Where To Start When Scaling Your Coaching Business Feels Too Big

One of the questions I get the most is simple. Where do I start?

People want to scale their online business. They want to know how to run ads, how to sell in the DMs, how to handle sales calls. It all feels like a lot at once. Most of the time people get stuck in wish, hope and pray. The fix is just starting, and starting simple.

Get Clear On Your Offer First

First, set up your channels so people know what you do. Have a banner, but more than that, have a clear offer.

When you are new, it is normal to feel like you do not even know what to talk about. So start with who. Who do you want to help, and how do you want to serve them? When you give value first, you learn enough to build an offer people actually want to buy.

Most offers live in one of three big areas: better relationships, getting fit and healthy, or growing a business. People spend a lot of money trying to solve those problems. Pick where you can help and be very clear about it.

Then find where your audience lives. For me that is mostly Instagram and YouTube, with some on LinkedIn. It is hard to know what content to make if you do not know who your audience is or what your offer is. But you can put out value while you work on the offer. You do not have to wait.

When I help coaches build an offer, I ask three things:

• Who are you helping?
• What do they get for following you? What is the value?
• What is the call to action that leads to the change they want?

It also helps to name their enemies. What keeps them from the result? Then think about the bridge you can build to get them across.

Do The Math On Your Time

Here is a simple way to get some clarity. There are about 2,000 working hours in a year. Work back from that to find your hourly rate. That tells you what your time is worth.

Then look at your clients. How long do they work with you? Three months, six months, a year? What are they paying? Now you can see how many clients you need to hit 10K, 20K, or whatever your monthly goal is.

Leads And Revenue Are What You Are Chasing

Whatever your business is, you are going after two things. Leads and revenue. If you want more money, what you really need is more qualified leads, coming in steady.

In $100M Leads, Alex Hormozi lays out four ways to get leads. Paid ads, which I suggest. Cold outreach. Warm outreach. And free content.

Free content keeps people warm over time. Outreach is where the conversation starts. When someone follows you, think of it like someone walking into your store. You would not ignore them. You would walk up and ask if they are looking for anything. Most will say they are just browsing. But a good opener helps you learn what they want and point them to it.

Ask Three Questions Before You Ask For A Call

The goal of the chat is to get them on a call. But if you open with "thanks for the follow, let's hop on a call," most people will back away. Why would they give you their time when they do not know if you can help?

So qualify first. I look for three things.

• Do they need help? Ask if they are here to get help or just browsing. Ask how long they have been trying to fix this, and whether anyone has helped them.
• Can they pay? You can ask what they do for work. Some answers tell you enough without asking about money.
• Do they want your help? Just ask. If they say yes, offer a time to talk.

Keep The Sales Call Simple

On the call, start by framing it. Tell them how the call will go. You will ask some questions to see if you can help, and if you can, you will walk through how. Ask if that sounds good.

I would not spend long on small talk. Say hello, then lead the conversation so it does not stall.

Then ask discovery questions. Where are they now? Where do they want to be? How far off is that? This gives them clarity and gives you both buy in.

At the end you will hear objections. "I need to think about it" usually means something is still unclear. Maybe the frame was off, or the right questions were not asked, or they do not believe you can help yet. The other big one is money. Your job is to tie it back to the change they want, and to whether investing with you gets them there.

Your First Ten Clients Do Not Need A Course

You do not need an online course for your first ten clients. Work with people directly. Give them an exercise between calls. As you coach, you will see more clearly how to serve them. Later you can build a course from that and add coaching on the back end.

And if you have no clients right now, narrow your focus. About 95 percent of your attention should go to lead generation, through marketing and sales. That is where to start.