How to get clients with organic marketing - business strategy (Part V)

As a coach seeking to achieve and exceed your monthly revenue goals, it is crucial to not only have a clear understanding of your targets, but also to have a strategic plan in place to achieve them. A vital aspect of this plan is your business strategy, which drives your client acquisition and allows for the development of new, effective and innovative ideas.

In order to effectively set and achieve your sales goals, it is important to begin by defining them. These goals should be specific, measurable, attainable, relevant and time-bound targets that align with your annual sales goals. It is a common misconception that setting sales goals is only necessary for coaches who are already successful. However, defining goals from the very beginning, even when your revenue is only $2-5k per month, provides greater clarity and direction for growing your revenue and profits.

In the words of Nelson Mandela, "It is not where you start but how high you aim that matters for success." Setting a goal such as "this month I hope to acquire 3 more clients" without a clear rationale, expected revenue, or realistic plan greatly decreases the probability of achieving that goal. It is important to be intentional and purposeful in your efforts to ensure they are directed towards achieving your desired outcome.

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How to set SMART goals for your coaching business 

Smart is an acronym that stands for Specific, Measurable, Attainable, Relevant, and Time-Bound. When you implement a system that includes SMART goals, not only does it save you precious time, but you can also identify a new possible approach to help you scale your business. 

If you are a coach and your goal is to have more revenue per month, this is how you can set smart goals for your business: 

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• Specific: in 3 months I want to make $20k month in profit.

• Measurable: track your revenue, calculate your expenses and the difference between the revenue and expenses is your profit. 

• Attainable: take all the internal and external factors into consideration when you choose a specific goal. If you want to hit $20/month profit, ask yourself how you can do it. Am I going to sell to an existing audience? Are my ideal clients included in this audience? Do I have an email list? Am I active in many communities/Facebook Groups? Where can I promote my offer through content that converts? 

• Relevant: it is not productive to set goals and take actions that are not aiming at growing your business. How is your next goal contributing to your monthly or yearly business goals? Is it relevant to achieve it next or can it wait? Many coaches start a podcast, a Facebook Group, and grow an email list when they have just 3-4 clients. The main focus should be on goals and actions that will help you have a consistent flow of clients. Expanding your influence comes after that. 

• Time: when you set yourself a goal, such as getting clients by starting a podcast, it is hard to define a specific time when people will start working with you. This is a long-term goal. So, if your goal is to make $20k/month profit, the best way is to have a predictable system and a specific time frame, which will point you to the kind of action you need to take to get there. 

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Setting goals up with a solid structure like this is going to help you reflect over your results, review what is and what isn't working, and update your strategy.

Using a sales tracker will help you have that overview in more detail:

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As a coach, it really is worth to keep abreast of the latest and most effective strategies for attracting clients with organic marketing in your niche and to have discipline in this process. As Warren Buffet said: “We don't have to be smarter than the rest. We have to be more disciplined than the rest”.

Discipline will save you time while also allowing you to put your “finger on the pulse” all the time. This is a great leverage for a coaching business, at a time when the space is flooded more than ever with coaches and when attracting clients with organic marketing seems harder than it used to be.

In a previous article, How To Get Clients With Organic Marketing (Part II), we talked about the Money Making activities and how you can effectively use each of these strategies. And they don’t require a huge audience, an email list or a big following. Here are the money making activities for coaches: 

• Live videos  
• Valuable Content 
• Building Relationships 
• Booking Calls 
• Creating a training 

When setting sales goals, it is important to align them with your annual targets and to approach the process with clear intentions and a realistic plan. It is also crucial to understand that goal setting is not dependent on the current success level of your business, but rather a fundamental aspect of achieving growth and clarity in your endeavors.

To drive success, it is important to categorize leads into three distinct stages:

• Cold leads, who are not yet familiar with your services;
• Warm leads, who are becoming familiar with your content;
• Hot leads, who are ready to purchase from you.

Each stage requires a different approach, from building awareness and sharing valuable content for Cold leads, to building relationships and offering valuable content for Warm leads, to direct calls to action for Hot leads. By understanding and utilizing these stages, you can effectively drive your sales and exceed your revenue goals.

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After you define your money making activities, it’s time to create a plan with the most relevant activities for you to get clients. Let’s say your goal is $20k/month revenue. 

Step 1: Define what you sell and the pricing. This could mean: 

5 group packages x $2,000

2 private 1:1 packages x $5,000

Or 

3 private 1:1 packages x $4,000

1 VIP private 1:1 package x $10,000

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Step 2: Based on the strategy listed below, define your money making activities:

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Part of your job is turning cold leads into hot leads - you can’t sell your services to a cold audience because you don’t have authority and their trust yet. 

Customize all these activities for your own business around your zone of comfort. For example, if you love creating different posts, or doing live streams, include more of those into your strategy. 

Download our template to create your own Money Making activities Plan ‍

With this in mind, you’ll have a predictable plan for getting clients with organic marketing by following an effective process of setting goals and creating a strategy around those goals. If you haven’t read the previous articles where we show you exactly what you need in your coaching business to be successful, you can find them here:

Part I - The Coaching Map
Part II - Money Making Activities
Part III - Business Foundation
Part IV -  Marketing Strategy
Part V - Business Strategy ‍

P.S. Don’t forget to join our incredible group for like-minded entrepreneurs, life coaches, business coaches and career coaches >>> The Coach Tribe 🚀

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