7 steps to Lead generation for coaches

You’re a coach, ready to expand your reach. You have the skills, but getting more clients seems challenging. This is where lead generation comes in.

Let’s walk through a simple path to generating more leads and growing your coaching business.

Each step can be broken down into smaller and more actionable details and some are easier than others. For now, let’s just put the steps in front of us. Then, you can pick and choose which of these you feel the most comfortable with and which ones seem like the biggest levers to pull on for you and your skills. Read through the end to find out what I would suggest to start with.

Step 1: Build a Strong Online Presence

Your website is your digital storefront. A clean, professional site with clear calls-to-action (CTAs) can make a huge difference. Think of it as your home base where potential clients first learn about you.

Website is not just a digital brochure, but should be an active player in growing your business. It should build your reputation, grow your audience, and help in converting them into happy, paying clients.

Key Elements of a Good Website:

  1. Clear Messaging: Your site should clearly communicate who you are, what you offer, and how you can help. Use straightforward language and compelling headlines.
  2. Professional Design: A well-designed website builds trust. Invest in a quality design that reflects your brand. It should not be flashy, but should rather allow your content and your offer to shine through.
  3. User-Friendly Navigation: Make it easy for visitors to find information. Guide them through the important steps in a clear and unambiguous way.
  4. Mobile Optimization: Ensure your site looks good and functions well on all devices. Google prioritizes mobile-friendly sites in search results.
  5. Effective CTAs: Use buttons and links to guide visitors towards actions, such as signing up for a newsletter, booking a consultation, or downloading a free resource.

Step 2: Create Engaging Content

Start with a blog that offers valuable insights and advice. Regularly updating your blog with relevant content helps establish you as an authority and improves your SEO, bringing more organic traffic to your site.

As they say: Content is the king.

But not only as a traffic source. Your prospects will get to know you through your content and will warm up to your messaging and program themselves.

Writing consistently will also help you find you voice and deepen your confidence on certain topics that you’ve covered. Here are some common types of content to start with:

  1. Blog Posts: Write about topics that matter to your audience. Offer tips, how-tos, and insights.
  2. Videos: Create informative videos on key topics. Videos are highly engaging and shareable. Experiment with shorter and longer videos and different formats.
  3. Podcasts: having a consistent access to your audience with weekly episodes is a great way to build trust, authority, and familiarity.

Remember: the goal of creating content is not to become content creator (unless you want to). The goal is to help your audience and shine a light onto your business.

Step 3: Create scalable Lead Magnets

Identify well performing content pieces or find what your audience is searching for with some tools. Then create evergreen lead magnets around that. Lead magnets come in various shapes and forms, here are a few common ones:

  1. Webinars and Workshops: Host them on specific coaching topics. You can use the live sessions to quickly gain insight into common struggles of your potential clients.
  2. eBooks and Guides: Offer downloadable PDFs in exchange for contact information. This helps build your email list in a scalable way. You can also selfpublish on Amazon and send them printed copies.
  3. Courses: A small, free course or masterclass is a great way to attract some new visitors and turn them into interested prospects.
  4. Email Courses: This one is one of my favourites. It takes less effort than creating a video course, but it sometimes converts better.
  5. Communities: It takes a while to build a good community, but it is worth it. You can use Challenges as a magnet for this lead Magnet.

Step 4: Master Email Marketing

Email marketing is a powerful tool. Building an email list allows you to nurture relationships with potential clients.

Four steps to Effective Email Marketing:

  1. Build Your List: Whenever you offer something, collect their email in exchange.
  2. Segment Your Audience: Group your subscribers based on interests and behaviors. Tailor your messages to each segment.
  3. Craft Compelling Emails: Write emails that offer value. Use clear subject lines, concise content, and strong CTAs.
  4. Automate Your Campaigns: Use email marketing tools to send automated welcome sequences, follow-ups, and newsletters. Try shorter sequences on specific topics. You can brand them as challenges or email courses.

Step 5: Leverage Social Media

Social media platforms are great for reaching a broader audience. Share your content, engage with your followers, and use targeted ads to attract new leads.

Best Practices:

  1. Choose the Right Platforms: Focus on where your target audience spends most of their time (e.g., LinkedIn, Facebook, Instagram, YouTube). Focus on one platform and then expand.
  2. Post Regularly: Share valuable content consistently. Use a mix of posts, including tips, client success stories, and behind-the-scenes glimpses. Repurpose your blog posts and cut your longer videos into shorts.
  3. Engage with Your Audience: Respond to comments, join discussions, and show genuine interest in your followers.
  4. Use Paid Advertising: Run targeted ad campaigns to reach potential clients. It is usually better to promote your free lead magnets, than your paid services directly. Examples include tools, calculators, questionnaires, PDFs, and free coaching sessions.

Step 6: Network and Collaborate

Building relationships with other professionals can open new doors. Attend events, join online communities, and collaborate with other coaches.

Networking Tips:

  1. Attend In-Person Industry Events: Participate in conferences, workshops, and seminars. Identify those where your prospects are gathering. These are great places to meet potential clients and partners.
  2. Join Online Communities: Engage in forums, social media groups, and professional networks. Share your expertise and connect with your clients there.
  3. Collaborate with Other Coaches: Partner on projects, co-host webinars, or create joint content. This expands your reach and adds value to your audience. Identify partners who have a non-competing services where you could exchange clients.

Step 7: Measure and Optimize

Track your efforts to see what’s working and what isn’t.

Key Metrics:

  1. Website Traffic: Monitor your site visits, bounce rate, and average session duration.
  2. Conversion Rates: Track how many visitors take desired actions (e.g., signing up for a newsletter, booking a consultation).
  3. Email Metrics: Keep an eye on open rates, click-through rates, and conversion rates.
  4. Social Media Engagement: Measure likes, shares, comments, and follower growth.

Continuous Improvement:

  1. Analyze Data: Regularly review your metrics to identify trends and areas for improvement.
  2. Test and Optimize: Experiment with different content, CTAs, and marketing strategies. Use A/B testing to determine what works best.
  3. Adjust Your Strategy: Based on your analysis, refine your approach to maximize results.

Your Next Steps

By focusing on a strong website, effective email marketing, and engaging content, you can start generating more leads and growing your coaching business.

The key is consistency and continuous improvement. Create your weekly or monthly rhythm and keep working for a period.

Curious what I’d suggest you focus on if you are just starting out? Here is the minimal list you can start with:

  1. Create a simple website
  2. Write blog articles on topics that will be of interest for your audience
  3. Identify one social platform and repurpose your blog into content for them. Engage with the community and provide value.
  4. Get as many people on a call

Ready to take the next step? Let’s transform your coaching business together. Book a free call with me below to discuss how I can accelerate your growth.

Rob Ivanov avatar