I knew a coach, Steve who constantly struggled to get results from his networking group. Every time he’d get up to do his talk, he’d ask people to look out for one specific thing. The term he used to describe this thing was referrals. Who has a really clear picture of what the word, referral, looks like? Nobody! Because it’s fuzzy and too broad. But what if Steve said something like this? This week, I’m looking for a specific guy called Overworked Bob. Bob is 40 years old, works with his hands in a tradecraft and has owned his own business for years. He’s stressed, tired, and hungry to make a change because his kids miss him being around and his wife is fed up with the way things are going. You’ll notice Overworked Bob because he always looks stressed. He’s in a hurry, running between appointments, and looks sloppy and exhausted.” It’s much easier picture Overworked Bob. A lot of coaches have a really broad view of their target market. They’re looking for “referrals” when they should be looking for Overworked Bob. “I’m looking for professional women between 30 and 45.” Well, which is it? Is it 30 or 45? Or 36? We need to narrow it down.
Who Are You Channeling In Your Marketing?
Marketing Like Coaches
Most of the time we’re marketing, we don’t market like marketers. We market like coaches. What’s a coach primarily focused on? If you’re good, you’re focused on the performance of your clients. It’s awesome to be focused on your client’s performance when you’re with clients. That helps you with coaching, but it doesn’t help you with your marketing.
Marketing Like Marketers
So, what do you do? Try thinking like a marketer. Marketers aren’t focused on client performance, they’re focused on persuasion. They’re always looking for a new angle, lead magnet, or process to get people to do what they want. That’s definitely an improvement in your marketing over focusing on client performance.
Prospects
The coaches who completely knock it out of the park don’t think like a coach or a marketer. They think like a prospect. If a coach is focused on client performance, and a marketer is focused on persuasion, what’s a prospect focused on? Prospects are focused on their own problems. They’re focused on themselves. 
When focusing on your target market, it’s not enough to think about your prospect. You must think like your prospect. Look at your marketing over the last 6 to 12 months. Have you been thinking about coaching performance and results? Have you been thinking about how you can use more angles like a marketer? Or, have you been focused on your prospect’s problems? Leave a comment below and we’ll talk about how I can help you close more sales.
P.S. Whenever you’re ready… here are 4 ways I can help you grow your coaching business:
1. Grab a free copy of my book
It’s the roadmap to attracting prospects, signing clients, and scaling your coaching business. — Click Here
2. Join the Coach Dojo and connect with coaches who are scaling too
It’s our new Facebook community where smart coaches learn to get more income, impact, and independence. — Click Here
3. Join our Implementation Program and be a Case Study
I’m putting together a new coaching case study group at Black Belt this month… stay tuned for details. If you’d like to work with me on your client-getting and scale plans… just send me a message with the words “Case Study”. — Click Here
4. Work with me and my team privately
If you’d like to work directly with me and my team to take you from 6 to 7 figures… just send me a message with the word “Private”… tell me a little about your business and what you’d like to work on together, and I’ll get you all the details! — Click Here
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