Introduction
When I first started out in the marketing world, one of the biggest challenges I faced—and I know many of you can relate—was consistently attracting clients. It’s one thing to have the skills and passion for helping people reach their goals; it’s another to build a steady flow of clients who are genuinely excited to work with you. Over the years, I’ve tested a range of strategies, and through trial, error, and a lot of refinement, I’ve found an approach that can actually 10X your client base in 30 days no matter if you have a marketing agency, coaching business or info product business.
In this post, I’ll walk you through the steps that not only helped me grow my marketing agency but have also worked for countless others I’ve helped along the way. Whether you have a new coaching business or just looking to increase your client count, these strategies are practical, actionable, and adaptable to nearly any niche. Let’s dive into what it takes to accelerate your client acquisition and build the coaching practice you envision.
3 Phases to Follow
There are 3 key phases that you need to follow in order to start attracting the right clients for your coaching business. No matter what niche you’re serving, the approach is going to be the same for each niche. Because this is such a universal strategy, many people are doing it including us and our clients as well but not many people are actually consistent with it.
If you want to grow a highly successful coaching business you will need to dedicate your time to master lead generation. In order to master lead generation you will need to understand your ICP (ideal customer profile). How they act, what they do in their spare time, what goals they have, what type of content they consume and what are their desires. It’s extremely important for you to understand who you are talking to and who you are helping with your coaching business to understand these next 3 phases.
Defining Your ICP
If you worked with at least one client before you probably know who your ICP is. This is the person you are targeting, this is the core of your business. If you don’t know who your ICP is then you certainly don’t know your business well or you are a complete beginner. To clearly define your ICP, you will need to do some market research, while I can help you with a few points here, you will still need to really dive deep into who your ICP really is.
Not just that you will need to know how your ICP breathes. Yes, it’s that important even if you don’t think it is by the end of the video you will know exactly why. To define your ICP you can start with a few different things:
- Demographics: Age, gender, location, education level, etc.
- Psychographics: Interests, hobbies, lifestyle, values.
- What are they trying to achieve?
- Their problems/issues they are facing
- What are they searching for on social media? (POV from your ICP’s eyes)
- What other people do they follow on social media?
These are all valid questions and information you need to extract from your research in order to know who your ICP is. Attracting clients at the end of the day consists of finding where they are hanging out, messaging them (persuading them) to visit your landing page (offer) and then they end up buying from you. But to do that you need to clearly understand what their core problem or issue is. Once you know that you will be able to clearly communicate that problem with them and then position your product as a bridge between their problems and their ideal goals, simple as that.
Awareness Pyramid
Before we go any deeper, you need to understand the awareness pyramid. This is a pyramid with 5 different stages of awareness. These stages represent your ICP’s level of awareness towards their problem going from completely unaware to most aware. Now imagine you are contacting your ICP but at a completely unaware stage, for them to purchase from you something needs to happen. Well, a lot of things need to happen because they are absolutely not aware that your coaching can potentially help them.
This is where you need to understand how to approach them. That person will need multiple touch points (messages, content pieces, approaches) from you in order to buy from you while on the other hand “the most aware” person will buy from you within few touch points because he or she is completely aware, for those type of people you don’t need to do a lot. So as you can see the pyramid of awareness can help you identify where in the process you are with your prospects and how you can position yourself in each stage.
Importance of High-Converting Content
Now that we have covered everything we need to get started, the answer to 10X-ing your clients within 30 days is content. But not any kind of content. Long-form content, especially the one on YouTube because YouTube is one of the most revenue driving platforms for coaching businesses worldwide. It acts like 24/7 sales machine for your coaching business while you’re sleeping. If we had to pick one platform for our business for the rest of our life, it would be YouTube, that’s how good it is.
But that’s not the only solution to your problem. You need to know exactly how to position yourself in front of your ICP and that’s what we’ve been preparing in the first few paragraphs. Understanding your ICP will give you the advantage to create videos that attract those people that want to work with you and that’s where the real magic is. Not only that but knowing how to structure your videos will give you the highest chances of persuading people to purchase from you or book a call for your coaching session. This is the key.
For this to work you will need to extract at least 10-30 video ideas for your audience. All of those video ideas should cover all stages of the awareness pyramid. Keep in mind that in most of your videos you should bring up a problem and make sure that your solution is presented as your coaching service, but more on that later. For example if you are teaching other coaches how to make money with YouTube, some of your ideas will be:
- How to Make Money as a Coach on YouTube
- How to Grow Your Coaching Business on YouTube
- How to Sign More Clients as a Coach on YouTube
- How to Get Clients on YouTube as a Coach
By now you should already know what type of video ideas you can use for your own coaching business. The key here is to clearly state who should be watching your videos, as you can see in the above video ideas I clearly stated that these videos are for coaches that are looking to grow on YouTube or get clients through YouTube and those are the people that will watch my videos. Just like you’re reading this blog right now. I am solving a specific problem for you with this exact blog post.
HPPP Framework
All of the business people and personal brands on YouTube are using the same framework to hook people into watching their videos and that framework is called the HPPP framework (Hook, Proof, Plan, Promise). This same framework has been used in the marketing videos for some time right now and it works incredibly well. If you are a coach and if you’re not using this in your long-form videos you are simply missing out on a lot of new clients for your business.
This framework can be applied to really any niche out there. If you have a problem and a solution for that problem and if you’re targeting the people that need it you can use this in your videos. To break this down into simple format so most of you can understand there are 4 aspects to this framework:
- Hook – This is where you grab attention (you hook people in).
- Proof – Building credibility (this is where you tell people more about yourself, this should be a short section)
- Plan – This is where you start presenting value (how you can help people or present the problem and fix it with a solution which should be your product or service).
- Promise – Call to action (either sending people to book a call with you or purchase something from you).
Using this in your long-form videos will be the key to generating more clients for your coaching business. Long-form videos are great because they simply build more trust than any other format of videos. People need to watch multiple different videos from you in order to establish trust and in order to buy from you. Short-form content is not great in that way because it only builds awareness but not the actual trust long term. Essentially using long-form content with the HPPP framework will make sure that you are reaching your ideal clients and talking to them in a way where they trust you and want to do business with you.
Final Words
By now you should be able to understand how to get coaching clients in theory. Now it’s time to level up your business and start this in practice. This is something that has been working for us and for our clients for the past 5 years. It’s a framework that will not die out any time soon because we as humans will always communicate in this way which is really great because this isn’t just another trick from the internet, this works and it works really well.
It works so well that one of our clients Brki generated $50,000 in the last 4 months using this exact framework that we showed you in this blog post. Not only our clients but this is something we’ve tested ourselves on one of our channels that is now making us $10,000 each month for 1 year already which is crazy to see. You can check out our case study about that channel here. If you want to do the same you can check some of our other case studies or simply book a call with us to install this exact system within your own business.
