In this interview, Eric Feigl shares his journey and challenges surrounding client acquisition, both in-person and online. Eric’s perspective is invaluable for anyone trying to grow their own coaching business, especially when making the transition from in-person services to online coaching. Let’s dive into some key takeaways from his approach.

The Role of a Strong Website

For in-person clients, Eric emphasizes the importance of having a clear, well-structured website. His website is straightforward, making it easy for potential clients to understand what he offers and how they can get started. To manage client requests, he uses an automated email system that responds to inquiries, informing them that he is no longer accepting in-person clients but offering to connect them with trusted referrals.

Eric leans heavily on referrals. If someone responds to the automated email, he ensures they receive a personalized follow-up message—either through a phone call or email—connecting them with a coach. While this system works for him with in-person clients, Eric reveals that the shift to online coaching has been a bit more challenging.

The Online Transition: Overcoming the Reluctance to Post

For a long time, Eric believed that simply having an “online coaching” section on his website would be enough to attract clients. He soon realized that this approach was not yielding results. Despite adding the feature in 2016, Eric only received one direct hit to the link. The lesson? A static online presence does not generate the engagement needed to bring in clients.

Eric’s turning point came when he connected with Coach Anthony Diehl, who helped him understand the importance of social media in client acquisition. Anthony encouraged him to share his content, even if it felt redundant or uncomfortable. Realizing that his audience had not heard his message, Eric began posting more regularly on platforms like Instagram and Facebook. Despite initially feeling hesitant about sharing his personal life, Eric found that being authentic and showing behind-the-scenes glimpses of his day-to-day life—such as meal prepping—helped build relationships with potential clients.

Facebook’s Surprising Engagement

Interestingly, Eric has found that Facebook has become his primary driver for engagement, contrary to the common belief that the platform is on its way out. For Eric’s age group, Facebook provides a sense of community and familiarity, leading to more meaningful interactions. While Instagram may be more fast-paced, Eric finds Facebook’s slower, more deliberate content consumption suits his approach to building relationships with followers.

Converting Social Media Engagement into Clients

Eric acknowledges that converting online engagement into paying clients is still a work in progress. He focuses on providing valuable content, particularly about nutrition. Eric attracts leads and nurtures them by offering free advice on meal prep and workouts, following up with specific questions, like, “Did you prep three meals last week?” This personal approach helps him identify clients who need more support, eventually leading to paid coaching opportunities.

Eric also mentioned that offering online coaching to his in-person clients—who already train with him—is a great strategy for conversion. He is experimenting with giving them a discount for online coaching sessions, as he knows they are already following a training plan he has provided.

The Balancing Act: Time Management and Content Creation

As a coach who still works with in-person clients, Eric faces the challenge of balancing his time between social media, client work, and personal life. He does not follow a strict content calendar but instead allocates time for these tasks as it fits into his day. With a busy schedule that includes coaching at the gym, maintaining his own fitness, and spending time with family, Eric has found that being flexible with his approach to social media helps prevent burnout.

The Road Ahead: Focusing on Client Needs

Eric continues to refine his approach to converting leads into clients, both online and offline. He is enrolled in a mentorship program with Coach Anthony Diehl and is learning from other coaches who are navigating similar challenges. One of the key lessons he has internalized is the importance of understanding client needs. Eric knows that potential clients are looking for coaches who can speak directly to their specific struggles—whether it is overcoming nutrition barriers or finding a time-efficient workout routine.

Eric’s journey proves that client acquisition, particularly online, requires persistence, flexibility, and a willingness to adapt. While there are still challenges to overcome, it is clear that understanding your audience, staying authentic, and meeting clients where they are are key ingredients for success in the world of online coaching.

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.