No More ROI: The Real Way to
Sell High-Priced Packages
Want to know what keeps a
lot of coaches and service providers from charging what they’re really worth?
It’s that all-too-common
belief that “I am not a sales person.” Combine that with a healthy dose of
“It’s rude to discuss money,” and you can see why it’s just easier to keep your
rates low.
It’s time to think of your
services from a different angle. Not only will you see things in a clearer
light, but selling suddenly won’t feel so…salesy.
Here’s how traditional
pricing discussions go:
You talk to a potential
client, and you explain what you can offer, how your coaching or service works,
what he or she can expect (how many calls/emails, phases of work, length of
contract), etc. And then you say, “My rate is $XXX.00.”
Your client either says
yes, no or (the kiss of death) maybe.
Let’s turn that around,
and rather than focus on what he or she will get from YOU, take a look at what
she will achieve when she hires you.
For a business coach, this
is easy. Talk money. How much more profit will your client make when she hires
you? If your coaching fee is $1,000 per month, but you can show her how to
increase her sales by $3,000 per month, then your price is inconsequential.
She’ll earn it back three times over, not only while you’re actively coaching
her, but for the rest of her business
life.
Who wouldn’t jump on that
with both feet?
What you’re doing here is
not talking about the cost of your coaching, but rather the cost of not hiring
you. Because if she doesn’t work with you, she’s losing $3,000 per month.
What about other kinds of
coaches though? The same applies, you just have to find a way to show your
clients the cost of their inaction.
If you’re a life coach,
inaction (to your potential client) might mean years of feeling unhappy and
unfulfilled. Imagine what it might be worth to your client to lift that
depressing burden forever?
The same goes for health
and wellness coaches. Can you add 10 years to the life of an unhealthy,
overweight man? That’s priceless.
What about dating coaches?
For someone who’s been unlucky in love, in and out of one bad relationship
after another, the promise of a man (or woman) who will love and cherish them
is worth nearly any price.
You just have to paint the
picture.
What will
life/business/love look like without your coaching services, and what can it
look like with you? Once they see the difference, pricing becomes nearly
irrelevant.
Your Story. Your Brand: Embrace your Unique Story to Create a One-of-a-Kind Business
- Step 1: What’s Your Why?
- Exercise: Create a Vision Board
- Step 2: Your Story Matters
- Exercise: Write Your Personal Story
- Step 3: Write Your Mission Statement
- Exercise: Write Your Mission Statement
- Step 4: Your Unique Offer
- Exercise: Share Your Business Story
- Step 5: Attracting Your Ideal Client
- Exercise: Create Your Ideal Client Avatar
- Step 6: Your Story Becomes Your Unique Products and Programs
- Exercise: 20 Problems Your Ideal Client Will Face
- Step 7: The Best Marketing Comes from Sharing Your Story Authentically
- Exercise: Research Stories and Authenticity
- Step 8: Unique Stories Turn Competitors Into Colleagues
- Exercise: List Your Top Competitors and Brainstorm Ways to Work Together
- Exercise: List Your Top Competitors and Brainstorm Ways to Work Together
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