Do you ever get uncomfortable when making an offer on a strategy session?
You feel really good during the discovery process. You’re building rapport, listening deeply and adding value. Then when it comes time to make the offer, you kind of freeze.
It’s totally understandable, because the reality is, coaching is so intangible.
What most coaches do to try and make their offer more tangible is to sell a coaching package, e.g. three months, six sessions, 12 sessions, etc.
But that doesn’t do anything to help your potential clients feel more confident about investing with you.
What’s more, when you sell bundles of time you typically end up undercharging.
So what’s the solution?
You’ve probably heard that you should sell the result versus your time. And that’s very true. But here’s the thing.
It’s one thing to say, “this is the result I’m going to help you get”, and it’s another thing to prove it.
You need to be able to build trust and confidence in your potential client that you can actually help them achieve the results they want.
So how do you do all this?
How do you sell something intangible and build trust that you can help your clients go from where they are to where they want to be? And how do you stop selling your time and charge the true value of your services?
The answer lies in creating what I call your Client Journey.
Your Client Journey is the steps you take with your clients and the results you help them achieve at each step.
When your potential clients can clearly see the success path forward, it gives them more confidence that you can help them get the results they want.
Bonus Tip: In addition to creating your Client Journey, you also need to streamline it and communicate it effectively. So it’s simple, clear and powerful!
You can even create an infographic of your Client Journey to make it even more tangible.
For instance, here’s a Client Journey from one of my clients, Pallavi Ridout.
Once we created her Client Journey, Pallavi doubled the price of her private coaching program AND launched a group coaching program!
Here’s my Client Journey. I use the same Client Journey in my private coaching and in group coaching, so I can help more people and grow my business with greater ease.
Your Client Journey allows you to earn a lot more income because you’re honoring your value, and getting paid on results instead of your time.
Many of my clients have raised – even doubled – their prices when they went from selling their time to selling their Client Journey.
You can even turn your Client Journey into leveraged income!
Here’s how…
You package it in different ways, at different price points and with different levels of access to you. That’s the key to working smart and earning multiple streams of income without having to reinvent the wheel.
So the next time you do a strategy session, rather than sell your time, sell your Client Journey.
You’ll find it much easier to share your offer, get clients, and charge the true value of your services.
Bonus Tip: In addition to using your Client Journey in your sales conversations, use it in your marketing.
When you do that well, your marketing will do the heavy lifting for you. So people show up to your strategy sessions already excited about working with you!
Want to learn more about how to create and leverage your Client Journey?
Click here to get this value-packed free training, “How to Create a High Value Coaching Package that Sells Itself”.
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