| Coaching Price Question | | | | I have programs that range from $30 a month to |
| How many times has your first meeting with a | | | | thousands of dollars a month. So, tell me, if you felt that |
| prospect started off with "So what does it cost?' | | | | you could get what they got, about 50 to 100 times |
| Or, you are asked that question somewhere along the | | | | what they spent, would you invest in that?" |
| line and way before you were ready to tell them. You | | | | Now is probably not the time to ask them HOW |
| just didn't know how to avoid answering that, so you | | | | MUCH they'd invest. However, after you've shown |
| answered it. You got a shocked look, and the meeting | | | | them the value you deliver, then it would be a good |
| was over. | | | | time to remind them of this discussion and their |
| I'm sure that you've been told by someone, one of | | | | statement, and then ask them how much they'd like to |
| your previous coaches or a sales trainer, to not give | | | | be making. |
| your price before you had given your presentation, or | | | | As a business coach it's pretty easy to talk "value" to |
| had time to build the value before giving the price. But, | | | | them and get them seeing that a typical return of |
| isn't it darned hard to look that prospect in the eye and | | | | thousands of dollars a month, or for bigger companies, |
| put him off, delaying that price, so . . . you don't .. . and | | | | millions, is an easy investment. For life coaches, and |
| you lay the price on the table. | | | | other coaches, the key to you making many times |
| You just didn't know what to say when you were | | | | more sales per month is in your being able to define |
| asked. And, in some cases, you might have actually | | | | your value in comparison to the investment someone |
| told your prospect that you'd get to that, but then he | | | | will make in your services. |
| seemed a little perturbed. And suddenly you felt as if | | | | For life coaches it could be an increase in overall |
| you just "crossed the line" and were losing him | | | | income, in improved relationships, in more time with the |
| anyway. Believe me, I've been there, and done that. | | | | family and over loved ones, etc. You have to find your |
| Here's one way to handle that dreaded "what does it | | | | value and position it in relation to the return on |
| cost?" question. See the response below: | | | | investment you deliver. Don't talk about "coaching" talk |
| "Since you asked that question, maybe now's a good | | | | about the value your clients get and watch your sales |
| time to make sure that you get what you really want. | | | | skyrocket. |
| It all depends on what kind of results you really want | | | | Keep in mind that people will spend whatever it takes |
| and how hard we both have to work for it. A good | | | | to get something they REALLY want. So you must |
| example is that many of my clients tell me that they | | | | help them find just how much this is worth. Money will |
| typically get about 50 to 100 times the fee in the first | | | | not be an obstacle for the right clients, and for those |
| few weeks, and that continues to build higher and | | | | who REALLY want what you have. |
| higher over longer periods of time. | | | | |