Imagine having a coaching offer that:
a) literally sells itself
b) that is fun and easy for you to deliver and
c) you only need to sign 2 or 3 clients into each month to hit your income goals
Sounds amazing right?
Too many coaches get their offer wrong. They get busy selling their services by the hour or by a batch of sessions i.e “Buy 6 sessions for just £x”
This is never going to work for you because…shhh come closer…*hushed tone* Your people don’t care about coaching…
Nobody wants to pay for coaching, but what we all want is the TRANSFORMATION that your coaching delivers.
We all want a solution to our problem and we’ll pay top dollar for specialist knowledge and expertise.
BUT there’s a fine line between offering incredible value and OVERLOADING your prospect and turning them off! Don’t imagine that more is better! You don’t have to justify your price by adding more stuff to your coaching offering. Your client just wants to get from their A to their B without being overwhelmed.
OK, So how do you communicate the epic transformation and all the benefits of working with you without overloading and overwhelming your ideal client?
Introducing: The Power of 3!!
The power of 3 is a concept in psychology that states how our brain best receives and processes information when it’s delivered in 3’s. Think Goldilocks and the 3 Bears; The 3 Wise Men; The 3 Blind Mice etc etc
2 bits of information and we feel like something is missing. Over 3 and our brains compute “1, 2, 3, many” and thus stops paying attention to conserve energy and prevent overwhelm.
The relevance of this to you when you’re marketing your offer is HUGE! If you can communicate the benefits of your offer into 3 headline outcomes, that ‘speak’ to your audience, your offer will be a no-brainer for them to invest in.
Let me break down the 3 simple questions that you can work through:
- What outcomes do you deliver?
When I started my coaching business I had a big list of powerful outcomes that I knew I could deliver for my clients:
Clarity in their niche, ideal client avatar and message.
Create a transformational and irresistible coaching package;
Build mindset and overcome visibility fears, self-doubt and self-sabotage
Craft a marketing strategy that positions value and expertise
Increase lead flow from organic social media activity, increase their magnetism
Close sales conversations with more authenticity and integrity
Feeling rock solid confidence when talking about money, charging her worth and overcoming objections etc etc etc…
The list went on.
When I listed everything I suddenly felt stuck on how I could effectively communicate all of this without overwhelming my ideal client!
This is when I remembered that I’d learned about the Power of 3 at a one day “TV Presenting Workshop” that I attended just out of curiosity the previous year.
I realised that if I could categorise all of these outcomes into 3 concise outcomes that resonated with my audience then I’d be able to articulate my value without compromising on any aspects of what I can deliver.
2) What is important to your ideal client?
Once I’d created my list of outcomes, I then focused on my ideal client and what she wants. I imagined her complaining to her loved ones about what she feels she’s lacking and how painful that feels for her.
I recognised that she wants CLARITY!! This is outcome #1 because, without clarity, there’s no direction! Without clarity she won’t know who she’s talking to in her content, her messaging will be all over the place and it’ll be impossible to craft an offer that sells because she won’t know who it’s for!
As a result, she feels stuck and small and her inability to put herself out there in a strong way is making her feel doubtful and anxious.
This is NOT like her!! She’s normally so confident!!
Ah!! Outcome no. 2! She wants CONFIDENCE! She wants to show up on video and put herself out there fearlessly owning her worth and magnetising her dream clients.
Bingo! Outcome no. 3! My clients are coaches who want CLIENTS!! Without clients, there’s no business, right? So she wants to confidently close sales calls with a structure that feels easy and authentic.
3) What’s your BIG promise?
What is the ultimate result that your ideal clients want? Whatever your answer, this is the 3rd outcome so that the sequence of 3 outcomes makes chronological sense.
When you consider Clarity: Confidence and Clients the sequence follows my process. Clients are the big result for my coaching clients and come after the clarity and confidence outcomes have been nailed.
Get excited my friend!!
Once you’ve followed the above process, you’ve effectively created the basis of your irresistible offer. You know what all the outcomes are that you can deliver, you’ve categorised them into 3 main outcomes that speak directly to your ideal client’s pains and desires and you have the framework for your coaching sessions.
You can drill down into the details but now you can speak with clarity and confidence about those 3 key results.
This is your signature offer.
What I love about this process is that you can create variables of this offer to meet your ideal clients wherever they are on their journey.
For example – I get clients who know exactly who and what they do but their biggest challenge is sales. So I can take them into my sales VIP programme and all we can concentrate on is mastering that 3rd outcome of ‘clients’ which contains all my 25+ years of sales knowledge and experience.
You can create offers that help them get started and offers that help them on that milestone where you know many people get stuck and plateau!
Why not grab your journal and craft your coaching package that sells itself now?
Let me know how you get on
P.S If you’re ready to accelerate your coaching business dream and you know you need help then book a call with me today and let’s talk about how I can help you.
Work with me and I’ll walk you through the exact mindset and strategy that I implemented for, not only myself but also for my clients to reach their 5-figure income goals.
No More Playing Small! Book your call here!