet. But once someone has gotten value from any of these offerings, you can invite them to your sales phase.
For example- At the end of your email lead magnet or post, have a “Next Steps” section that invites them to a call to learn more about your offering. Give a brief intro about the benefits of your offering and why they’d want to book a call to learn more about it.
If you are struggling with having people take you up on your sales invitation, one thing you can implement this week is “belief-shifting posts.”
Here’s how…
- Brainstorm what hesitations, excuses, limitations, or friction points your audience might have that are stopping them from booking a call with you or having an interest in your services.
- Pick whichever point you wrote down that you feel is the BIGGEST reason you aren’t getting more clients.
- Create a post, email, or video that addresses this objection & provides a paradigm shift that will help your audience take the next step towards their transformation & getting support.
Check out my Freebie Funnel Formula to Make More Sales to learn more.
Time Management
Sometimes the reason you’re not making more sales is because you’re focusing on “busy work” instead of what I like to call the “client-generating actions.”
If you are spending time obsessing over your logo, making fancy Canva graphics, overthinking your posts, & overconsuming information… These are actions taking you away from “client generating actions” such as…
- Reaching out to potential collaboration partners in your community to co-host a workshop, refer each other, etc.
- Reaching new people by sending connection requests on LinkedIn to your target audience or ideal collaboration partners
- Pitching yourself to be a guest on a podcast, speak at an online summit, etc.
So, if you are getting bogged down in “busy work,” one thing you can do this week to shift your focus is to choose a number of new connections (with potential partners or clients) you’ll make this week.
This can be at a networking event, meetup group, online, or however you’d like.
Plan your method for making those connections & don’t work on anything else until you’ve hit your target.
I’ve created a free Weekly Planning System to help you get started.
Transformation
Lastly, if you don’t have as many discovery calls and clients as you’d like, there might be some beliefs standing in the way between you and your next sale.
Do any of these sound familiar?
- “Who would want to work with me?”
- “I view sales as asking people for money.”
- “I’ve tried so many things, why even bother?”
These are all mindset blocks closing down your sales. So, we have to start to poke holes in these limiting beliefs & form new ones so you can operate from a more confident, secure place & prevent entrepreneur “burnout.”
So, to start making improvements this week…
- Pick ONE belief about why you think you’re not getting clients.
- Ask yourself open ended questions to start disproving the belief such as,
- “What else might be true?”
- “What CAN I do that’s within my control to form a different outcome?”
- “What might my next logical step be?”
- “What would a successful coach tell me about this belief?”
- Based on your answers to the questions above, pick one step or shift to your belief that you fully believe in. It doesn’t have to be a drastic change, but something that makes you feel more empowered and excited to take action in your business this week.
- For example, instead of continuing to justify the belief, “I am really bad at marketing.” You might shift to “Marketing is a skill that can be learned & I don’t see myself as a good marketer YET, but I’m getting better each week.”
- Then, plan how you can practice or embody the new belief this week. What are 1-2 ways you can reinforce the direction you want to be headed in?
Recap
As you can see, booking clients & sales is not just “posting and hoping” or putting up a website and expecting to be discovered.
It involves growing your audience with a strong message, giving value, inviting your audience to take action, being confident in what you’re selling, & strong time management skills.
If you are looking for support with clarifying your message, improving or creating your offerings, and booking more clients– I’d love to connect with you on a Free Client Attraction Consult.
On the call, we will chat more about your goals, challenges, and how to create a marketing plan you can stick to… along with exploring if private coaching, The Inner Circle, or The Work Smart Marketing Club might be right for you.
Hailey Rowe
Hailey Rowe is a Marketing and Sales Coach, Strategist, and Linkedin Lead Generation Service Provider.
She helps health coaches, life coaches, & mindset coaches book clients, develop their no brainer offers, & grow their online audience without social media overwhelm. She breaks down her "F.A.S.T. framework" and shares business and marketing tips on her Health Coach Nation Podcast (Top 1.5% on ListenNotes) & in her FREE Marketing Hub FB Group.
She's been recognized as one of the Top 25 Coaches in Chicago (Chicago Entrepreneur Magazine) and her podcast was ranked among the Top 6 business podcasts for health coaches by the Primal Health Coach Institute. With over a decade of experience, she has been deeply involved in the coaching industry, as well as business development & marketing for startups since 2010.
Her approach to business is simple: You can have an amazing service and a mission, but without the right mindset and a solid sales & marketing plan, your coaching business will remain a hobby.
