Opinions expressed by Entrepreneur contributors are their own.
Let’s get real: If you’ve been on social media lately, you’ve probably seen everyone and their dog claiming to be a “coach.” Big promises, high-ticket prices and flashy marketing are everywhere — Become a millionaire overnight! Get unlimited success in 30 days! All that hype has created one big problem: skepticism. And people have every reason to be cautious.
If you’re serious about starting a real coaching business, you’ve got to rise above the noise. Here’s how to build trust, create impact and attract clients for the long haul — without the empty promises.
Related: 4 Steps to Building a Successful Coaching Business
Step 1: Keep it real about what you can offer
If you’re starting a coaching business, the first step is knowing what you actually bring to the table. You don’t need to promise “life-changing results” if that’s not what you deliver. So, ask yourself: What can I teach that’s truly going to make a difference? By defining what sets you apart, you’re setting yourself up to attract the right clients.
Niche down or get drowned out:
General “business coaches” are everywhere. But the coaches who succeed are the ones who have a clear niche. Instead of trying to cover it all, focus on something specific, like “pitch development for new startups” or “productivity for busy parents.” When you’re clear about what you do, you attract clients who are looking for exactly that. A clear niche allows you to offer a more personalized, targeted approach that addresses your clients’ unique challenges.
Example: A friend of mine coaches startup founders specifically on crafting killer pitch presentations. That’s her thing, and because she owns that niche, she’s become the go-to expert in her space.
Quick tip: When you’re too broad, you blend in with every other coach out there. Find your specific angle, and stick with it. The right clients will come to you, and you’ll avoid spreading yourself too thin.
Establish your signature approach:
Once you’ve defined your niche, think about your unique approach to delivering results. Maybe it’s your 5-step framework for achieving work-life balance or a 10-day boot camp that accelerates learning. A signature approach not only gives clients clarity on what they’ll get but also differentiates you from others in your field. Highlighting this approach on your website or in your marketing materials can be a great way to showcase your value.
Step 2: Build trust before trying to sell anything
Coaching is all about trust. If clients don’t believe in you, they’re not sticking around. And nothing kills trust faster than a hard sell before you’ve shown them you’re worth it. Instead, start by delivering real value that builds credibility.
Give people a reason to believe in you:
Sharing free tips and insights allows potential clients to see your expertise in action. This could be through quick video clips, social posts or blog articles that offer practical advice. Focus on things that get people actual results, even if it’s something small — because those small wins build trust and make people want more.
An easy way to get started is by offering a mini training series or a weekly “tip of the day” on platforms like LinkedIn or Instagram. For instance, a productivity coach might post a daily reminder about a time-saving habit or a two-minute video on how to tackle procrastination.
- Example: A productivity coach could post weekly tips on LinkedIn about streamlining routines or tackling time management. When people start seeing results from your free advice, they’ll naturally want to know more about your paid programs.
Cut the hype and keep it authentic:
It’s tempting to sell with buzzwords and big promises, but here’s the thing: People can spot inauthenticity a mile away. Instead of trying to impress, focus on transparency. Share the ups, the downs and the lessons. Honesty is your advantage in a world of over-the-top claims.
- Quick tip: Clients relate to coaches who show up as real people. Talk about your wins but also the challenges. People trust those who keep it authentic, and this relatability is often what encourages them to hire you.
Related: How to Maintain Brand Authenticity in an Increasingly Skeptical World
Step 3: Scale smart — but keep quality in check
One-on-one coaching is powerful, but it limits your reach and your income. If you want to grow, you need to create products that let you work with more clients while still delivering value.
Use creator tools and lead magnets to build your audience:
Scaling your coaching business means reaching the right people consistently, and that’s where platforms like GetResponse can be a game-changer. With built-in creator tools for creating online courses, lead magnets to attract new clients and email automation to keep them engaged, you’ll have everything you need to grow while maintaining quality. For example, a career coach might offer a “10-Step Resume Guide” or “Interview Checklist” as a free lead magnet to attract interested clients.
A lead magnet like a free checklist or video tutorial not only captures leads but also builds trust by offering value upfront. When someone downloads your lead magnet, GetResponse’s automation can send a series of nurture emails, gradually introducing your services. This not only builds rapport but also guides leads toward your paid programs, like a full coaching course or a personalized workshop.
- Quick tip: A lead magnet that delivers real value — like a downloadable guide or checklist — doesn’t just create leads; it also sets the stage for converting followers into paying clients. Consider what free resources could best showcase your expertise and engage your audience.
Scale your approach with online courses and group coaching:
Once you’ve built a steady audience, consider scaling with digital products like online courses or group coaching sessions. These offerings let clients learn on their schedule while keeping your time commitments flexible. Many platforms offer tools for building online courses, making it easy to package your expertise into a product that can reach a wider audience.
If you’re a wellness coach, for instance, you might create a self-paced course on “10 Steps to Better Health Habits,” allowing clients to work through it in their own time, with optional one-on-one sessions for those wanting more personalized guidance.
Step 4: Build a community, not just a client list
The secret to a thriving coaching business? An engaged community. When clients feel connected to each other and to you, they’re more likely to stay involved, see results and refer others.
Create a space where clients can engage:
Whether it’s a private group, monthly live Q&As or an exclusive email list, creating a community makes clients feel like they’re part of something bigger. When clients feel connected to others on the same journey, they’re more motivated, more engaged and more likely to keep working with you. This community vibe often strengthens your brand, creating advocates who bring in new clients organically.
For example, a wellness coach I know hosts virtual meetups where clients can share progress, get feedback and set new goals. That little bit of extra community support keeps clients coming back and turning into referrals.
Foster long-term engagement with content and consistency:
Community is about consistent interaction. Set up regular check-ins, like monthly “goal-setting” webinars, or encourage discussions within your private group. By actively participating and providing content that addresses the latest challenges and trends in your field, you foster a community that’s not just clients but loyal supporters.
- Quick tip: Invest in building a community. It’s not only valuable for your clients but becomes a powerful asset that adds value to your coaching brand. It’s a long-term approach that keeps clients engaged and encourages word-of-mouth growth.
Related: A Step-by-Step Guide to Building a Community for Your Business
Starting a coaching business today isn’t just about setting up a website and offering a service. It’s about building a reputation based on real results, authentic communication and value. The coaches who succeed focus on helping clients first and selling second. So, if you’re serious about starting a coaching business that’s credible and impactful, remember: Trust and authenticity are everything.
Clients want guidance they can rely on, so give them that — and watch your coaching business grow for the long haul.
