The mirage of marketing is “lowest price.” It feels easier to sell, but this short-term, short-cut thinking undermines the value of what you offer. Lower fees is often not a service to your customers. Here is how to better serve your customers by increasing your fees and the value of what you offer.
Chances are you are not charging enough for your coaching or services. By “enough” I don’t mean “as much as you can get,” but enough that:
How much should I charge? Most new and experienced coaches think in terms of hourly rates and work from there. This is a mistake. Hourly rates make you less attractive to buyers and make it harder to sell your services. I’ll show you how to price your coaching services according to client value.
Hourly rates have a long history. Trading time for money is an easy calculation, easy to measure. I found an hourly rate calculator online for you to play with. Remember, as a general rule one-third of your time must be spent getting new clients, servicing existing clients, and administration.
You can have a lot of experience, educational credentials, and recognized expertise, but without confidence you won’t reach your potential. Confidence is the X-factor that separates those who do from those who wish. Here’s why you need confidence and 6 ways to increase yours.
What’s the difference between a consultant who charges $750 a day and one that charges $10,000? Both consultants may bring the same expertise, education, and experience. The one with greater confidence projects that confidence into the quality of her marketing materials, promises of results, consulting presence, and ultimately, her fees.
You may be a consultant, pastor, coach, or teacher. Whatever your role, you are trying to see people change in positive ways. Your confidence makes a difference in that change process.
Before mobile phones, telephones were wired to a place – a home, a office, a store. If you wanted to speak with someone you called the place where you expected them to be. Now that most people have cell phones we call the person.
Moving from place to person is a paradigm shift.
We offer people things everyday. It’s not just about selling, it’s also about inviting people to your church, publishing newsletters, or even spending time with your teenagers. Even before they hear our pitch for why what we’re offering is great, they turned us down. Here are 4 reasons why – and what to do about them.
1. “You don’t talk to me.”
People are social. The more personal connection you have with them the better.
I missed this for years in offering my coaching training. I relied too heavily on emails, newsletters, websites, and social media to connect with new people. This was a mistake.
Whenever I talk with coaches, or speakers, ministers, fundraisers, and sales people, they all tell me they want more clients. When I ask what they do, they tell me about their methodology. That’s a mistake. Clients don’t care about coaching, they care about their results.
Don’t sell coaching, sell client results. I’ll show you how.
It’s the Results, Not Your Tools That Matter
No one cares what brand of saw a contractor uses. Imagine a contractor comes to your home to give you a quote to remodel your kitchen. You say, “I was thinking of having a couple of skylights. Is this something you could do?”
Launching public events is scary. You risk a lot – venue deposits, advertising costs, your reputation, and lost opportunity if some other project would have produced better results. Here’s how to plan profitable live training events that minimize risk and will guarantee you a successful event.
Montserrat Monastery in Spain, where I hold occasional training events.
My first big public training event was in October 2006. It was a 5-day professional coaching training for ministry leaders. I still remember how nervous I was about clicking the “send” button on the email announcing it. The questions swirling around in my head were these:
- Would anyone be willing to pay to join my training?
Using only email or websites to get your message out is a mistake. People skim, they don’t read. Instead, make simple videos to get your message out. Your audience is more likely to watch you explain details than to read your explanation. In this article, I’ll show you how.
My 2 minute video announcement of our new coaching training programs.
I just announced major changes to our coaching training systems. I made a series of videos to share about the changes. Simple videos are a much better way to clearly communicate complexity and cast vision.
Each video had a different audience and a tailored message and follow-up. Here are the four that I did: