I’ll always remember how, when I started my business, my good friend and coaching buddy, Antonio had
to coach me around my self-belief to be able to charge $100 an hour for my coaching, at the time, I was passing out asking for $75! (My clients now pay me for transformation NOT an hourly rate!)
As a single mum, armed with the attitude of “if you wanna take the island, you better burn the boat!” I’d already quit my 9-5!! I knew that a fall back regular income, would slow my progress and give me all the excuses I needed not to pursue my dream business.
But I knew I had to do something fast as I couldn’t live off fresh air.
So, with finite resources I set up The Sales Confidence Academy for Coaches and launched my first programme of VIP One Day Intensives.
I quickly learnt how this was a quick win for bringing in clients who had little time, who wanted FAST results and were willing to pay premium prices for the privilege of both. I invested in a few myself to learn what worked and what didn’t (DO NOT invite clients to your front room, with the overflowing laundry basket in the corner…I’m serious – this actually happened!)
If you’ve been considering adding VIP intensives to your portfolio but stalled because you’re not sure how to start, here are a few pointers to help you get started.
Whilst there’s some prep work for you upfront – it’s well worth it. I’ve seen VIP days priced anywhere between $2997 and $9,997! Not bad for a day’s work.
The Benefits of VIP intensives.
For your Clients
Aside from meeting the needs of the clients who LOVE fast results and don’t want or need the hand-holding support of weekly calls, your clients will love the exclusivity of the VIP treatment
Taking your clients out of their daily norm is powerful for releasing and unleashing greater possibilities for creativity, fresh perspectives, new ideas, mindset shifts, confidence and clarity.
You can charge premium prices if you can provide solutions to your client’s deepest needs. And, you get paid quickly. There’s no chasing payments, if payment hasn’t been made, the day doesn’t happen!
Once you’ve sourced a venue you love and the worksheet templates are created, you can rinse and repeat over and over.
You can do your intensives as virtual services too if your client can’t travel to you.
You only need a couple per month to make a fantastic income and they provide a great opportunity to up-sell at the end of the day. I always offered a follow on programme.
Considerations for your Planning
Typically, I offered days that were 5 to 6 hours in length. We’d break for lunch and have 2 comfort breaks scheduled in between about 75 – 90 minutes of intensive work.
Once your client has said yes to you and the date is in the diary, do send them something in the post by way of acknowledgement. This is exciting for your client and prepares their state for the day as well as qualifies their purchase. This is important when they have paid a high-ticket price but their VIP day isn’t for a few weeks. You’re minimising the risk of a change of heart and cancellation.
You can send them a “Congratulations and Thank You” card, a gift like a journal or some Pre-VIP day workbook to complete.
Be specific in the topic that you’re going to deal with to avoid over load and overwhelm. Keep it simple! Don’t attempt to replicate your 3-month coaching package into your VIP day!
There are 4 key themes of VIP days that really work well:
- Getting started – how to kick-start your clients journey to get them to their first milestone i.e Clarity in your purpose or overcoming a particular fear
- What Next – this is addressing where your people get STUCK. Create a VIP day around pushing through a plateau in their journey i.e A health coach may take someone to their next level health goal or a career coach may help a client step into the next level of leadership
- Step by Step programme – clients love the security of knowing that if they follow a certain process they’ll get the results – i.e how to create a webinar or a workshop or following success principles to reach a new goal
- Skill Mastery – Tap into your zone of genius and help your client master a skill e the discovery call mastered or mastering communication skills
As part of the VIP intensive package I always liked to offer the client a follow up session within 7-10 days of the Intensive. This can be a 60 minute Skype session. A follow up call provides accountability and support. You’ll also instil confidence as your client has an opportunity to talk through their progress and ask any questions.
A Final Word
Perhaps you, like so many others, totally underestimate your intellectual property, your unique gifts and strengths and how you can add value. I know I used to!
I would undermine my experiences, skills and knowledge and feel unworthy and “not good enough.” I devalued what comes easily, imagining that it must come easily for everyone, instead of seeing it as one of my unique talents.
With 16 years of experience in retail sales, sales management and sales coaching I know about sales and how to sell. Clients came to me because they wanted to make their coaching businesses work for them, which meant making money through selling their coaching packages.
It’s only until you get out there and start sharing what you know and what you have inside of you that you can begin to appreciate your own value and who you can help and how.
There are people who want to know what you know, have what you have, and bask in the light that you illuminate when you show up and lead the way.
p.s. In case you’ve noticed, I currently don’t offer a VIP intensive package. There are a number of reasons why I stopped doing them. My business model evolved as I evolved and the VIP intensives taught me so much that I began to venture into ‘1 to many’ with longer term group programmes that worked really well and meant I could reach more people. I also fell in love with the deep 1-2-1 work and the results that could be achieved over a longer period of time for the type of clients I was attracting.