#3: 5 Tips To Selling Out Your Private CoachingMarch 5, 2020 / Business, Podcast

Packages are the best way to secure recurring income. Most coaching packages are around 3-6 months and can totally boost your confidence, relieve anxiety, and create a baseline of income. (01:40)

(01:55) Focus on private coaching first! These days I charge upwards of 6-figures for private coaching and I don’t do a whole lot of it. But if you want to sell-out your private coaching right now… this a great place to start! You get to work 1-1 with people, tranforming their businesses and changing their lives. 

1) (2:50) Design your program with your ideal client in mind, not how much you want to make or how long you “think” the program should be. Don’t try to stuff the transformation into the length-of-time box you’ve created. (03:30) It’s down to – Transformation, Process, Structure. What’s the transformation you want your client to experience? What’s the process they would need to go through to get there? Then look at the structure – how often we’d meet, how we’d communicate and how long they’d need with me.

2) (06:45) Sell private coaching like a “launch” and create urgency around it. 

If people think they can work with you whenever they want to sign up, they’ll never sign up (07:14)

If you have forever to do something, you’re going to take forever to do it, right? So, treat your private coaching like a launch to naturally create urgency. (07:50) I only really pushed my private coaching packages for one week – I got a bunch of people in at once which created a huge cash injection and recurring income for the next 6 months. (11:50) As I sold the spots I would post online – “another place sold today!”, “two more spots sold today!”, so people knew that time and spaces were running out.

40k Launch Case Study

3) (12:30) Have people buy a 1-time session and then upsell them to private coaching. You can even offer to credit the cost of their initial 1-on-1 session if they sign up. So, what could that look like? (12:48) Let’s say you have a 3-month coaching package for $2,500 – you could offer people a 1-hour coaching session for $297. At the end of the call, ask them how they think it went and what their big takeaways were; then let them know that you have a 3-month program that they could deduct the session they just had from!

(13:50) This is a sale psychology tip because people feel like they’re saving money, even though it’s actually the same amount. 

4) (15:24) Get comfortable asking for the sale! If you’re able to get someone on the phone but you don’t close them, that’s usually because you don’t feel comfortable after for the sale.

(16:00) This might look like saying “ok, thank you! Well, I’ll email you the proposal!”

People think, “OMG I can’t ask for that much money!” or “people are going to judge me”. You are creating objections (16:00)

(16:50) You’re 80% less likely to make the sale if you do it by email. Just ask for it on the phone. If you have to send a proposal, ask for a micro-commitment! Book in a follow-up call whilst you’re still on the phone. 

(17:55) Sales is an opportunity to serve.

(18:30) Another thing I’d recommend is… pause. Offer them the sale and just wait. Give them a chance to say something – even if it’s an objection.

5) Follow up with warm leads! The fortune is in the follow-up.

(19:40) So often I see people just jumping into Facebook groups and posting BOOK A CALL, BOOK A CALL! (20:10) Sales psychology says that you need to have multiple touch-points with someone before they buy from you, so why aren’t you reaching out to people who you’ve already logged a few touch-points with? Reach out to those who engage with your Instagram, downloaded your ebook or filled out a form on your website.

The fortune is in the follow-up! (21:20)

What’s what?

Ladder post: A post that ends with “drop an emoji below if you’re interested”. People drop emojis and you jump in and reply to their comment with a link to the resource you mentioned.

Tripwire: A low ticket offer that engages someone with your brand (i.e a 30 minute or 1-hour coaching call). You can then upsell these people as you know they’re willing to buy from you already.