How would it feel to be able to talk about your coaching fees without getting sweaty palms, a racing heart and a knot in your stomach – Pretty awesome, right? Oh, I know the feeling, believe me! Discussing the money part with clients was what intimidated me the most at first.
I wanted to share 3 things that I have learned along the way that have helped me get from feeling uncomfortable to feeling more empowered and confident. I know this is a common cause of some anxiety for many coaches.
First, you are going to have to get comfortable with realizing that not everyone is your ideal client and not everyone feels they can afford your 1-on-1 coaching. Yup, true story – take a breath, it’s going to be okay.
Ready? Let’s dive in – Here are 3 steps to get you on your way to feeling more confident about your fees:
1. Define your target market – KNOW, beyond a shadow of a doubt that you can help those that are in your target market. When you believe in yourself and you have the conviction that you can help these people better than anyone else – you will have more confidence. When you have confidence in what you do and what you offer and how you can change lives, you will fee better about what you are charging AND you’ll be okay knowing that not everyone is your ideal client. Focus on finding the ones that are.
When you are first starting out, you may want to charge less as you gain experience and confidence – that’s what I did and it was very helpful.
2. Offer so much value that your program seems irresistible – if you don’t feel comfortable with what you’re charging, it comes across. Instead of people thinking, “That’s expensive, I can’t afford that” if you provide a TON of value and present your fees with confidence, people tend to think, “Wow, he/she must be really good and this sounds like just what I need”.
Here’s an example of what I mean; maybe in addition to your 1-on-1 coaching, you can also offer a monthly menu plan with recipes, unlimited email support, and beautiful, top-quality coaching content.
Maybe your coaching also includes a clean eating program or detox with recipes. If you added the value of these things, plus the support, accountability and resources they get from you, you fees are more than reasonable.
Of course these are just a few examples, but there are resources you can find, create or purchase and use over and over again to add significant value to your programs that will also set you apart and help you become more comfortable charging what you’re worth
This is another piece of the puzzle that helps boost your confidence – knowing you’re offering a top-notch program.
3. Have another program option – it’s good to have a “Plan B” to offer clients that cannot afford your 1-on-1 program. Do you offer something else?
If someone says they can’t afford your program, let them know that you understand and you have another option they might like, then ask if they would like to hear about it.
Do you offer a lower-cost option like an online format, group program or detox? Maybe you can offer the option of 1 call per month instead of 2 (generally, this would be more than 1/2 your monthly fee so that the monthly fee is a better value). For example, if your monthly coaching fee for 2 calls is $195, you may decide one call per month is $115.
Figure out at least one other option besides your 1-on-1 coaching program that is a lower fee to eliminate the barrier of price standing in the way of people working with you.
When you have at least one other, lower-cost option to offer, you greatly increase your ability to work with more clients. Some clients will come to realize they want to work with you 1-on-1 after using another one of your programs first.
BONUS Tip: Simple, but effective – practice! Write down a script that feels genuine and also sounds assertive so you have it memorized and you feel confident with it. When you’re prepared, you won’t feel like you’re stumbling over your words and this will help you feel more confident too!
Need help? You can get your own free “Discovery Call Session Guide” that walks you through everything, step-by-step.
This free guide walks you through your first call with potential clients, and it includes scripting to help you feel more confident.
I’m pretty sure you’ll dig it! Enjoy!