For most of my clients, the first milestone we focus on in our work together is getting them fully booked in their private coaching programs.
The reason for this is because if you’re just starting out or struggling to sign clients consistently, it’s EASIER to hit your monthly income goals by focusing on filling your private coaching/high-ticket program than it is with a lower-cost course or group coaching program. AKA - it’s the quickest way to generating the most revenue.
I’ve helped my clients fill their private coaching spots before they’ve even created a website, with less than 100 people on their email lists, and less (some WAY less) than 1,000 people in their entire audience. So whether you’re just starting out in your business, or if you’ve been in business for a while, but aren’t signing private clients as consistently as you want to, here’s what you need to do:
1. Decide what ‘fully booked’ means for you:
First and foremost, we need to think about time and money. How much do you need to be making to afford the lifestyle you want? Most of the time, that first revenue goal is to replace the income you were (or are) making from your full-time job, but what’s beyond that? What’s the lifestyle you really want? Are you happy in the home you’re in, or would you want to move? Would you want to travel more? Would you want to invest and save more?
Once you have a number in mind, think about how much you want to be working on a regular basis, and how much time it’s going to take to serve each client at your highest level. Are you doing weekly calls? How much time do you need to prep for those calls? Are you providing support in between calls? What does that look like? How many additional hours do you need for your business outside of client service (admin, creating content, etc.)?
When you have the money and time pieces in place, you’ll be able to work backwards to figure out what that sweet spot is for you.
2. Make sure you’re FULLY behind the goal:
Whenever a client comes to me and says they aren’t signing clients as consistently as they want to, or they aren’t able to fill those last few spots in their program to reach their goal, it’s almost ALWAYS because they aren’t fully behind the goal.
What I mean is this: There’s something about the goal that you don’t actually want, so you are resisting it to keep yourself ‘safe’. And when it comes to booking private clients, the big sticking points are usually:
Fear of not having enough time: You don’t want to be too ‘scheduled’ and feel like you’re not going to have enough time to serve all these clients, get everything else done, and still, ya know, have a LIFE.
Fear of letting people down: You feel like you’re ‘taking’ money from your clients, and you’re afraid that they won’t like you/your program, or that you’re not good enough to help them get results.
Trust me, I was stuck for a WHILE before I figured out that the only thing keeping me from getting the results I wanted was…. ME, so if that’s what’s happening for you, it’s time to get really honest with yourself and figure out what’s blocking you from hitting this goal.
It’s important to note that it’s OKAY to have fear, and it’s OKAY to have doubt, but it’s important to pinpoint why that’s coming up for you, and how to move forward anyway.
3. Make sure your marketing is clear and specific about WHO the program is for.
If you want to fill spots in your 1-1 program, you need to make sure that your marketing is absolutely crystal clear and aligned with the transformation your ideal client wants... to the point where they feel like it’s specifically designed FOR THEM.
What does your ideal client want more than anything else right now? What does that look like on a micro level, day-to-day basis? What FEELINGS do those desires represent (Relief? Confidence? Abundance? Security? Freedom?) Are you talking about things in your marketing that elicits those feelings? What challenges is she experiencing? What is she up at night worrying about?
Get to know her on THAT level, and speak directly TO her. That is what will compel her to want to work with you, because she trusts that you get her, you’ve been where she’s at, and that the results she wants are possible for her. Believe that what you offer is of massive value and that her life will be better because of it, and let that confidence shine through in every piece of marketing you put out.
4. Get new people into your community on a consistent basis.
Now, let me be clear. You do NOT need a big audience to get big results. But, what you DO need is an audience that is growing on a regular basis, because that’s what creates consistent results and a business that is sustainable, rather than one that feels like your monthly income is always a guessing game.
You could run ads, market in other people’s Facebook Groups, focus on Instagram, leverage SEO or Pinterest… there are a LOT of ways to do this, but the important piece is that you’re driving those people somewhere that YOU own so you can nurture the relationship with them, and turn them into warm leads.
This could be your email list, your Facebook Group, or wherever you prefer to hang out online, but you need to have a platform and fill it with YOUR pre-qualified, raving fans who can’t wait to consume your latest piece of content. That’s where you’ll provide them with endless value and tell them why working with you is the best decision they’ll ever make...ON THE REG!
5. Share testimonials and PROOF that you’re great at what you do.
As a high-end coach, it’s crucial that you include testimonials in your marketing. Social proof is one of the most powerful things to drive sales because it shows potential clients that the results they want are possible for them (and that you know what the heck you’re doing!). So first and foremost, make sure you’ve asked all of your current and past clients for testimonials. A few other things you could do are:
If you chat with them between calls, ask if you can screenshot those conversations/celebrations and share them on your platforms.
Create pieces of content highlighting them and their results (with pre-approval, of course)
Ask them if they’d be willing to do a joint livestream with you (THIS one is super powerful!)
And if you don’t have any clients yet? I recommend offering free sessions or taking on a pro-bono client or two. Not only will these pay off big time in terms of testimonials, but it’ll also be IMMENSELY beneficial for you in terms of your mindset and confidence. Not to mention, it gives you a great opportunity to actually convert those free sessions and pro-bono clients into paying clients down the line.
6. Get clear on your strategy and STICK TO IT.
Any strategy will work if you work it. Get really clear on the strategy you’re using to fill those 1-1 spots, whether it’s weekly livestreams, hosting challenges or other conversion events on a regular basis, or running ads to a webinar funnel, you need to decide on the strategy that feels good to you, that you BELIEVE will get you the results you want, and not take your foot off the gas until you’ve reached your goal.
The thing that I see keeping entrepreneurs stuck more than anything else is that they don’t give their strategies enough time to work, and keep jumping around from strategy to strategy. So if the 1-1 spots aren’t selling, they start making changes to their offer or changing the offer completely. If it feels like Facebook Groups are working, they start going ‘all in’ on Pinterest or ads. But the truth? Nine times out of 10, the moment you make the change is the moment when the pot is JUST about to boil over and the results come in.
Constantly deciding and re-deciding can get real exhausting real quick, because instead of using that energy to think of ways you can execute even BETTER on your strategy, you start splitting your energy and doing a lot of different things at a really mediocre level.
And all that does is prolong the hustle and postpone results.
7. Get support.
Do I believe that everything I just talked about will help you to fully book your 1-1 coaching? Absolutely. But I’m sure this isn’t the first time you’ve heard these things, right? So why doesn’t everyone walk around with a full roster of clients and a waitlist?
Because the strategy is the easy part. It’s sticking to it when it feels like things aren’t working that’s hard. It’s BELIEVING in your success when you don’t have the evidence to show for it yet that’s hard. It’s showing up consistently when it’s uncomfortable and you want to quit that’s hard.
I don’t know anyone in this business who has achieved success without the support of a coach or mentor. I know for damn sure I would have quit a long time ago if I didn’t have my coach there to give me the perspective and focus I needed to keep going.
I know it feels a lot better to say, “Oh I’ll get a few clients, then get support.” But that is COMPLETELY backwards.
Think about starting a brick-and-mortar business: You’d find a location, buy/rent the location, spend money making the interior what you need it to be, hire a staff, create products, etc. ALL BEFORE YOU MAKE MONEY.
A restaurant doesn’t wait until it has a full dining room before they hire the staff, right?
You get support SO THAT you get the results. Not the other way around. If you want to make money like a real business, you need to treat it like a real business. And if you haven't hired the support you need, and are wondering why the results aren’t happening for you yet...that’s why.
Phew! There ya have it...NOW GO FILL THOSE PROGRAMS!
And if you’re ready to scale your business to fully booked and beyond? Click the link below to schedule a consultation call, and we’ll talk about exactly what that looks like and how to get you there.
And, if you prefer to watch or listen to how to get fully booked in your online biz, check out the replay of a livestream I did on this exact topic below!