Finding clients is one of the biggest ‘hurdles’ new Health Coaches perceive they have to face. Note, I said, ‘perceive’. It is only a belief that it’s a hurdle that makes it seem so daunting.
In my Upswing Mastermind, I use the following key phrase: THERE IS NO LACK OF CLIENTS
Your beliefs create your reality, so start believing that your clients are out there. Take action where you can, and follow my 4 Incredibly Simple but Effective Strategies for Finding Clients as a Health Coach.
Strategy 1: ASK FOR REFERRALS FROM YOUR NEAREST AND DEAREST
Family, friends, and colleagues are a good place to start to get referrals.
Send a friendly email out letting them know what you’ve been up to and how meaningful your journey to becoming a Health Coach has been.
Be open about how you’d like help with building up a client base. Ask them to send your way anyone they know who might benefit from what you have to offer. You’ll want to explain what it is that you help people achieve, for example, “Think of anyone you might know who is battling with his or her weight. I work especially well with those who feel they have tried everything and are ready to give up.”
In your email, mention that you are offering a complimentary exploratory session to anyone that your family, friends, and colleagues send your way.
When people respond to your email or contact you directly, reply with questions about them and their challenges.
After a couple of back-and-forth messages, you can suggest that you have a conversation over the phone.
At this point, it’s a simple matter of scheduling a time for a phone call together where you can explore further what their desired outcome is and whether they’d like to work with you.
Strategy 2: REACH OUT TO PREVIOUS CLIENTS
Who better to spread the word about how amazing you are at what you do than people whose lives you’ve changed?
You know what it feels like to recommend someone (your hairdresser, naturopath, massage therapist) to your friends, don’t you? You feel a sense of fulfilment at being able to support someone’s business.
And on the other side of that: there’s nothing like having someone give you a solid recommendation for a health practitioner who has made an impact on their well-being.
Strategy 3: GET POSTING ON SOCIAL MEDIA
Use your list of friends and acquaintances on social media to spread the word about your Health Coaching.
Keep your post short and simple, like:
“If you want to experience the feeling of reaching your goal weight, message me here on Facebook.”
“Have you been putting off changes that will lead to your long-term health? Stop saying tomorrow and let’s talk today! Drop me a PM.”
And remember to include a compelling photo. Make it somehow related to the ultimate result you help people get, be it weight loss, muscle gain, radiant skin, enhanced fertility.
When people respond to your social media post by sending you a private message, follow the same method as you did with your email to family, friends, and colleagues. Message back about them and their challenges with a view to talking over the phone.
Strategy 4: NETWORK, NETWORK, NETWORK
We touched on networking groups in my blog post, “4 Ways to Identify Your Health Coaching Target Audience (aka Dream Clients)”, where I mentioned Meetup as a great place to find networking groups.
Google local groups, Toastmasters or entrepreneur groups in your local area. Attend industry relevant events, or arrange an event yourself with other people who work in your industry.
When networking, here are a few takeaways:
Answer the question: “What do you do?” without saying “I am”.
No one cares about the “label” you stick on yourself. (“I am a coach,” “I am a business consultant”). Replace “I am” with what you do – for example, “I help,” “I train,” “I mentor.”
With this in mind, the best way to respond to the question “What do you do?” is something like this:
For example, if I am networking with a group of busy corporate mums, I might say, “I help working mums who struggle to juggle work and their family to create quick, simple lunches for their kids, so they can be confident they are eating healthy foods, instead of choosing from the school canteen”
Every time you are asked this question, ask yourself, “What is the highest want of this specific market/group/person?” Then adapt your response accordingly.
If they ask for more info, don’t make it all about you.
What? But they’ve just asked for more information!? I know, but people really want to know that they’re heard, so turn things around to find out more about them, just like you would in your email to family, friends and colleagues (Strategy #1), and in your Social Media responses (Strategy #2).
Instead of responding with details of how you do what you do, ask them more information about themselves. Think about a response like this:
“Well, let me find out more about you first. What’s going on in your business / health / exercise routine that makes you ask?”
They will usually open up in response to this kind of prompting. Avoid diving into the full sales conversation here. Just connect with them – empathize with them. Talk enough so that they start to see that you might be able to help them in some way.
Schedule a Conversation if things seem to be going well.
Once you establish a little rapport and connection with them and once you find out a bit of their situation, suggest the something like:
“You know, we should really set up a time to talk outside of here because I’ve got some ideas and resources that might really help you. Because we’re here to network and I imagine you want to connect with more people, too. So if you’re open to it, why don’t we set up a time to talk later on the phone?”
Pull out your calendar and lock in the call right then and there, or get their card and follow up in less than 24 hours to book the call.
I'd love to hear your effective strategies for finding clients as a health coach, or what you could have been done differently.
If you would like to know more about how to attract your DREAM clients, read my blog post "4 Ways to Identify Your Health Coaching Target Market" HERE: http://www.amandajdaley.com/blog/2015/9/6/4-ways-to-identify-your-health-coaching-target-audience