As a business coach, you know that quality leads are the lifeblood of your business. But even if you’re helping clients make essential changes in their lives and careers, why would they choose to work with you rather than another professional? How do you make sure that your services are top-of-mind every time customers are ready to make a change in their lives?
In this blog, we’ll share seven ways that leading business coaches get more quality leads for their businesses.
Did you know that there are two types of leads?
There are a lot of terms floating around when it comes to business and sales. Some of them are similar, and some of them are totally different. So how do you know the difference?
Let’s start with the basics:
A marketing lead is someone who has expressed interest in your company or product. That interest could be as little as clicking on your banner ad, but it can also be as much as signing up for your newsletter or commenting on one of your blog posts.
A sales lead is someone who has shown active interest in what you offer. That can mean any number of things, like calling your office to ask for pricing information or requesting a demo over email.
Now that we’ve got that out of the way, we can get into the nitty-gritty of how to get quality leads!
Start slow.
It’s a good idea to focus on one area of your business when you first begin offering coaching services and then expand from there. You want to avoid getting too caught up in trying to be everything for everyone right away. If you struggle with saying no, this is an excellent way of building confidence in your new business model and setting yourself up for success down the road by learning how much (or little) help people really need from you as a coach.
Lead with a give.
One of the best ways to get quality leads is to give before you ask for anything in return. The key here is to provide value to your audience before asking for anything from them. This can be done by offering a free gift, consultation or trial of your product or service. One of my favourite ways to do this is with a case study; there is nothing more compelling than reading about someone who has benefited from my products and services!
Establish credibility with case studies.
One of the best ways to establish credibility is by using case studies. These are examples of clients who have worked with you and received results. These can be used to demonstrate your expertise, success, or even just the results they achieved from working with you.
They’re often best used when asked about the types of clients you work with and how much experience you have helping them—the more successful your client stories are, the better!
Be willing to make an investment.
The world is full of cheap people, but you don’t want to be one of them.
In business, your investment can take many forms: time, money or both. But investment doesn’t always have to mean money—it’s often just as much about investing in the relationship.
For example, if I ask a business coach for help and they say there is no charge for their time or advice because they are so passionate about helping me grow my business, then that’s definitely an investment on their part—even though there may not be any cash exchanged between us at all!
Focus on the quality of the relationship, not just the sale.
It’s easy to get caught up in how many times you can close and convert a lead before they say no, but focusing on how many times you get to say yes is a better strategy. The best coaches are those who can create lasting relationships with clients because of their dedication to understanding their needs and wants, as well as demonstrating why they’re the best choice for that client’s service or product.
But it’s not just about convincing people to buy from them—it’s also about helping them achieve results that are beneficial for both parties involved. They do this by being able to deliver value above and beyond what was expected by their clients so that when someone thinks of coaching services (or whatever else), they think back on this experience first!
Use landing pages for lead generation.
Landing pages are a great way to create lead generation for your business. A landing page should be designed specifically to convert visitors into leads. You can use them for lead generation or as part of an opt-in or sales funnel.
Landing pages have been used by companies like Facebook, Hubspot and Shopify because they work! Landing pages let you:
- Narrow down the target audience
- Focus on conversions
- Analyze what works
Get clear on your USP (Unique Selling Point).
Your USP is the difference between you and your competitors. It’s why people will choose to hire you over every other business coach in town, but it’s also important to know that it’s not just about what you do or sell; it has to do with who you are as a person, too. We always say: “People Buy You—Not What You Do!”
So how do you define your USP? Let’s look at an example:
Let’s say that one of the ways I’m unique is my ability to help entrepreneurs improve their sales copy—and let’s say that by improving their sales copy, I mean helping them write sales emails and landing pages that convert better than anything else out there. That would be my Unique Selling Point (USP).
By following these seven lead generation tips, you can be sure that your coaching business is helping your clients to grow. You will know that you’re doing everything possible to help them improve their business. And when they see results—from increased sales and improved marketing strategies and mindset—they’ll come back for more!
