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3 Reasons You Are Struggling to Find Paying Clients On Facebook (And What To Do About It)

jeanine blackwell headshot [Guest post by Jeanine Blackwell, course creation expert]

Are you struggling to find your ideal paying clients on Facebook? Perhaps you’ve tried running ads and they didn’t “work” for you? Or, you have Page “likes” but no one seems interested in your offers?

You have something valuable to offer, yet – for some reason – the pieces you’ve implemented so far are simply not generating revenue fast enough.

This scenario can be very discouraging and frustrating when you see and hear of so many experts and online marketers bringing in hundreds of leads a day.

When you master marketing online, you can then scale from one-on-one dollars-for-hours to building a leveraged business that works for you (even when you are not working).

3 Reasons You Are Struggling To Find Clients On Facebook

When I created and launched my first online course, I had a following of just 150 people. In the first 16 days of launching that course, I generated over $100k in revenue. That course has since generated 7-figures.

My primary automated source for new clients: Facebook ads!

If you are struggling, you’re not alone. I connect with thousands of entrepreneurs every month who struggle with finding their people and converting leads into sales online.

Here are the 3 main reasons coaches, consultants and entrepreneurs like you struggle to find their clients online:

Reason 1: Your main product is “YOU”

Do you want to help a thousand people with your expertise or ten? If your vision is to serve a bigger audience, you need a product that delivers results without you delivering every aspect of that product.

You will never be able to scale your business if the main product you are selling is your time.

Your main product needs to be highly leveraged and allow you to serve lots of people without a lot of your time.

This is why an online course works brilliantly as your “main offer.” You create it once and then it works for you.  And, it leads your clients directly into working with you in higher end offers such as group coaching, consulting, one-on-one work, membership sites and more.

Here’s what you can do now: 

Identify a main offer that…

  1. …is a product your ideal clients want,
  2. …does not involve a lot of “YOU,” and
  3. …has enough value to be priced high enough to monetize your marketing efforts. It takes just as much effort launching a $97 online product as a $997 course. Make the return higher for the effort and you’ll have more room to budget for marketing.

Reason 2: Your offer is not specific enough

Specific sells. To get specific, you have to know the question your audience is asking to successfully market to them.

What question is your audience asking that your offer addresses?

If you are a wellness coach, your expertise might include “gut health”. Most people are not online searching for a product related to “gut health”. Yet, there are many people searching for “How do I get rid of stomach pain after I eat?”

You have to get clear on your client’s question to market effectively.

Here’s what you can do now: 

Pay attention to the questions your audience is asking you (including your current clients). Look at your tweets, DMs, Facebook comments, posts and messages, other social channels, emails and more. If you’re still not clear on the primary question you audience is asking, consider conducting a survey.

Reason 3: You are not specific enough around the people you are targeting

To determine the question your audience is asking, you will need to get clear on who you are targeting. The more specific you are with your audience, the more easily you will find them.

Let’s say you are marketing a knitting course. Instead of “women, age 18-65” who like “Martha Stewart”, challenge yourself to dig deeper and find niches where your people hang out. A target audience of “women”, “age 45-55” who like “Knitty” and who also like an online knitting supply company like “” are much more likely to be your people.

Here’s what you can do now:

Compile a list of Facebook Pages that your people like, experts they follow, publications they read and more. You’ll use this data to target them using Facebook ads.


The time to think about how you market is before you start to create the product.

A mistake a lot of coaches, consultants and entrepreneurs make is to create an offer and then try to figure out how to market it. When you design your courses, programs and other offers working backwards from what your people want, you are guaranteed success.

This is exactly what I’ll be showing you how to do in my upcoming training, Create 6-Figure Courses Virtual Bootcamp

Note from Mari:

When it comes to putting together instructional courses that produce solid results and that generate multiple 6-figures (or more), Jeanine Blackwell is your new go-to gal. Her course design system has been adopted by best-selling authors and global brands like Estee Lauder, Aveda, 3M, Princess Cruises and more.

I first met Jeanine online back in January when one of her Facebook ads in my News Feed really caught my attention; I went to her business Page and just had to meet her. 🙂 I was so blown away by Jeanine’s level of expertise in course creation, I actually signed up and bought her amazing signature course myself. (Even though creating and selling courses is a core part of my own business model. I’ve personally generated multiple seven-figures from creating, selling and leading my own online courses over the past several years, but my philosophy is that there is always more to learn and always room for improvement. Plus, I love to study with the best experts in their field.)

I give the Create 6-Figure Courses Virtual Bootcamp FIVE stars. Jeanine is a master at her craft. Learn from a true industry expert how to create your own powerful online course that easily generates 6-figures or more.

Jeanine Blackwell

My intention is to equip and empower you to create a business that supports the life you imagine. I’ve helped thousands of course creators unlock the brilliance in their head and bring it into the world. I’m known as an expert creator of business and personal development training, and I can help you create what’s next for you.

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  1. Tri?u on July 2, 2015 at 3:29 am


  2. Connor Rickett on June 30, 2015 at 5:50 pm

    I’ve been hesitant to jump into Facebook advertising, and I’ve been trying to figure out the best way to target my message before I throw my (very limited) advertising budget into it.

    How specific is too specific?

    • Mari Smith on July 20, 2015 at 9:53 am

      Hi @connorrickett:disqus — you might want to target an audience that is at least a few hundred right up to 100k. I usually find my own sweet spot is around 60-85k but it really totally depends. I wouldn’t target millions as that’s likely too broad. Using the various granular controls, you can get a really targeted list — my favorite is a combination of Custom Audiences (created from your own email list and/or web visitors) then narrow down further with demographics like age, location, job title, interests, etc. Hope this helps!

      • Connor Rickett on July 21, 2015 at 12:13 am

        Thanks Mari! That was definitely a helpful answer!

  3. DGhanma on June 29, 2015 at 12:54 pm

    hey, how we could target people regarding to this :

    “Compile a list of Facebook Pages that your people like, experts they
    follow, publications they read and more. You’ll use this data to target
    them using Facebook ads.”

    • Mari Smith on July 20, 2015 at 9:54 am

      Hi @dghanma:disqus – these variables are available for targeting in both Ads Manager and Power Editor for placing ads. Even the Boost button has decent targeting options these days.

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