Free Masterclass! 4 Simple Steps To Start Your Coaching Business Today
CHAPTER 3
Our potential clients are operating from a reality. In that reality, they have a problem. A challenge. It doesn’t have to be a life-threatening challenge. It’s just an obstacle they want to overcome. This is a Problem for them.
Below I am listing some of the real examples from my business so you can see how to use this framework effectively.
EXAMPLE
1
My clients have a challenge of growth. They run companies that are growing, but managing the team, the brand and the processes can get to be overwhelming, and they might feel lost.
EXAMPLE
2
My clients are new coaches. They tend to have the problem on how and where to get started. Their practices are either non-existing or really frustrating because it seems like everything is really hard.
EXAMPLE
3
My clients have a problem with scalability. They started as one-on-one coaching. Now they want to move online and serve more people in the world. They get stuck in “not knowing” or “having to do it all." It gets frustrating and they can use some help.
Desire is what’s behind the problem that our clients suggest they have. Is what they really want to get as an outcome. What moves them to take action.
Here are examples of it.
EXAMPLE
1
Their real desire is freedom while maintaining growth. They don’t just want to grow, they also want to enjoy their growth. They don’t want to work that hard for the results they get.
EXAMPLE
2
They want success. They want to know they can do it. They want to make money so they can quit whatever else they are doing. They want to see their impact on someone’s life.
EXAMPLE
3
They want recognition. They want to see their work being acknowledged. They want to leave a legacy.
Outcome is the result they need to create that will take them closer to their ultimate desire.
EXAMPLE
1
They need a clear strategy to get to the freedom they want.
EXAMPLE
2
They want a step-by-step process of what to do.
EXAMPLE
3
They need a way to spread their message with certainty.
Now you can create an exact package they can sign up for, directly related to the outcome they desire.
EXAMPLE
1
I created a 2-day intensive called the “Clarity Intensive”, to guide entrepreneurs on what they can do to bring absolute clarity and focus to their business.
EXAMPLE
2
I created an online incubator that allows new coaches to work with me directly, so I can support them on their growth and impact without them feeling lost or overwhelmed.
EXAMPLE
3
I created “Action Weekends”. A place where you come over a weekend to LA and we help you create everything you need from scratch.
Then the most obvious one. The price. You set a price by looking at the time you invest, the value you bring to the client and how many of these packages you want to do.
Here is how you do it.
Find your hourly price. A simple way to do it is to find out how much you want to make it in a year and how much of your time you want to invest to get it.
Say, you want to make $100,000 a year and you want to work 4 hours a day for 4 days a week for 45 weeks in a year.
That means your hourly rate is:
$100,000/(4x4x45) = $138/hr
So if you package is a day intensive for 6 hours, your rate for the intensive will be $138*6 = $828.
I want you to note that this is the crudest math. You can charge significantly more if you can get better results to people. Results based on their deepest desires.
EXAMPLE
1
My one day intensive is $12,000 which means clarity intensive (2- days) is $24,000. Getting the type of clarity we are talking about here is worth about $250,000. The intensive price is 1/10th of the value of the outcome.
EXAMPLE
2
Our online incubator is $9,000 which is 21 weeks of coaching with me or my coaches directly. You are likely to generate $90,000 in coming years from what you will learn and execute in the accelerator. That’s 10 times the price of the product.
EXAMPLE
3
Action weekend is $6,000 which is a 2-day group action weekend where we get something done. For example the next one we are doing is on Webinars in July. Now a webinar can easily generate $60,000 for a client. That’s 10 times the cost of the product.
Here is the catch. You always want to reward action takers. Action takers are the ones who will get better and faster results with you. So reward them.
Here is how I do it.
EXAMPLE
1
Clarity weekend, if booked in our first 2 conversations, is available for $18,000 instead of $24,000
EXAMPLE
2
Our online incubator can be joined for $6,000 if you say yes when speaking with my team
EXAMPLE
3
"Action weekend" can be yours for $4,000 if you say yes in time.
I am giving you these examples so you can see how it works. Also why these offers become really lucrative and easy to position.
Here is an example how easy it is for clients to work with me, and for me to drive results to them.
If you are a new coach or a seasoned coach who is looking to expand their practice, you know you are your biggest blocker in your success. You know you can do it with the right training and support.
You know if you got your practice off ground you will make your investment back in weeks if not months. Which also means its a no brainer for you to invest in this program.
For anyone who is a coach doing under a $100,000 in annual coaching sales, the online accelerator becomes a no-brainer.
Now because you are an action taker you get a $9,000 product for only $6,000. This product is the same that has the potential to generate $90,000 over a period of time.
Here is the catch. There is NO other way to work with me. There is no other format for a new coach to directly coach with me.
This does two things.
1. The Client knows that if they want to work with me and enjoy the quality of results that my clients enjoy, the online accelerator is the only way.
2. I don’t have to think of different answers for my clients. There is only one way. You want to work with me as a coach that is in the soldier, knight or dame stages, the online accelerator is the way. The only way.
It’s simple for both parties.
It’s a product approach to packages. When a company makes a product, it looks at a problem and then finds the solution to the problem. The solution stays consistent to all clients.
