Maximizing Client Acquisition with Matt Fever

In this episode of the Business of Coaching workshop, Matt Fever shares valuable insights on client acquisition, coaching methods, and the benefits of online coaching. With a unique approach that blends in-person and online coaching, Matt’s strategies have led to substantial growth in his coaching business, despite facing challenges that many coaches encounter when transitioning between coaching formats. Here is a summary of the key takeaways from his conversation.

A Strong Physical Presence

Matt’s coaching success largely stems from his presence in a large gym facility, serving over 4,000 members. He spends a significant amount of time on the gym floor, which showcases his coaching skills through daily interactions with gym-goers. By lifting in the same gym and being approachable, he attracts potential clients who are curious about his coaching methods. He makes a point to connect with everyone in the gym, learn their names, and understand their fitness goals, which creates natural opportunities for client acquisition.

Additionally, Matt hosts workshops in various gyms, renting space during their slow times to introduce people to his coaching style. These informal, hands-on sessions provide a chance for people to experience his coaching without any pressure, leading to both in-person and online coaching opportunities.

Building a Community

Matt speaks about the importance of creating a coaching community. He has built a loyal client base by focusing on value rather than hard sales. The key to this strategy is offering help, being approachable, and allowing potential clients to see firsthand the benefits of working with him.

Matt’s client community is diverse, encompassing a wide range of people from older adults to young athletes. This diversity shows how strength training can benefit everyone, not just the typical gym-goer. By working in a general fitness facility, Matt has attracted people who never imagined they would be lifting heavy weights. This diversity not only enhances his coaching business but also provides powerful social proof to attract new clients.

Overcoming Hesitancy Toward Online Coaching

One challenge Matt commonly addresses is overcoming client resistance to videoing their lifts. It is a barrier many clients face, especially in a busy gym environment. Matt combats this by showing clients how to discreetly film their lifts without drawing attention to themselves, which helps normalize the process and reduces any feelings of discomfort.

This is a crucial step in moving clients toward online coaching. Once clients are comfortable filming themselves and receiving feedback, the transition to a full online coaching program becomes easier. This step also encourages clients to become more engaged in their own training, as they have to analyze their own videos and reflect on their performance before submitting them for feedback.

Flexibility in Coaching and Overhead Management

Matt also shares the importance of keeping overheads low in his business model. By coaching in a gym space where the facility maintains the equipment and handles upkeep, he avoids the financial strain that comes with owning and operating his own gym. This flexibility is especially beneficial as he balances coaching with his personal life as a father.

Matt discusses the potential opportunity to open his own gym space, which would provide greater control but also comes with the added risk of increased responsibility. For now, his arrangement allows him to focus on coaching while minimizing business-related stresses, making it a comfortable balance for him.

Benefits of Online Coaching

Transitioning to online coaching has allowed Matt to offer better value to his clients. By integrating online coaching with in-person sessions, Matt can provide clients with continuous support even while they train independently. This approach not only enhances client progress but also provides greater flexibility for both the coach and the clients.

Many of his clients now use this model. For clients who may only train once or twice a week with Matt, the online component fills the gap—offering ongoing feedback, adjustments, and programming tailored to their needs. It is an upgrade, not a downgrade, as Matt encourages his clients to embrace the flexibility and value that online coaching brings.

Whether a client moves to a different gym or needs to train at home, the online model ensures that coaching continues seamlessly. Matt shares that some clients have left his gym but continued their coaching online, demonstrating how this model can provide continuity in client relationships, regardless of the training environment.

Matt’s approach to client acquisition and coaching blends in-person interaction with the power of online coaching, creating a flexible and scalable business model. His emphasis on building relationships, providing value, and integrating online coaching seamlessly into the in-person experience has made his business resilient, adaptable, and successful. For coaches looking to grow their own businesses, Matt’s strategies offer valuable insights into how to leverage physical presence, community engagement, and technology to provide a premium coaching experience that caters to diverse clients.

This material was recently covered in the Business of Coaching Workshop, a series designed to help coaches grow their businesses by mastering key principles like trust, pricing, and delivering value. Each session dives into actionable strategies to build better client relationships and drive success. Want to take your coaching practice to the next level? Join us for the next workshop—it’s free.