182: Coaches Attract More Clients When They Stop Selling Coaching Packages

Today’s episode is about earning more through a high-ticket coaching program that inspires enrollment. Find the full transcript at prosperouscoach.com/182.I’m going to say something that may shock you … selling coaching by the session may keep you from earning more than few thousand dollars each year.That was my sad story. So excited about coaching, after training I did what most coaches do, I started offering sample coaching sessions to anyone who would take one and enrolled a few short -erm clients at low fees.My first full year of being a professional coach I earned $3000. I kid you not. The second year was not much better. People said they appreciated the sessions and got value but they weren’t excited enough about having a coach long term.What was I doing wrong? I figured that out … later.1.     I called myself a life coach and was trying to coach everyone about anything. The lack of specialty was not confidence inspiring.2.     I was charging fees that were far too low, which conveyed a lack of credibility.3.     And most importantly, the idea of coaching itself was not inspiring to prospects.You see, most people don’t wake up and say to themselves “I need a coach!” And this is a big problem for coaches. It means that coaches have to convince people they want something they don’t already know they want.Coaching feels like a hard sell and it’s not a strong position to be in. If you’ve been listening to me for a while, you’ve heard me say this before. You know it doesn’t mean that you shouldn’t be a coach, doing coaching and have it be your main skillset for your business. It just means don’t sell coaching. There’s a better way.I made some changes to my approach, which made everything click into place:1.     I narrowed to a viable target audience and did research to find out what BIG problems were in the way of their big goals.2.     I created a Signature Program customized to exactly what my audience knows they want.3.     I raised my fees significantly because the Signature Program was worth it.Changing the perception is what made the difference. Perception is a powerful thing.No longer was I giving sample coaching sessions and trying to convince a person that coaching was what they want. Suddenly, I and my program were perceived as credible and I could command higher fees.Create a Customized Signature ProgramThis is why I help coaches create a VIP Signature Program that’s long term and customized to their chosen target audience. It’s a process that makes everything in your business congruent and powerful.Coaches feel confident because they have something of value to offer that’s perceived as valuable to prospects. They learn to articulate what they do in meaningful terms and without the agony of trying to convince people to buy coaching. And they are able to earn more serving less clients each year.There’s a better way.To read the 5 steps to take to shift your business model to delivering a Signature Program AND see the example Signature Programs click here.