Work Smarter Not Harder To Build Your Health Coaching Business
When I started my health coaching business, I was sure that if I worked hard enough, I’d get clients and be able to replace the income from my full-time job.
I wasn’t afraid of hard work.
Maybe that’s because doing well in school didn’t come easy to me.
I was a slower reader, slower at writing papers, and needed more time than many of my friends to study for exams. But I worked hard and the results showed when I brought home my report card.
Growing up, I learned that working hard would get me results.
So when I was a brand new health coach, I thought the same rules would apply. That if I put in the time and energy I’d be successful.
So I made a list of all the things I thought I needed to do to have a successful coaching business and I felt accomplished as I checked things off the list.
But as time went on, I started getting frustrated.
I was spending hours and hours marketing my coaching business but I only had a trickle of clients coming in. I felt like I would never be able to make a real living as a health coach.
It was extremely deflating. I wondered if I should throw in the towel. I was exhausted!
I knew something had to change. The “work hard and get results” motto I had lived by for years simply wasn’t working for me.
Rather than doing a bunch of tasks with no real game plan in place, I needed to focus on what was truly going to get me clients.
But I was feeling lost about where to focus my time and energy. Where to start?!
Things started to click for me when I got an outsider’s perspective from a business coach I hired.
While I’m smart and I can figure a lot of things out on my own, I didn’t know the smartest ways to market my coaching business.
My coach helped me discover what I was good at and what was working to bring in clients. And just as importantly, we figured out where I was wasting my time on things that weren’t getting me anywhere.
I cut out the time wasters, and my business started to feel so much easier. I felt like I had HOURS back in my week because I could spend time on tasks that felt fulfilling… instead of working on draining tasks that got me nowhere.
After that, my business took off. Getting clients became easier. At my peak, I had 23 clients and a wait list.
My coach was able to guide me step-by-step so I could work smarter, not harder.
Now it’s my mission is to shorten YOUR learning curve.
Because learning these lessons is what allowed me to continue my health coaching business and build my current business…enabling me to do work that fulfills me.
I hope that by sharing my missteps, you can avoid some of the pitfalls I experienced in my early years as a health coach.
5 Big Lessons That Helped Me Work Smarter Not Harder In My Health Coaching Business
Lesson #1: General health coaching doesn’t sell. Choose a specialty.
Your specialty (also called your niche) is a combination of who you serve (also known as your target audience) and the problem you solve.
Why is choosing a specialty so important?
When it comes down to it, you’ll always struggle to consistently get clients if you’re being broad or general in your marketing. You’ll keep working hard, but you’ll likely find only a trickle of clients coming in because your message isn’t clearly speaking to anyone.
When you know who you’re serving, you’ll start to speak and write in a way that makes your ideal clients feel that you are speaking directly to them. They’ll feel that you know them, understand them, and have the expertise to help them. Your message will resonate with them.
When I got really clear about who I wanted to help, marketing became so much easier. I knew what words to use to entice my ideal clients and what offers I should create to serve them.
Lesson #2: Building relationships is worth the time and energy
This one might seem out of place in an article about working smarter and shortening your time to success, but hear me out.
Focusing on building great relationships is a long game, but it will pay off in spades throughout your career.
The most important thing you can focus on in your health coaching business is other people. Whether it’s your clients, people on your list, your social media following, colleagues, or your referral partners, solid relationships are the core of your business.
Why? Because when you focus on building relationships, people are more likely to enthusiastically sign-up to work with you and promote you and your services.
If you’re consistently being of service and providing value people will remember you, they’ll trust you, and they’ll keep coming back for more.
You can create that value and begin to build relationships through networking, speaking events, and even social media.
Lesson #3: Mapping out your client-getting program is KEY to building confidence and getting clients.
Question for you…. When you speak with potential clients, do you have a program you’re excited about inviting them into?
If the answer is “no” or “I’m not sure”, I don’t want you to feel any shame! This is so common, and it’s something that I recommend this is one of the very first things you address.
Here’s why this is a critical piece….
When you’re not feeling confident and excited about your program, you’re less likely to take the actions that will get you new clients because you’re not feeling great about what you’ll DO with your clients once you get them.
This can show up unconsciously. You might not even be sure why you’re not getting clients… but this could be a piece of the puzzle.
Maybe you have a program, but you’re not in love with it. Or maybe you have a vague program, but it’s not clearly mapped out.
Or you might not be sure WHAT to offer. If you don’t know exactly what you’re going to offer at the end of a conversation with a potential client, you’re likely to avoid speaking to them altogether!
Your enthusiasm and excitement has a big impact on you potential clients’ likeliness to buy. When you’re excited, your potential clients will be more excited.
Your enthusiasm comes from confidence.
Confidence in knowing exactly what you’re going to offer to your clients.
Confidence that your programs are exactly what your ideal clients are looking for.
Confidence that what your offering will get your clients results.
Creating a client-getting program may seem overwhelming – but it doesn’t have to be! Even if you’re a new coach, you can create a client-getting offer that packages your expertise and gets clients excited about working with you.
If you’re not sure where to start, my Quick Start to Filling Your Health Coaching Practice program could be just what you need. The first week is devoted to helping you map out your client-getting program. Click here to get on the waitlist.
Lesson #4: Focusing on one-on-one clients will make you more money, FASTER
There are a number of ways to build a successful coaching business, but one way I recommend new health coaches work smarter not harder is to put most of your focus into getting one-on-one clients.
This may go against some of the popular opinions out there, but there are a few reasons getting one-on-one clients is the fastest way to make more money:
- Higher investment per client – each client you work with one-on-one will invest more with you than participants in a group program, which means…
- Fewer clients are needed to earn the same amount of money – if a client is paying more, you’ll need fewer to reach your income goals
- A large audience isn’t required – you don’t need a list of subscribers or a large social media following to sign-on one-on-one clients so it’s perfect if you’re just starting out
- It’s the best way to get experience – creating large group and online programs is often the goal for health coaches, but working one-on-one with clients first will help you to discover your unique coaching style and figure out what your clients are really asking for
One-on-one clients are a ‘bigger bang for the buck’. They invest more for the support you provide them. Plus, the time and money it costs you to attract one-on-one clients is lower than filling a large online or group program, which is definitely a smart way to work!
To get more one-on-one clients you really need to focus on getting people into initial consults.
When I was a health coach, this is exactly how I was able to fill my practice. Once I got clear on my goal of booking more initial consultations, I planned all of my marketing to align with that goal.
If I was at networking events, I’d mention my initial consult when I was connecting with someone new. If I was creating a talk for a speaking gig, I’d include an offer for my free initial consultation.
For me, focusing my efforts on 1:1 clients allowed me to earn the revenue I needed AND get experience working with clients so I had a better idea of what type of support my ideal clients needed so I could create a group program down the road.
Lesson #5: Get support, so marketing your coaching business actually happens
Learning to get clients and market your health coaching business can be overwhelming if you try to go it alone.
And without support, you may find it’s simply easier for you to spend your time on other things. Things that don’t bring clients in the door.
Expert advice from someone who’s been there can make all the difference when it comes to getting real results from your marketing.
If you’re like many coaches I’ve spoken to you, might think that you shouldn’t need more than the information you received in health coaching school. You might even feel shame about asking for support.
After having worked with hundreds of coaches, I see this reluctance in asking for help a lot.
But I’ve also seen coaches who get over this reluctance, like the coaches in The Health Coach Profit Lab. They get the support and the guidance they need, and they quit wasting time struggling with the pieces they don’t know. And they’re signing on new clients every week.
I already shared how getting support from a coach shortened my learning curve and helped me to focus on the right things in my business. This was the big game changer for me. Having the guidance and support of a mentor was the key to taking my coaching business from hobby to career.
Would you like support with your marketing…. and filling your health coaching business?
I’m cooking something up for you where we’ll do exactly that! Interested?
Click here to get on a special list to be notified and get all the details later this week.
Now I’d love to hear from you!
Which of these lessons resonates with you the most? What can you change about your approach to marketing your business so you can work smarter and not harder?