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Why You Need to Have A Target Market to Get Booked Solid

"Marketing and sales isn't about trying to persuade, coerce, or manipulate people into buying your services. It's about putting yourself out in front of, and offering your services to, those whom you are meant to serve – people who already need and are looking for your services."

~ Michael Port

When coaches are starting out, they often want to work with everybody. However, targeting everybody isn’t a very effective strategy. It’s not going to lead to a full practice.

So what you need to do is define your target market

A target market is the specific group of people you serve. And these people need to have something in common.

For example, your target market could be people who want to lose weight if you are health coach or single men in their 40ies if you are dating coach.

So if you are not booked solid yet, narrowing your market might seem counter-intuitive, but it’s exactly what you need to do to get a full practice. You want to aim for a super-tight target market. A tiny one.

If you have a small target market, then you can show up in the same places over and over and over again. People will start to recognise you. If you show up in a different place every day, you’ll burn out in no time with nothing to show for it.

There are three reason why you must have a target market as a coach

1. You know where to find prospective clients

If you don’t have a target market, how do you know where to find the people you can help? Without a target market, you’re searching in the dark. Not an effective strategy.

If you have a target market, you know exactly where to show up, where to do your marketing and where to connect with potential clients.

2. Your target market already has established networks of communication

Networks of communications are environments which are already set up to help a group of people communicate. These networks could be social networking sites, events, Meet-up groups, associations etc. So you look for established networks that you then can (ethically) hi-jack.

3. When you show up, they know that you are there to serve them

When you show up, the people in your target market know that you are dedicated to them. You understand them and their issues. You can connect with them. Perhaps you’ve been in a similar situation and really know what they are going through. You’re able to identify and empathise with them. And that is powerful.

Do you want to know more?

Then join my FREE live webinar on Wed, 20 May 2020 from 13:30 – 14:00 (UK) where I’ll share with you four steps to understanding WHY people are choosing your services – which is essential to know if you want to fill your practice.


Certain materials contained in this article may be the copyrighted works of Michael Port & Associates LLC. 


I invite you to get in touch with me today, and schedule a free, 30-minute Zoom or phone call.


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​Tel: 07931 451 291


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Uta Demontis is licensed to teach the Book Yourself Solid® system, created by Michael Port, based on best-selling book, Book Yourself Solid®. Certain materials contained on this website may be the copyrighted works of Michael Port & Associates LLC. Neither Michael Port nor Michael Port & Associates LLC is an affiliate, sponsor, or partner of this website or the individual(s) who own and operate it. Book Yourself Solid® is a registered trademark of Michael Port & Associates LLC.