Last updated: November 18, 2020
In this guide, you're going to learn proven methods to get more coaching & consulting clients through automated growth marketing.
Growth marketing allows you to leverage your relationships and expertise to get more high ticket clients and customers.
When you're focusing on how coaches and consults can get clients, this process works for any business because of its focus on putting your service or product in front of the people who are ready to buy.
You Don’t Need To Be Technical
You don't need to be extremely technical. We'll go from low-tech to marketing automation processes that anyone who can use a web browser can do.
When you use these proven growth accelerator methods to get more clients, you'll save more time and spend less money to acquire a customer.
You'll also have more freedom to deliver on your product or manage your business.
The Client Acquisition Myth
Depending on what you’ve read, whom you’re listening to, which guru is talking in your ear, you’ll find many hot inspiring ideas to get referrals.
Telling you to own your niche and to convert 30% of the people you talk to with your ideas, with little actionable insights behind it.
These are the same folks you might see in your newsfeed on Facebook and Linkedin within your face videos telling you one fantastic tip
Usually hyper-focused on a specific process or niche that ignores the most important part about getting more clients.
They might say that you should do any of the following:
Usually, what they are telling you to do is what they are selling, and at the end of the day, it is only a tiny piece of the puzzle of getting clients.
They ignore the most important part that gets coaching and consulting clients to give you money and keep being your client.
The Most Important System To Get More Coaching & Consulting Clients
This system is the most crucial piece to your business that people don’t get right because no one talks about it.
People spend too much time trying the latest hottest techniques.
It’s the frictionless way to get that cold traffic and lead, become a hot lead, and convert them into a buyer.
The client acquisition system that converts the cold traffic from SEO, your emails, ads, referrals into clients & customers who keep coming back.
You need to use something called a Growth Wheel, and this specific Growth Wheel (there are dozens) called The Process.
Before we jump into The Process and how to use it, let’s talk about Growth Wheels.
Growth Wheels That Converts Traffic Into Clients
In the growth marketing world, we use something called a Growth Wheel.
Growth Wheels are used in all aspects of marketing and experiments we run to grow our customer base consistently and in an automated way.
When you see a company that goes from start-up to public or getting acquired like AirBNB, Dropbox, Lyft, Uber, Beyond Meat, these guys are using Growth Wheels.
These falcon companies consciously use Growth Wheels all over their businesses to consistently grow their revenues 5, 10, 25, 50, or hundreds of percent per month.
A Growth Wheel is a process that a potential buyer goes through to become a buyer and bring more buyers into a business.
Most gurus and other people out there are trying to teach you 1 out of 4 steps in a Growth Wheel by saying you should use Facebook Ads or Google Ads.
They might lightly show you another step in the Growth Wheel.
Their main goal is for you to rely on them for as long as possible, so your Lifetime Value is higher and higher for their business.
Our goal here at Growthy.com is that you don’t need us to grow your business forever.
We want to empower you and your team with proven growth marketing frameworks that consistently deliver customers and revenue to your business on autopilot 24/7.
Let’s jump into the process and see how you can use it in your business.
"The Process" Growth Wheel To Get More Customers & Clients
The process is a set of 4 steps that you follow from level 1 to level 4. This process helps you grow your revenue month over month.
The four steps are:
The process is the system you need to follow to get your ideal high ticket & value clients and customers to convert into repeat buyers.
If you skip any step, you'll find that you won't have a consistent flow of clients month over month.
Many times, businesses shrink or shut down because of the reliance on someone, hopefully finding their business.
A marketing company/agency or in-house marketer won't help you plan and build this system.
It's a very involved process.
Usually, you, the person who is fulfilling on the product or running the business or creating the offers, is the best person equipped to build this client acquisition system.
Let's jump into each step and how you can craft a system that converts clients 24/7.
"The Process" Growth Wheel
Your message is the most crucial step.
It’s the step that determines if someone buys or someone ignores you completely.
If you make your message too broad, you won’t get many buyers.
If you make your message too specific, you’ll alienate many buyers.
Your message isn’t just an elevator pitch; it isn’t a blog article; it isn’t a sales page.
It’s that message that you continually say repeatedly in different ways that appeal to your audience.
You’ll use your messaging over and over on your website, landing pages, videos to start converting your leads into paying clients through this conversion process, which we’ll cover next.
Position Your Message
The most critical position of your message is that it needs to speak directly to the need and want of the client you most desire.
For example, suppose you’re a keto health and fitness coach and tell people that putting butter in their coffee is beneficial for their health. In that case, most people will not care at all.
The person who wants to go on keto wants to lose weight, wants to feel sexy and fabulous about themselves; they want to fit into that dress or pants that they haven’t been able to wear for years.
You could and should also talk about the biggest mistakes most people make when they start keto. That’s both counter-intuitive and useful.
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Depending on whom you're talking to, the conversion can be called a funnel, sales process, buyer's journey, even a Growth Wheel, and many other things.
The conversion step is an essential process and usually what is skipped over by most of the gurus out there.
The way I like to explain it is your offer, whatever you are selling that provides value for clients is your house, and a conversion system is a door to your home.
The more doors you have to your house, the more paths different types of customers have to get into your home, your offer to buy.
Dropbox's Growth Wheel
Let's use Dropbox, a file syncing and sharing service.
Their product is their file syncing and sharing service where your files get uploaded to the internet.
One Growth Wheel or Conversion process used to get you to become a customer is when your friend or colleague shared a file via Dropbox, and you had to sign up to see the files or download it.
And then, in their process, they also got you to install their software on your computer for seamless syncing. Then Dropbox even got you to install it on your phone so that you can access it anywhere.
Previously they'd offer more space when you share a file and refer people, which makes their software more and more valuable as more people join.
They'd also give you more space for doing specific actions like sharing on social media platforms.
The more invested you got into their service, the more likely you would use it, and as you used it more, you'd likely need to upgrade to get more space.
And when you take specific actions, they'd know you're likely going to upgrade. Sometimes, they'd offer you special incentives like lower pricing if you committed for a year.
Implementing The Growth Wheel Into Your Business
You can take this same conversion process (not the specific process Dropbox uses, the idea and strategy) to nurture and create buy-in with your products.
This conversion process keeps moving them forward through the buying process.
One thing you should notice in the Dropbox example is that it requires 0 intervention to move people through this process.
Your conversion process's goal is to mostly not need someone to email or take the action steps.
Sometimes the goal of your conversion process is to get them to schedule a call with you if you're a marketing agency, consultant, coach, hairdresser, surgeon, or lawyer. Anything that requires an appointment and you convert them at the meeting.
You use the conversion process to nurture them by sending them useful information, guides, ebooks, webinars, lead magnets, and more.
Take them through a natural process to bring them from different levels of awareness down your funnel.
When people take specific actions like start the checkout process but don't buy, you retarget them with ads.
You also use something called an abandoned cart process, which is email and retargeting.
The abandoned cart process is in itself a Growth Wheel and one we cover in detail in Growth Accelerator.
When you implement a useful system for your business, this is what stacks results on top of results.
The system is a machine that runs all your Growth Wheels. This system mixes them to create a journey that your potential customer enjoys and follows a natural flow of their behavior.
The system is the automation process that happens depending on what action your user takes; it guides them through the journey.
It lifts and moves them through each process and ensures they experience is seamless.
You'll run this process through a CRM or sophisticated email service with automation you can build in an interface.
Here is my automation I use to nurture potential coaching clients. By welcoming them, scheduling a session, completing a strategy session survey, following up, and preparing myself or my team member for the strategy session.
You can opt-in below to go through the automation and see it in action.
It’s straightforward to make changes to it, add more to it, and even split different test journeys. We talked about in the Experiments & Feedback in the Growth Accelerator system.
You need a system that continually moves your client’s through the conversion process in an evergreen fashion.
Suppose you have a visitor on the day you launch your system. In that case, they will go through your systems journey differently than the person who arrives 60 days after you start your promotion.
The person who arrives on day 60 will be on day 1 of your journey, and the person who came on day 1 of your system launch will be on day 60.
Scaling is the final step in "The Process" Growth Wheel. It is a significant step that turns your 5 figure business into six figures, seven figures, and beyond.
When scaling, this is when you should consider growing your marketing team or hiring a marketing agency to bring you the traffic that converts.
You shouldn't hire an in-house marketer or marketing company/agency until you are at this step.
Otherwise, you'll be spending money on unsustainable growth out of your savings because your marketing team's results will be terrible.
Scaling is the process of bringing in traffic from a lot of different sources into your Growth Wheel. To continually augment your means to get more conversion because you are continually improving essential business metrics.
To scale, you need to bring traffic from a variety of sources, SEO, partnerships, affiliates, paid ads, and social. Continually optimize the targeting and process of the whole "The Process" Growth Wheel to get better results week over week and month over month to year over year.
You'll start back at step 1: Message because you'll be adding more offers to your process as people move through the journey of your business.
You want people to keep buying more, stay subscribed longer, and stay clients longer, so you need to move them through your process continually.
To Get More Coaching & Consulting Clients
When you implement this mighty Growth Wheel, one of the dozens available, you’ll see month over month growth in your business just like venture-backed startups. Without you having to raise any money.
Take “The Process” Growth Wheel and start implementing it in your business.
The 2 Most Important Business Metrics All Businesses Need to Track to Get 25-50% Month Over Month Revenue Growth
Most businesses ignore these two metrics. It's why they don't see consistent month-over-month growth in the number of customers and their revenue. Ignore these two at your peril.