Greg Faxon explains how coaches grow faster by over-delivering to current clients instead of chasing new ones. Prep your kickoff call with intake data, send personalized gifts mid-engagement, and hit measurable results in the first 30 days to earn referrals.
My wife and I are moving this weekend, so I got boxes everywhere and we've been spending a ton of time packing up the house. It's made me think about the fastest and easiest way to get clients for your coaching business. Alright, if you're strapped for time, if you don't have time to do webinars and blog posts and all of that attraction marketing stuff, the best way to get new clients for your coaching business is to multiply your existing clients. The way you do that is by over delivering for those clients. So spend the little remaining time you have on knocking your client's socks off. And I have three tips for you if you want to use your current clients to get referrals and get new clients for your business. So the first tip is go into that first call with the client ready, prep for that kickoff call. Okay, so not the call where you sold them on your coaching, but your first official coaching call. They should have filled out an intake form and you should actually have some notes. And unlike five calls in, you might just be going with what the client presents to you. But for that kickoff call, have some good stuff ready for them. They're probably not going to know exactly what to work on the first session and they're starting to feel uncomfortable. So prep for that call, have some great strategies and actions for them to start with. And at the end of that call I want you to follow up on referrals. So the last question I have on my intake form is do you know anyone else who would benefit from a strategy session with me? If they plug a name in, then that kickoff call is when you're going to ask them for more information. Why did you put this person down? Why do you think they might be a good fit? And what is the best way for us to connect? And so you can offer to send them an email template that they can customize and send along to make it easy. Or they may say, you know, let me talk to them and I'll give them your information, let them lead the way. But that's a conversation you had at the, at the end of your kickoff call. Second tactic is send the client a gift in the mail. Okay? One of the benefits to doing higher end coaching, not trying to do bare bones pricing, is you have a little margin to delight clients by sending them gifts throughout your engagement. So I want you to choose something that's both personal to the client, maybe a unique interest they have. It's great if it's the interest that you both have in common. And two, make the gift. Something that will help them get the most value from your coaching. For my fitness coaching business, I sent a new client a foam roller, right. To release tight muscles. And it's camo pattern because both of us hunt. Okay, so we have that commonality Strategy number three is to figure out your client's key performance indicators or KPIs. This is obviously a term from business and it usually refers to revenue and things that you attract in your business. But your client has metrics that they care about. So for example, in my business, sometimes it's a fat loss goal or clients want to gain strength on certain lifts or they want to gain a certain amount of muscle. Know what matters to your client, the one to three most important metrics and make sure you get a baseline for those and track them because you want to shoot to have your client see progress within the first 30 days of working together. If you can do that, the client is sold on you. They're going to be a client for life. They're going to trust your advice and you're going to be well locked in for that client in the long term. So make sure you know what those key performance indicators are. Right. You could have certain questions in your intake form, cover it again in your kickoff call, then track and structure your coaching and the sessions that you have to improve those metrics. Alright, so those are the three ways to multiply your existing clients. I'm going to get back to moving, got to pack up some stuff in the office and we'll talk next week.
