Getting people to hire you for coaching can be a predictable and fun process, but only if you know exactly what to include in your offer.
I see coaches all the time who are good hearted and hard working, but they often hear crickets once they make their offer or talk about the money part.
But there’s a way to cut right through the confusion and make offers that turn into high-paying clients.
When used correctly, having these 5 elements in your offer will bring you more clients and allow you to grow your business much easier.
So what are these 5 elements exactly? Here they are…
- What’s in it?
- Scarcity and Urgency
I’ll break down each one of these below so you know why they’re so important and how you can use them in your business.
Let’s dive in!
#1: What’s in it?
“What’s in it” refers to what’s actually inside your offer. And although this seems obvious, most coaches completely drop the ball on this one.
This is because they aren’t clear about what to put inside their offer and how to describe it in an enticing way.
But there are a number of ways to make what’s inside your offer valuable, enticing, and a complete no brainer. Some of these things include having different packages for different people — for example group coaching vs 1-on-1 coaching, and including bonuses that will actually help your client get closer to their goal.
For example, if you had a weight loss program or coaching group, you include a meal plan as a free bonus. This whole packaging strategy becomes what’s inside your program, and how effective you do this will determine how much people want to work with you.
How to effectively price coaching is one of the questions I get most — so here are a few pointers you can start using right away…
- The minimum you should charge each client is $5,000 each — and this can be spread out over multiple weeks or months.
- No matter how much you charge, there will always be people who CAN afford it, and no matter how little you charge there will always be people who CAN’T afford it. So set your pricing based on the value of your offer, not on what you think people will like.
- Don’t be afraid to talk about money because what you have to offer can and usually will massively change someone’s life. And you can’t exactly put a price on that!
Pricing can either make or break your offer, so when you do this right, getting high-paying clients simply becomes part of the process.
Bonuses are a great way to make your coaching offers and packages ultra valuable. And if you want to offer bonuses that cause your coaching to get snatched up, then offer bonuses that speak directly to your client’s objections. Here’s what I mean…
Let’s say you have a program that shows people how to get clients from their social media following. The prospect’s objection might be … “Well, I don’t even have a big social media following or any following at all!”
So your coaching program bonus can be something that teaches how to grow a responsive social media following.
You can take this thinking and apply it to virtually any topic and any niche, and these kinds of bonuses are super valuable to your clients.
#4: Scarcity and Urgency
Because people naturally put things off unless they have a reason to act, you have to infuse a real reason for people to take action on your offer.
For example, you can have an offer that says you’ll only give a special bonus for the first 10 people that take your offer, or you could only offer a certain number of 1-on-1 sessions as a free bonus (obviously you have limited time and can only help so many people for free!).
Most coaches underestimate the power of urgency in their offer, but I encourage you to always find a way to use scarcity or urgency in every coaching offer you make.
Many people don’t take action on an offer because they risk losing something.
That something can be either their money or their time, and people generally don’t like to part with either unless it’s for a really good reason.
And since your prospective client is still getting to know you, they’re not sure whether investing time and money with you will be a good idea, so you can make the decision easy by simply removing the risk.
Guarantees are a proven way to remove risk and put your client’s mind at ease once they pull out their credit card to invest in your coaching.
This is actually one of the things that’s allowed my business to grow to where it is and I’d like to show you how this works from the inside out.
That’s why I want to invite you to my upcoming Get Clients Masterclass.
If you want to discover more about how to get high-paying clients and do it in a way that’s fun and proven to work, be sure to tune into this 4-part masterclass.
We host it once a year.
With all the love in my heart,