Coaches! Stop selling yourself short ..7 tips

7 SIMPLE tips to help Coaches to stop selling yourself short. And no, creating a word for the year isn't one of them.)

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One of the problems clients complain about more than any other is the fact that they aren’t getting paid what they're worth.

My first question is “What do you mean by “what you are worth” and this is where the disconnect begins.

I’ve heard so many variations of the same theme with the only variant being the type of coaching the client does.

So whether s/he is a lifestyle coach, a marketing coach or a health coach the gist of the story is that they have an idea of what they are ‘worth’ but haven't followed through when pricing their packages, preferring to stay in their very narrow comfort zone. Which leads to, guess what? Coaches, selling yourself short.

When questioned further, the coach tells me that they can’t charge what they're worth because they don’t believe a client will pay that much.

On the other side of the fence, I’ve worked with coaches who charge mightily for their services but then get stuck when delivering the value needed to create great results for the client. 

*A sidenote to this is that you have no idea what a client will pay. You have no idea how much money or resources anyone has, so it's all mind-reading. And one thing I know for sure is that if your really want something you WILL find the money. 

And so it goes. This never-ending cycle of pricing and packaging your services in a way that aligns with your values, supports you financially, and gives massive value to your client.

How do you do that? That is the question, and I hope my 7 tips will help you get out of overwhelm and confusion so that  as coaches, you can finally stop selling yourself short - and begin to raise your worth from the inside out!

◉ TIP  #1

There is NO way around this. You MUST Niche down. I avoided this for many (so many) years and it cost me a bomb!!! You wouldn’t believe the lengths I went to to avoid niching down. Ridiculous really. This was the biggest game-changer for me. Seriously, I cannot stress this enough.

◉ TIP  #2

When you Niche down, you will know EXACTLY the problems your clients have and can design everything you do toward solving that problem or those issues. You will notice the same patterns and resistance that come up time and time again with your clients. This kind of information is GOLD and is what will help you fill your programs.

◉ TIP  #3.

You need to meet every client exactly where they are (which you can do easily when you follow step 1 and 2) To do that you need a VALUE LADDER which meets your clients where they are and takes them on a journey. Design that journey, become their go-to coach for all things .......... (whatever your Niche is) Make their decision to hire you simpler. 

◉ TIP  #4.

Provide exquisite service. What happens before and after a Discovery session? What happens when the clients sign up? What happens next,, then what happens after that? Do you have processes, scripts, workflows in place? Don’t fly by the seat of your pants when it comes to client management and care. Be prepared.

◉ TIP  #5.

If you've followed the previous steps and have everything in place, you’ll begin to feel much more confident and competent. You'll find it so much easier to invite someone to a Discovery call or ask if you can send relevant information when you are systemised and organised. And I promise,  it can be fun, (I personally loathe spreadsheets)

◉ TIP  #6.

Let’s talk pricing. The easies way to find your price-point is to pick 3 prices for each package or service. The first one is the lowest you will accept. The 2nd is a fair price and you're pretty comfortable with it. And the 3rd price is the “nobodywouldpaythat’ price that you believe you're really worth, if you got out of your own way.  

If you can look in a mirror, look yourself in the eye, and ask for that fee without laughing, or falling apart, that is your price. This might sound a little crazy but it works, and nothing is written in stone!

Trust your gut, it always knows.

◉ TIP  #7.

This is where the rubber meets the road. So you have your High Ticket price BUT do you have  a High Ticket offer? (FYI, High ticket is a figure outside of your comfort zone.)This is often where coaches fall through the cracks. Become the client, where is the value? Would you buy it? In other words.

What would you have to offer to make that amount of money an easy Yes for your prospective clients, and be worth much much more? Who would you have to be to deliver that? And what resources would you need to make it all work seamlessly for you and your clients? Is there work to be done, or do you have that all in place?