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TFE #001: 4 Steps To Sign Up Your First Online Client

Aug 21, 2022

Read time: 4 minutes

In today's issue, I'm going to tell you how to get your first clients online.

Building an online fitness business is the fastest way to scale your monthly revenue. But when you start from zero, it's hard to know where to start.

If you can figure out how to nail the 4 steps below, you'll be well on your way.

Unfortunately, so many personal trainers fail because their offer sucks.

They'll promote some £20p/m zoom classes, never get traction, and then quit.

You need a strong offer to witness success online

A strong offer is the reason people buy from you. This is why you first need to establish the difference between a local trainer and an online trainer.

You're not looking to replicate your 1-1 sessions in an online setting. That's not the point. A strong offer isn't your weekly Zoom classes or a library of workout videos. It's a carefully executed package that solves your prospect's problem.

If you follow this 4-step process, you'll have a coaching business that stands out from the rest. You may also pick up some early clients too.

Here's what to do:

Step 1: Decide on the problem you're solving

Every strong offer starts with a problem.

If you can provide a valuable solution time and time again, you'll be a coach everyone loves.

If you're unsure of the specific problem you can solve, draw a Transformation Timeline. (Free template here)

This allows you to identify:

  • How the client feels now (out of breath on the school run)
  • How the client will feel after (happy they've completed a Couch To 5k)
  • How long it will take you to provide the transformation (90 days)
  • 3 phases of offer (the stepping stones required to achieve it)

Once you have this in place, you now have the ammo to start picking up your first clients.

Step 2: Schedule interviews

This is where you can start speaking to your prospects.

Most trainers make the mistake of spamming their followers. This almost always puts the prospect off.

Here's what to do instead:

  • Find 5 prospects to schedule an interview with.
  • Offer something valuable in return. (e.g free session/nutrition guide)
  • On the call, ask them questions about their challenges and goals.

Use what you learn to pad out your offer more. Most of the time, you'll find they actually want to sign up with you too. Win, win.

Step 3: Start selling in DM

With your offer in place, you can begin scanning your network for sales opportunities.

When starting out, you're not looking to generate conversations with strangers. Instead, I'd suggest making a list of all the people who already know, like and trust you.

Follow this sales process...

DM → Triage Call → Sales Call

The "Triage Call" is there for you to qualify the prospect and the sales call is for you to close them.

Step 4: Raise your prices

You may have noticed that these steps don't need a lot of your time. That's on purpose.

When transitioning your services online, it's better to keep things simple. You're not building a website, designing Canva graphics or creating lead magnets. You're selling a solution to a problem.

As more clients hop on your coaching offer, begin to increase your deliverables and price.

Start small, gain momentum and ramp-up your fee as results start to flood in.

A great coach doesn't care about the bells and whistles. They care about delivering on their promise.


  • Decide on the problem you're solving
  • Book interviews with prospects
  • Start selling your offer
  • Raise prices

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