Most coaches come into this space because they’re passionate about helping people. It’s fulfilling to see lives transformed and goals achieved. But here’s the harsh reality: no matter how skilled or well-meaning you are, you cannot help everyone.
The real question isn’t, “How do I help more people?” It’s, “How do I help the right people in the way that creates the biggest impact?”
Let’s break this down step by step, so you can start implementing strategies that will not only transform your clients’ lives but also build a business that feels rewarding and sustainable for you.
Step 1: Discover Your Superpower
Your superpower is what sets you apart as a coach. It’s the skill or expertise that you excel in more than anything else—the thing that allows you to create massive transformations.
Many coaches make the mistake of trying to be a jack-of-all-trades. If you’re marketing yourself as someone who “does it all,” it can dilute your credibility and confuse potential clients. Instead, focus on the specific area where you shine.
Here’s an example:
Rather than branding yourself as a general digital marketing expert, you position yourself as an email marketing specialist who helps businesses double their revenue in 90 days by reactivating old email lists. See the difference?
Action Step: Take time today to reflect on your expertise. Write down:
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What you’re great at (not just what you know but where you consistently get results).
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Where you’ve invested the most time and energy in building your skills.
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The kind of transformations you’re most passionate about creating.
Your superpower lies at the intersection of these three areas.
Step 2: Narrow Down Your Ideal Client
Once you’ve confirmed that your target audience has the money and the motivation to solve this problem, the next thing you need to do is check if they’re already spending money to solve it.
This step is simple but essential: look around the marketplace and see if other coaches or businesses are offering similar solutions. Are they seeing success? Do they have testimonials? Are they consistently offering these services over time?
If you find businesses that have been around for a while and are successfully serving your target audience, it’s a great sign that there is a market for your coaching package.
I’ve seen so many coaches skip this step. They assume that just because they’re excited about their offer, the world will be too.
But your offer needs proof, and seeing other businesses succeed in this space is a clue that you’re on the right track.
Step 3: Will They Spend Money with You?
Once you’ve identified your superpower, the next step is to get crystal clear on who you can help the most. This is where many coaches miss the mark. Even if you’ve nailed your offer, delivering it to the wrong audience will lead to frustration—for both you and your clients.
Think about it: if you’re an email marketing coach, your ideal client isn’t someone with 50 subscribers who hasn’t sent an email in a year. Why? Because your strategies are designed to work with larger, more engaged lists.
Similarly, if you’re a fitness coach, you may specialize in helping people who were once fit but have fallen off track—not someone who has never had a fitness routine.
By narrowing your focus, you ensure that you’re working with clients who will see the best results from your expertise.
Criteria for Ideal Clients:
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They need to have the right foundation. For your strategies to work, your clients must meet certain prerequisites. For example, an email marketing coach might require clients to have a minimum list size, while a fitness coach might require clients to have prior experience with exercise.
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They need to be ready to invest. Your ideal clients must value your expertise enough to invest their time, energy, and money into working with you.
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They need to match your personality and coaching style. Not every client will be a good fit for how you work. Be honest about the kind of relationship you want to build with your clients.
Action Step: Write down the specific criteria your clients must meet to benefit the most from your coaching. Don’t be afraid to be picky—this clarity will save you time, frustration, and mismatched expectations.
Step 3: Align Your Offer with Your Ideal Client
Now that you’ve identified your superpower and ideal client, the next step is to align your offer with their needs. This is where your ability to create transformations comes into play.
Your offer isn’t just a package of services—it’s a solution to a specific problem. And the clearer you are about the problem you solve, the more attractive your offer will be.
Here’s an example:
Instead of saying, “I help businesses with email marketing,” your offer could be: “I help businesses with a minimum of 5,000 email subscribers re-engage their audience and double their revenue in 90 days.”
This level of specificity does three things:
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It communicates value. Potential clients instantly understand the results they’ll get from working with you.
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It weeds out unqualified leads. By stating your prerequisites (e.g., list size), you ensure you’re only attracting clients who are a good fit.
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It positions you as an expert. Specificity shows that you know exactly what you’re doing—and for whom.
Step 4: Stay Selective About Who You Work With
Even with a clear offer and ideal client profile, it’s tempting to say “yes” to anyone who’s willing to pay. But this approach often leads to frustration—for both you and the client.
Why? Because if a client doesn’t meet your criteria, they’re unlikely to get the results you promise. And when that happens, both your reputation and confidence take a hit.
Instead, stay disciplined about who you take on as a client. If someone doesn’t meet your criteria, don’t be afraid to refer them to another coach who’s better suited to help them.
Here’s a personal example: When I launched the Predictable Profits Machine, I only worked with coaches who had already sold their offer to at least five paying clients. Why? Because I knew my system worked best for those who had already proven their concept. Coaches who didn’t meet this requirement were referred to someone who could help them get those first few clients.
This approach not only helped me deliver great results but also ensured that every client felt like their investment was worthwhile.
Step 5: Build Referral Partnerships
Saying “no” to a potential client doesn’t mean leaving them hanging. Turning away the wrong clients can open doors to powerful referral partnerships.
For example, if you’re not equipped to help someone with mindset coaching, refer them to a trusted mindset coach. In turn, that coach may refer clients to you when they’re ready for your services.
This kind of collaboration benefits everyone:
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The client gets the help they need.
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You maintain your integrity and reputation.
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Both you and your referral partner build stronger businesses.
Step 6: Market Yourself with Confidence
When you’re clear about your superpower, ideal client, and offer, marketing becomes much easier. Instead of trying to appeal to everyone, your message speaks directly to the people who need you most.
Here’s how to amplify your message:
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Share success stories. Testimonials and case studies from past clients show potential clients what’s possible.
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Create educational content. Position yourself as an expert by sharing insights, tips, and strategies related to your niche.
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Be consistent. Show up regularly on your preferred platforms to build trust and visibility.
Final Thoughts
Building a coaching business that consistently delivers results isn’t about doing more—it’s about doing better. By focusing on your superpower, attracting the right clients, and staying disciplined in your approach, you’ll create a business that feels fulfilling, impactful, and profitable.
Remember, the goal isn’t to work with everyone. It’s to work with the right people—the ones who are perfectly positioned to benefit from your expertise.
Action Step: This week, take 30 minutes to reflect on your business. Are you clear about your superpower? Do you know exactly who your ideal client is? And are you aligning your offer with their needs?
If not, now is the time to make those changes. Your future clients—and your business—will thank you for it.
Here’s to building a coaching business you’re proud of!
I hope this second edition of your weekly newsletter has sparked some ideas on how you can attract the right clients and make the right offers
Each week, I’ll be diving into more practical insights like these, covering everything from attracting premium clients to scaling your business without burnout.
If you have any questions or want to share your thoughts, just hit reply—I’d love to hear from you!
Here’s to your success!
To your success,
DJ Sobanjo
Founder, Profit From Coaching
P.S. Want to see how ready your coaching business is for success in 2025? Visit here to take our free 5-minute coaching business assessment
