In this video I want to share with you the five-step process that I go through to create coaching packages.
Now a lot of people really struggle with this and really for good reason because this is
your product.
So, if you don't have your coaching packages dialed in pretty well and you don't have certainty
around them then it's going to be very difficult for you to sell anything.
And in business you kind of have to sell stuff.
So I want to share with you the five steps and let's make it simple to create coaching
packages.
We publish videos on this channel every single week so make sure you're subscribed and click
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videos because you don't miss anything by the end of this video you're going to have
the process that I use as well as the same process that I teach my clients so that you
can create valuable coaching packages that deliver really good results for your clients
because if you're not delivering really good results then what does it matter?
If you don't know me,
I'm Sean Smith.
I am the founder of Elite Coaching University where we teach you the skills to be a better
coach and the strategies to build a bigger business.
I've been in this industry for a long long time.
I've been in this conversation about coaching packages and I've created tons of coaching
packages myself.
So let's get into the discussion.
There are five considerations that you want to have in your brain.
Now before we get into these five considerations I want to make it clear that I'm talking about
one on one private coaching packages I'm not talking about online products or group programs.
Those are totally different conversations because they're different animals.
They have different outcomes they're delivered differently etc.
So in this video we're going to talk about one on one private coaching packages.
So the first consideration is what's your coaching framework.
You have to have a framework which is a process that you're going to lead your clients through
if you don't have a framework then you really won't have a starting point to tell them about
or an ending point to tell them about and you as the coach won't have the confidence
and certainty of the path that you're going to walk people through.
So you have to have a coaching framework.
If you've been certified in any reputable certification company then you've got some
kind of framework hopefully.
I teach a framework called the IGNITE formula which is a six part framework to get maximum
results for your clients.
You haven't seen that video and you want to know more about that then click on that link
there and dive in consideration number two is how long should this coaching package be.
Now this industry of coaching really doesn't have any legal standards so you doesn't have
to be any length at all.
It can be super short it can be super long depending on whatever is going to be the best
fit for you and your clients.
And what I would do is start out with asking yourself the question if I was going to deliver
the absolute maximum impact for my clients.
How long do I need?
I would start there, at least, because if you're not going to start with the maximum amount
of support for your clients then I think you're looking at this the wrong way.
It's not about following some other cookie cutter approach.
It's about being more authentic to who you are and
your program and who it is that you're wanting to serve
So start with the perfect amount of time for your clients.
Now if you don't have a rock solid answer to that or you're waffling back and forth
between a couple of different lengths then I would suggest 3, 4, 6, or... 12.
And the reason I say that is because our brains are just naturally programmed to work that way.
A lot of people think about 90 day goals or 90 day vision so 3 months is a great time
frame to offer people. 4, 6, and 12 are factors of a calendar.
So there are 3 sets of 4.
There are 2 sets of 6 and obviously there are 12 months in a single year.
So people are already used to thinking that way.
Whenever you can dive into the thinking patterns that people already have the better.
And I would also offer at least two variations of your coaching package.
So let's say your ideal timeframe is 6 months.
I would offer people 3 months but I would also offer people 12 months.
So the ideal solution is that you give them a sandwich.
You've got high end low end and then something in the middle.
I would place your ideal package right there in the middle.
Give them a little bit of a break financially if they go higher than that and charge a little
bit more per session or per month if they go lower than that.
And studies have shown that when people are given three options most of them I think like
80 to 90 percent choose the one in the middle.
So use that to your advantage consideration number three is how often should I coach.
So even if you have a six month package or a 12 month package does that mean you're coaching
them every day.
Or does that mean you're coaching a once a month.
What I prefer to offer and I prefer to experience is weekly coaching packages what we offer
our 30 minute phone calls every single week.
But we also give our clients the option to do one hour calls every other week.
And how often you coach can depend on what kind of coaching you're doing.
So if you're giving people a lot of assignments in between calls then having a spread of two
weeks is probably better than every single week because if they don't do the assignments
or they have questions they could kind of stack on top of each other.
And sometimes I won't talk to a client for several months because of whatever's going
on in their life or the size of the project that they're currently working on.
Consideration number four what should I name this thing.
I would suggest one of three types of names either you name your program an outcome, a
a topic, or a profile. An outcome name would be whatever kind of outcome you're wanting to
pace the client to.
Let's say you're in business coaching.
You might have a program called the 10K Club because your outcome is helping people make
ten thousand dollars.
The topic name is whatever topic you're going to be coaching on.
So let's say you're a wellness coach and you might have a coaching package called wellness
restoration.
Right.
That kind of combines the topic as well as the outcome and then the third thing you can
do is identify a profile of the person that you're trying to serve.
My most successful coaching package in the early days of my business was something that
I called the whatever it takes club.
Now I was thinking of myself one day.
What kind of client do I really want to work with.
And as I started to go through the traits of the person that I really want to work with
the phrase somebody that's willing to do whatever it takes came to me and I immediately named
my program that day the whatever it takes club.
And it's amazing how many people were drawn to that name and it pulled that trait out
of them and they said hey I want to do whatever it takes.
So that program must be for me.
So if you can name your program in a way that matches the way your client thinks about themselves
or what they really want in the world then that alignment can be really powerful and
very inviting.
And as with everything I would absolutely make it aligned with your brand your personality.
Maybe it's a phrase that you say often something that sticks out a little bit.
So it makes you distinct and it carries the energy and the essence of the brand.
Now if you want my help in naming your program or you want my feedback on a program name
you already have.
Go ahead and type that information in the comments section below and either I or somebody
on my team will help you put a name to a program that you've already designed or let you know
what we think about the name that you came up with.
And the final consideration is how much should it cost.
You know it's interesting that that's the first question that a lot of coaches are asking
is just we've got such a focus around money that the first question is "What should I charge?"
And I think that's probably because one of our very first questions when we go to buy
something is "how much does it cost?"
But I don't want you to get caught up in the price and I differ from a lot of other coaches
in this area.
You know a lot of people talk about charging what you're worth or charging a high so people
take ownership of the package.
And I agree with all of those things.
However if you're relatively new in business you've just got to become a paid coach.
So my answer to how much should I charge is always whatever they'll pay.
Honestly become a professional coach by charging whatever they're going to pay.
Now, of course, we got limits and you might have a deal breaking number, and that's fine.
But just charge whatever you can feel confident and certain quoting people.
And then raise your prices once you have confidence and certainty in your body around delivering the results
for your clients and you get into more conversations with prospects then go ahead and raise your
prices because they'll be coming from a place of experience rather than a place of theory.
But that's not the only thing I want you to do.
I want you to take into account what other people are charging in your market whenever
you can jump in front of patterns that are already operating that's gonna be better than
trying to change buying patterns or change searching patterns.
So look at the other similar coaches in your space that are selling similar programs and
price yourself probably somewhere around there.
And just remember that the value of coaching is not about what your time is worth or how
much people should pay for a session.
It's about the outcome to the client.
So the value of your coaching is really what your client would pay to get the outcome that
you are promising in some spaces.
You might only be able to charge 25 bucks an hour in other spaces maybe you're a corporate
CEO coach and you can charge $5000 an hour even for the exact same coaching sometimes
same framework.
But it's a different client so the value goes higher.
If you think about those things then it won't just be about how valuable you are because
that's pretty much our biggest limiting belief for most of us.
And it will help you price your packages a lot easier.
Now the next logical question is, well, "how do I sell these things once I've created them?"
That's a topic for another video if you're interested in my thoughts around that then
comment below.
There's enough interest.
I'll go ahead make a video on it.
If you have any questions about sales then put that in the comments as well.
But I did do a video on authentic sales tips that you can click on up there and dive into
that conversation about the energy of sales.
I hope this video has been valuable for you and I really hope that it's giving you some
implementable steps that you get your content out there in the world where people need help.
That's what it's really about.
How many people can we support?
And if you want any more support with your business whether it's the internal game or
the strategic game, sign up for a business model makeover session I'll put the link in
the description below and you'll get on the phone one on one with one of my certified
coaches and we'll help you identify what your next steps should be or get clarity on your
seeker or put together one of your packages if you'd like this let me know by commenting
liking subscribing.
Go ahead and share it with your tribe.
If you know people that would benefit from it.
Take care.
Have fun.
Love each other.
Coach some people and I'll see you in another video.
Notifa- cay.
Viva la ?????? (spanish)
Jeepers Creepers.
Hoooowww tooo createe.. coaching pack-a-ges.
Where'd you get those...(trails off)
The hardest thing for me to do is shoot short videos.
I would rather go live for five hours.
If you don't know me I am Sean Smith on the.
For the last month I've said I've.
Almost said I'm the co-founder.
I don't think I'm the co-founder of anything.