Create coaching packages that sell.
Are you spreading yourself too thin, trying to coach clients, market your business and generate sales? You must be exhausted trying to do everything yourself. There is an easier way.
You became a life coach to help people transform their lives. You became a business mentor to help start-ups and small businesses thrive. You’re not doing it for the money, but you still need to make a living. Also, there’s no shame in wanting to get rich doing what you love.
In this article I will show 5 quick steps to creating coaching packages that sell, enabling you to generate a consistent stream of income, while helping as many clients as possible transform their lives.
Why you should package your coaching services as a product
I understand that you didn’t choose this career path for the money, it is a calling. A calling to use your God-given talents to help others.
Here’s the problem. When you’re barely making enough to help yourself, how will you be empowered to help others?
It’s like when flight attendants warn you that in the case of emergencies, you need to put on your own mask before helping your child. Or that quote about not being able to pour from an empty cup. You know what I mean. Similarly, you must first help yourself, before helping others.
Which is why you need to package your coaching services in a way that makes it easier for clients to accept your help, while simultaneously saving you time and money.
The benefits of selling coaching packages
Make your coaching services stand out from the crowd by packaging them in an appealing and easy to purchase way.
- Saving you time: When packaging your coaching services, you spend less time trying to convince potential clients to buy. Packages are ready to be picked and purchased.
- Conserve your energy: There are only 24 hours in a day. Packaging your services like a product will allow you to sell more than you one-on-one time.
- Saving you money: Because your packages are attractive and easy to purchase, you don’t need to spend a lot of money marketing your services. Simply have the packages available on your website and share them on social media.
- Easy to manage. There’s little effort in changing the price of your packages or adding an option and deleting redundant items.
- Provides more value: A well-presented package enables your clients to choose the solution most appropriate to their specific requirements.
- Gives options: By offering clients a few package options, you’re able to cater to a variety of budgets and needs.
- Clarity: Packages helps consumers to know what it is that you’re offering, eliminating confusion and doubt.
- Get you super focused: By packaging your services into a product, you’ll become more focused on the specific results you want to deliver and who it will benefit.
5 Quick steps to transforming your services into coaching packages
Step 1. Bundle services together.
Group similar and complementary services together. You might also want to offer additional offerings that complement each coaching package, this is called ‘Add-ons”.
For example, let’s say you’re a business coach and when taking on the new client you usually guide through a process, depending on the nature of their goals. You discover that you essentially deliver two types of services.
One is a 6 month programme in which you help start-up clients with their budget, finding financial aid and develop their brand. The second is a shorter, 3 month course, targeted toward established business owners needing help expanding their business internationally. Now, you have two packages you can sell.
If you are also knowledgeable on starting businesses online, an add-on package might be a book you wrote on the subject.
Look at how Betty Means Business structured their services. The first coaching package is for women entrepreneurs wanting to grow their income and client list. The offer is for one-on-one coaching.
The second package offers group coaching and continues over 8 weeks, as opposed the previous package of 6 months.
Lastly, Betty Means Business offers a third coaching option only available to exclusive clients. How enticing is this VIP coaching package? I love it!
Step 2. Give them options
Like Betty Means Business did above, you need to give your clients options. Try to limit the number of packages you provide to 3. Many coaches make the mistake of offering too many packages or too few.
Too many options can lead to confusion and a general feeling of being overwhelmed with choices. When the client does finally make a decision, they’re left with doubt, wondering if they might be missing out on one of the other options. Too few options have your clients worried that you wouldn’t be able to meet their unique needs.
Follow life coach Julie Maloney’s, example. Julie offers her clients 3 options to choose from.
Step 3. Show the benefits.
What are the outcomes your ideal clients can expect to achieve when working with you?
Before you list the features of each package, explain how your services work and what results can be achieved.
For example, if you coach leaders on improving team management, you want to focus on the drawbacks of a disconnected team and how that impacts product delivery time and the end customer experience. Then tell your clients how when choosing to work with you, they’ll be enabled to help their team deliver results consistently, and decrease staff turnover.
I like how Christine McAlister’s website, Life with Passion, clearly shows potential clients that she knows what they’re going through and what their lives will look like when working with her.
Step 4. List the features
Be very specific about what clients will receive when purchasing one of your packages. It’s important that you don’t create unrealistic expectations. Make it simple for clients to choose a package.
Wellness coach, Jordan Duvall, manages her customers’ expectations by clearly stating what’s included in the 21 Day Fix package.
Step 5. Give your packages a name.
Gold, silver, bronze – name your packages. It makes it easier for clients to refer to the package they want and should add clarification to your offering. At least one package should be a budget friendly option.
Check out writing coach, Vickie Gould’s, two very distinct coaching options below. The name says it all.
Your coaching packages should provide potential clients with clarity on what services you provide and how it will benefit them. Talk about the outcomes they can expect.
- Group similar solutions together.
- Provide options.
- List the benefits.
- Manage expectations.
- Name it.
People find it comforting when they know they’re in good hands. Show your clients right from the start that you’ve got their best interest at heart and how you’ll help them achieve greatness.