How To Measure Your Course ROI

No More ROI: The Real Way to Sell High-Priced Packages

Want to know what keeps a lot of coaches and service providers from charging what theyā€™re really worth?

Itā€™s that all-too-common belief that ā€œI am not a salesperson.ā€ Combine that with a healthy dose of ā€œItā€™s rude to discuss money,ā€ and you can see why itā€™s just easier to keep your rates low.

Itā€™s time to think of your services from a different angle. Not only will you see things in a clearer light, but selling suddenly wonā€™t feel soā€¦salesy.

Hereā€™s how traditional pricing discussions go:

You talk to a potential client, and you explain what you can offer, how your coaching or service works, what he or she can expect (how many calls/emails, phases of work, length of contract), etc. And then you say, ā€œMy rate is $XXX.00.ā€

Your client either says yes, no or (the kiss of death) maybe.

Letā€™s turn that around, and rather than focus on what he or she will get from YOU, take a look at what she will achieve when she hires you.

For a business coach, this is easy. Talk money. How much more profit will your client make when she hires you? If your coaching fee is $1,000 per month, but you can show her how to increase her sales by $3,000 per month, then your price is inconsequential. Sheā€™ll earn it back three times over, not only while youā€™re actively coaching her, but for the rest of her business life.

Who wouldnā€™t jump on that with both feet?

What youā€™re doing here is not talking about the cost of your coaching, but rather the cost of not hiring you. Because if she doesnā€™t work with you, sheā€™s losing $3,000 per month.

What about other kinds of coaches though? The same applies, you just have to find a way to show your clients the cost of their inaction.

If youā€™re a life coach, inaction (to your potential client) might mean years of feeling unhappy and unfulfilled. Imagine what it might be worth to your client to lift that depressing burden forever?

The same goes for health and wellness coaches. Can you add 10 years to the life of an unhealthy, overweight man? Thatā€™s priceless.

What about dating coaches? For someone whoā€™s been unlucky in love, in and out of one bad relationship after another, the promise of a man (or woman) who will love and cherish them is worth nearly any price.

You just have to paint the picture.

What will life/business/love look like without your coaching services, and what can it look like with you? Once they see the difference, pricing becomes nearly irrelevant.

 

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