As a coach, networking and lead generation become second nature because it’s key to running a successful business.
Whether you’re just starting out or you’re looking to take your lead generation efforts to the next level, here are a few ways that you can start generating more leads offline.
Offline Lead Generation Tactics
It’s suggested that as a coach, you focus primarily on offline lead generation, especially if you’ve just started a coaching business. Offline tactics are very powerful and there’s a lot of money in it.
Here are a few of the best offline lead generation tactics that you should consider using to generate more business:
1. The Power of Referrals
When it comes to asking for referrals, always start with friends and family as they already trust you and are generally the easiest source of good referrals. The next best source of referrals is your past clients followed by colleagues or business associates. Lastly, turn to the people in your phonebook.
So how do you ask for referrals? Sending out an email is one of the easiest ways to ask people for referrals albeit less personal. The most important thing is to be specific, direct, and limited. So be direct about the fact that you’re looking for clients but indicate that your time is limited too, which gives a sense of exclusivity. This should always be done with integrity though. You can also ask for referrals via phone, which is a lot more personal. The final way that you can ask for referrals is in person. Approach an in-person meeting with you asking someone you know about advice on the expansion or launch of your coaching business, which will hopefully lead to them giving you referrals.
Top Tip: Ask for referrals at least every 6 – 8 weeks as the people you know will have met new people during that period. It’s also a great idea to set up some sort of incentive for when people refer you to a new client.
2. Power Networking
Networking is simply you going out and meeting people you’ve never met and moving them down the line to private client status.
Here are a few of the places that you can network:
- Private networking events that are high value in your industry
- Dinner or house parties
- Business conferences
- Meetup groups via Meetup.com
- Clubs and organizations
Once you’ve connected with someone, there are 5 steps to follow in order to turn a cold lead into a warmer lead:
- Approach: Get a lead to open up to you so that you can connect
- Transition: Transition your lead from the approach to the story
- Story: This is a story that moves your conversation to a social hook point
- Social Hook Point: This is where you can really enjoy the discussion
- Talk About Working Together: Suggest working together at a later date
Top Tip: Remember to set a follow-up meeting with your warm lead right there and then while they’re open and engaged.
3. Speaking
Speaking is one of the best ways to get new clients. By using speaking to generate more leads, you won’t necessarily be running your own events but instead, speaking at the events of others.
Start by asking family, friends, and colleagues about groups or events that you could speak at. Google and Meetup.com are also great resources to find groups that may be meeting in your area. Lastly, there is also the option of simply walking into clubs and groups and speaking to the people who manage them to find out about potential speaking opportunities.
There are also more advanced ways to book speaking engagements for lead generation purposes:
- Use a speaker media kit that you can send out
- Write a book as a base for a talk at an upcoming event
- Seek out PR and media
Collect business cards at the event so that you can contact people afterward. Sometimes offering a small gift or special offer also helps with the lead generation process.
Top Tip: Once you book a speaking engagement, make your talk light, informative, and inspiring. 30 – 60 Minutes is also more than enough to give a compelling talk.
4. Running Your Own Events
This option has the most risk, but can also be the most rewarding. As a coach, don’t run an event that’s longer than 2 hours. It’s also recommended that you don’t create a recurring event as they don’t tend to work as well for lead generation.
Top Tip: To really do something different, invite a group of people to a meal and coach them in a more personal setting.
For more lead generation tips to grow your business, attend one of the Kane and Alessia’s Industry Rockstar events.
