I didn’t always know how to sell high-dollar packages, but now not only do I offer them, I help coaches and consultants create them in their own business. Do you want to know what keeps a lot of coaches and service providers from charging what they should (notice I didn’t say what they are “worth”)?

So many of them believe that since they aren’t a “sales person” or “I’m a creative” that they can’t sell their service like a marketer. Combine that with a healthy dose of “I hate talking about money” and you can see why it’s easier to keep playing small. It’s easier to not create high-dollar packages.

So let’s look at the services you offer from a different angle, shall we? I want to shed some light on this and help you to not feel so “salesy”.

Traditional Pricing Discussions

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, the 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 into that with both feet?

People are investing in their own results through you -Christine Kane

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.

Side Note: my work with entrepreneurs equals roughly 10-25% of their net profit. For some, that looks like an extremely high-dollar package and it’s a stretch to work with me. That’s okay! I want them to stretch because it means they have skin in the game and their going to get better results. And besides, on the low-end, their profit is now 75% and they don’t have to do any of the back-end admin, marketing or technical work. Total win!

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 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 woman? 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. (And please, paint a true picture, not a made up one, okay?)

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.

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