#256: How I Still Get Coaching Clients from Facebook

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In today's video, we're going to talk about the five things that I would do if I were to start out over again, what I would do to find coaching clients from Facebook.
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So earlier this week, I was having a conversation with one of my clients, and she started to shift away from social media because it was so overwhelming.
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If you look at all the things that you have to do, creating the posts, thinking about what to write, and even sitting down, creating these graphics, you have to put a lot of energy into doing something that you were never trained to do.
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And to be honest, you didn't spend all this time to becoming a coach just so that you could spend all this energy on social media.
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So in the meantime, you're trying to figure out how do I find a coaching client?
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And I think that we're just making this a way more harder than what it needs to be.
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So if you were trying to figure out how to find a coaching client, this video is for you.
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Hey coach! Welcome to Make It Visible Podcast.
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I'm Michelle Kwei, business and marketing coach for coaches.
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Here's what I note about you.
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You're really good at coaching.
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Really good.
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But being a green coach and building a coaching business that pays you, well, those are two completely different skill sets.
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And nobody taught you the second one.
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That is what we do here.
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Every week I take one real question from one coach and answer it.
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Your niche, your offer, your price, getting seen, getting clients, and also how do you keep customs of paying clients?
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No matter where you are, what stayed in your coaching business.
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Simple steps that you can use on the same week to grab your coffee.
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Let's get right into it.
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So before we get to how I do those five things, let's talk about why social media makes getting clients feeling so hard.
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So if you look at social media, it's hard because we're kind of sitting there and expecting that if I post something today, it's going to do something, it's going to catch the attention, it's going to attract the client.
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But in reality, that little squares is not going to help.
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It's not going to get someone to sign up with you.
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If you think about how we all behave in terms of buying the stuff that we like, going to the coach that we follow or admire, there's a level of trust, and trust is harder to earn, especially nowadays with the AI that can just write smart caption and putting it out there in five seconds.
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And anyone can sound like an expert now, just with a couple of input and prompts, you could get really great caption from AI.
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So nowadays the dilemma is that your audience is going around and reading all these posts that you are generating through AI and you're putting it out there, and they're thinking, well, if I can get this information somewhere else, why would I pay to hire you?
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So while your audience is thinking that, what do we do in response to that?
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We are producing more, we're putting out more posts, we're writing more captions, we're probably having conversations with your clock or your Chat GPT all day long, trying to brainstorm all the possible ways that we can get these clients.
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But if you think about what does it take in order for a client to sign up with you, it really comes down to very simple things.
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Things like how does someone find you?
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Are they finding you on social?
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If so, are you being consistent on social?
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If someone is finding you through referral or the word of mouth, do you have ways to get more referral, more word of mouth?
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And if they are finding you, whether it's on social media or through the word of mouth, can they see themselves in the way that you are articulating your message?
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And a lot of us we go around articulating a message, feeling that, well, it makes sense in our head, and therefore when we say it out loud, they would understand, right?
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But a lot of times, clients who have no experience whatsoever in coaching before, they're not going to understand a lot of the terms that you're using.
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But it became a second nature to you because you use it every single day.
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You probably use it with your coach community.
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So everybody understands each other.
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But when it comes to your prospect, maybe that's not the words or message that they are articulating on a day-to-day basis.
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That's not how they describe what they're struggling with.
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And once you get that piece out, then you wanted to think about how is it that you're going to help that someone?
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So, what is it they do in order to achieve what they want when they spend time with you?
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So that's something that you wanted to think about and being able to articulate that as well.
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And then once you have all those pieces in place, then you want to make it easy.
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You want to make it easy for people to talk to you, not to send them to multiple funnels, not send them to multiple steps because you can send them to multiple steps, you're going to lose them.
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So if you look at how we find clients, it really comes down to just those four steps.
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Do you have a way for people to find you?
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Can you have more of that?
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Once you people are finding you, can they see themselves in getting you in their life?
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Can they see themselves through the message that you're sharing or articulating?
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And do you have a way of making it easy for them to take the next step?
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Unfortunately, that's not how the way that a lot of you are building your business out there.
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You throw out a message onto a social media platform or you created a post and it's very inspiring, very educational, but it doesn't build your audience.
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And when you don't have a large audience, what's gonna happen is you judge yourself based on that one post, which is why word of mouth works really well because now you're just having conversation with in-person and you can gauge that person's energy, that person likes it, don't like it, or what land and what didn't land.
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Whereas social media platform, it's really hard for you to gauge people's energy.
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You throw something out there, it's just kind of dangling in the air, and you have no idea and no evidence to track whether or not this is working.
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So, what do we do in response to that?
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We post more, we create more, and the more that you create, just the more confusion you have because none of this is working for you.
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So, one of the key exercises that I have my client do on day one is we need to figure out exactly how your audience is describing the struggle that they are experiencing.
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They're not sitting there and asking themselves, well, who am I really?
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Or I feel lost, I feel I don't know who I am anymore.
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You might be using those words.
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What your client is really using are words like, how do I stop overthinking on everything?
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Or I feel lost in my career, or maybe I hate my job, but I am so scared to leave.
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Or things like, I don't want to start over at age 50.
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What do I do?
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So as you go out there, as you're putting your message out, it is even more important to understand what your potential client are saying in their life.
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So it's not just about putting your message out, but it's about using your ideal client's message in the message that you're putting out.
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Otherwise, you could be putting out amazing posts.
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It's great in your world, in your coaching world.
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It's great for another peer coach who's in your niche, but it's not something that's going to allow you to connect to the audience that you are trying to serve.
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Because the whole entire time you're creating posts based on what you like and not what your prospect wants to hear.
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Here are the five steps that I use.
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Even now, I use the same exact steps to find coaching clients on Facebook.
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And I know a lot of you are saying, well, my ideal clients are on LinkedIn, my clients are on Instagram.
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So I personally love Facebook because it creates a community sense.
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And I love the fact that a lot of people go onto Facebook without revealing their identity, and you have no idea what kind of people that you're going to attract.
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And I know what you're thinking, you're thinking, well, Michelle, my ideal clients are typically on LinkedIn or Instagram for a very specific reason.
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Maybe they really like how Instagram is designed, it's very pretty.
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So they when they do scroll, they just go to Instagram and they just scroll through all these pretty posts.
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And your LinkedIn is where a lot of the working professional, they are on LinkedIn, leadership, executive, you thinking that that's where you'll find them.
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But in reality, they are on LinkedIn because it's for their work.
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If you think about people who are on LinkedIn, they are on LinkedIn because it's part of their work.
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They need to be on LinkedIn.
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So they have a professional profile, maybe set up on LinkedIn, but they're not hanging out on LinkedIn waiting to see your post.
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Which is why I feel that there's a lot of information, it just doesn't make sense to me.
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And I just find it very fascinating how a lot of coaches they dive into LinkedIn and thinking that their client is on LinkedIn only.
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Here's what I would invite you to think about or to give you a different perspective.
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If you've been spending your time on LinkedIn and you have not been successful in attracting clients from LinkedIn, because that's where you put all your eggs into that basket, thinking that, well, if I am a leadership coach, executive coach, or a coach who works with other leaders, then it makes sense that I need to be on LinkedIn, right?
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But if you think about your leaders, executives, they're not going to spend a lot of time hanging out on LinkedIn waiting to read your post.
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So of course, you're not getting any traction because people are not hanging out there.
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So one of the things that you want to start thinking about is where can I find these people who's constantly asking for help?
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Maybe it's a group that you're part of, maybe it's a soccer group, maybe it's a group, a chess club, or maybe it's a professional organization that your ideal clients are part of the member.
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So start thinking about and finding two to three Facebook groups where your ideal clients would be hanging out and asking questions.
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Maybe it's a professional development program that your ideal client is joining and signing up.
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You wanted to start looking at what are some of the things that your ideal client are doing, joining, and they are part of the member, and maybe they have membership in there.
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Those are going to be much better clients than if you were to just randomly go into a Facebook group that's public and it consists of all these marketers trying to sell their program to you.
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So be intentional about where you're going to find your people and people who's asking for help.
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Maybe it's part of the membership, maybe it's part of the group that you need to request in order to join.
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So that's the first step.
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One of the things I did was I went to some of the private group where members need to request to join.
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And yes, some of them might be hosted by another coach, but in that case, it might even be beneficial if you reach out and offer collaboration.
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There's a lot of value in collaborating together.
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So just because it's a group by the other coach doesn't mean that you're going in there and stealing her clients or his client.
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It just means that there's opportunity that you might be able to collaborate or share resources or contribute to support her member.
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So think about where you would go in order to get access and be in front of those people.
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The second step I did with Facebook is I get into these private groups and I was just there to be helpful.
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When someone asks a question that you know the answer to, instead of saying being a gatekeeper and say, Well, this is what I do with clients, and if you want, we can hump on a discovery call.
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We all know what's coming up.
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Go into these groups and be super helpful.
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When someone asks a question and you have the answer to, just answer it.
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Answer it and share what you know and share what's working, what's not working, and you don't drop the link.
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Don't say that here's my link to Book of the Calendar, we can talk more.
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That's very salsy.
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And if you're like me, I don't like, I don't do salsy stuff like that.
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And don't hint your program, just go there and help.
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Here's why I encourage you to do this way, which brings me to step number three.
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As you are answering and being helpful to this one person, one question who raised the question inside the community, and you're jumping in and you share everything that you know, you are able to help.
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What's happening is there's other group members who might have the same question as the one that's being asked.
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A lot of us were so afraid of asking questions because we don't want to look back on ourselves.
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We don't want to feel judged.
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So we just quietly don't ask questions.
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But when finally the question is being asked, there's probably tons of people who also have the same question.
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So as you're being helpful, these other lurkers, they're going to look at, oh, she actually knows something.
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Oh, I like to follow her.
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So they're going to come to you to either friend request you or send a DM to your message, and they're going to reach out because they probably also have the same problem.
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So that's step number three, and it's something that I do on a day-to-day basis, even still today, I'm still inside a group being helpful and getting people to see my area of expertise without selling them anything.
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Now, here's step number four, and I think it's really important, and they also differentiate those who are like doing the authentic, I hate to use that word, but authentic marketing versus those who's doing car sale.
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I'm gonna jump into your DM, I'm going to sell you some stuff, and if you don't buy it, I'm gonna on-friend you, things like that.
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So, number four is you don't want to just because someone had responded or someone had asked a question, it's not okay to slide into a DM and just do a pitch.
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If that person sent a friend request to you, then sure, accept the friend request.
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But I will not go around and just because someone liked my post and go around and friend request everybody.
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Because if you think about how how does this translate in our real life, it feels like you're going to a coffee shop and everybody is at the counter and you're getting a cup of coffee.
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And while you're waiting for the coffee, there's another person who's standing next to you, and another person is standing next to you, and you're just all waiting for your coffee.
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So, same thing when you go to a group, just because you're talking to one person doesn't give you the right to call the other person who didn't have a conversation with you yet.
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And to me, that's what a lot of the icky and salzy marketers do is that they friend request you just because you're in the same group, or just because you responded to some question, and they friend request you because they have a program at the end of the conversation, they want to sell.
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So think of it as you're going into a coffee shop and you're just having a conversation, a great conversation, and that's your initial handshake.
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That's like, hey, I'm here, this is what I do.
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It's a handshake, it's not an invitation to, hey, friend request me, and so I can have more conversation with you.
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So if that person, if the person that you responded sent you a friend request, by all means respond to that friend request and you can connect with that person.
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But if that person did not give you the permission, you should never do that.
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You should never just a basic social media etiquette that I wanted to share.
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So the last step is to show up on your personal profile.
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And I know this is a question that a lot of coaches have.
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Is that do I use my business page or do I use my personal page?
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And my answer is if you are someone who's back in the early ages of Facebook or Meta, and you have tons of followers already, I said, by all means go to the business page.
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But a lot of us are starting from scratch.
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We don't have any audience, we don't have a big follower, and most people don't know who we who the heck we are yet.
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So I would not use your business page to do any of the engagement or reaching out or being helpful.
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I would personally use my personal page so that I can connect with that person on a personal level.
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And all that myth about you cannot do your business on your personal page, it's so out of day.
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Well, plus the pandemic is way over that you cannot do your talk about your business on your personal page.
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That's so old.
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And so scratch that, please.
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Please do show up using your personal page.
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My personal page is where I send all my friends, family, my ideal client, everybody goes there.
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And if you have not followed me already, definitely go check out my personal page.
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It's at Coach Michelle Quay.
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That's my personal Facebook page.
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And I will have to connect you with there.
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So go and follow me or go friend request me.
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But that's where I keep showing up and being consistent, and that's where a lot of my conversation is happening and going because I like to make it conversational so that I can build the trust that I earn from my prospect, from my ideal client.
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And if they see this is a good fit, if they see what I do is going to help them, then a lot of them just send me a DM and then say, okay, Michelle, this is time.
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I've been following you for so long.
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I'm finally ready.
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And let's do this.
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So I have so many clients coming from Facebook just by doing these five steps.
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And it's been growing my business ever since.
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I always think that if you have to go and learn a new platform, it's a learning curve that you have to go and you have to do.
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And whenever you create a friction, something that like a learning curve that you have to do, chances are you're going to take your time, and chances are the technology is probably going to catch up on you, and you're not going to do it consistently.
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And when you're not doing it consistently, one, you have this energy or this resistance of doing it in the first place.
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Two, is that you not only does it add more stress to what's already happening in your life, it's also taking away the time that you need to do something that's more valuable, like creating conversation elsewhere.
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So I think the most important thing for you to do right now, if you have no idea of how to find a coaching client, is you want to look at what is my current way of meeting new people?
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Where can I plug myself in so that I can meet new people?
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And one of the ways that I was building my business, one thing I realized that I didn't like was going to networking events.
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I'm a big introvert, and going to networking events was not something that excites me.
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And every time I show up, it's taking time.
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I have to drive, I have to travel there, and I have to sit down, and I might be able to connect with one or two persons.
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And that was a slow process for me.
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And I wanted to do something that's one to many strategies.
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So one to many people, one person meaning me.
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I want to be able to one person talking to a vast majority of people.
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And how do I do that?
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So at that time when I was building my business, I was already on social media.
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I was a blogger before I decided that I wanted to go into coaching.
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So I started my blog and writing blog.
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I built my own website, I started the blog all this time, and I did it for over a decade.
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And so I am very familiar with the social media world, the internet world.
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I know how to build my website, I know what a server means, I know all these terminologies.
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So the learning curve was minimal for me to be on social.
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So if you're struggling with where do I find my client, I'm going to invite you to look at what has currently been working on how you connect with new people and where are those new people.
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It doesn't even have to be your ideal client because she could be a group of people, and you have no idea whether or not they're your ideal client, and your message is going to help you to filter or to filter in or filter out those who are not ideal clients.
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The truth is you need to have the traffic, meaning you need to have a group of people who are new to you, who you are constantly being in front of, that have never seen you before or never heard about you before, because you have to remember your friend and family circle, eventually that's gonna be limited, right?
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There's only so much that our loved one can do for us.
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So you want to think about where this new audience is going to come from.
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It could be on social, it could be in person, where you're going and attending a conference, events, or a workshop, or maybe somebody else's networking event.
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Where can you be in front of new people?
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And from those new people, then you wanted to look at how are people describing their struggle?
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What are most people struggling with in that group that you are putting yourself in?
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And if there's anything that they share, they say, Oh yeah, I've been struggling with getting my kids, waking them up in the morning, and maybe you have the perfect resource.
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Then be helpful and go in there and share what you know.
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And so same methodology and the same method can be translated into the social media world.
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If you see something that's happening, then go in there and be helpful.
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Then start, once you start building that, then you're going to realize that oh, not only is my niche more clear to me, I know what I'm passionate about solving.
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The other aspects of it is not through that conversation, you're going to realize that, oh, I don't need to rely on social media in order to build my business.
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This is where I feel comfortable.
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This is where I can stay consistent.
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This is where I can start.
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Down the line, once you get to a point where you exhausted that source from one of referral or networking, and you want to expand, and that would be the perfect time to move and think about what ways, in what ways can I expand my business?
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And the answer might be social media.
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So I feel like there's a lot of information that pushes coaches, feel if you want your business, you need to be on social.
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No, you don't.
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I teach all of this, but here I am.
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I'm telling you that don't let where you find your ideal client stop you from just figuring out in one place or just starting your business in one place.
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Because I think it's important for you to take your message out and maybe it's in the real world where you can connect the people so that you can test out your message before you bring them back to social.
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Hey, and who says that you have to do one or the other?
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What if you do both?
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What if you connect the dots and do both?
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And that's where I help a lot of coaches connecting the dots.
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You don't have to build your business in just one way.
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This is just one of the ways that you can build your business.
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Okay, so today we talked about the five steps that I've been using to find my coaching clients from Facebook.
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Your job this week, your homework assignment this week, is to write a post about something that your potential client or your prospect are commonly struggling with.
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That one problem that a lot of your clients are trying to figure out.
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And you're gonna describe it in that person's voice and that person's way of describing the problem.
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So you might need to do a little digging in terms of how is my prospect, my potential client, describing the problem that they have using their word, not your coaching word.
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So that's your step number one.
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Step number two is start finding a place where you can be consistent.
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If it's not social media, is there a community that's already within your reach that you can be in front of?
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And these are going to allow you to build the new audience that you need to build this coaching business.
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And step number three is that once you start having that relationship with those individuals, maybe it is time to invite them to an official discovery call or clarity call or whatever call that you called it.
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So there you have it, the five steps of how I use Facebook to find a coaching client.
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And if you love and enjoy this episode, make sure you hit that subscribe button and share this video with another coach who's struggling to find their coaching client.
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Thank you for listening to Make It Visible Podcast.
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If you love this episode and want deeper support for your coaching business, head over to Michellequay.com.
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That's M-I-C-H-E-L-L-E-K-U-E-I.com.
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And come build with me to turn your passion into a profitable business.
00:27:45.440 --> 00:28:02.960
I help coaches launch and scale their coaching business faster than ever without wasting time and money, filling the gaps in your marketing strategies, creating a simple but easy to follow system so you can accelerate on the path to your coaching business that you love to wake up to.
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Head over to MichelleCray.com and find out how we can partner together.