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- 84% of coaches told me they struggle to talk about their pricing
84% of coaches told me they struggle to talk about their pricing
Kavit Haria
October 01, 2024
In partnership with
Hey there,
If you've ever felt your stomach drop when a potential client balks at your price, you're not alone.
In fact, I recently ran a workshop and 84% of coaches on the call said they struggle with communicating their prices to potential clients.
But here's the thing: Your pricing isn't just a number. It's a reflection of your value, your expertise, and the transformation you offer.
Today, we're going to tackle pricing head-on and arm you with strategies to confidently communicate your worth.
Before we get started, a word from our sponsor…
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1. You're Not Selling, You're Solving
First things first: You're not just selling coaching sessions.
You're offering a transformation.
When you truly believe in the value you provide, it becomes easier to discuss pricing confidently.
Action Step: Write down three specific ways your coaching has transformed a client's life. Keep this list handy for a quick confidence boost.
2. Price for Transformation, Not Time
One of the biggest mistakes coaches make? Charging by the hour.
Instead, package your services based on the outcome you deliver.
For example: Instead of "$100 per hour", try "6-month program to land your dream job: $3,000"
Action Step: Reframe your current offerings to focus on the transformation. What big, juicy outcome can you promise? And what’s the value of that to your ideal customer?
3. The Pre-Call Guide: Your Secret Weapon
Want to reduce objections before they even come up? Create a pre-call guide that educates potential clients on:
What coaching is (and isn't)
The transformation you offer
What to expect in your first session
The value of long-term commitment
This sets the stage for a value-focused conversation, rather than a price negotiation.
Action Step: Use this template to draft a simple one-page pre-call guide. Send it to every potential client before your discovery call.
4. Master the Discovery Call
Your discovery call isn't just a chat—it's the start of your coaching journey together. Here's a winning structure:
40 minutes: Actual coaching (let them experience your value!)
20 minutes: Discuss next steps and pricing
Open with: "I want you to experience coaching. We'll spend most of our time coaching, then we'll discuss how to move forward together."
5. The One-Offer Rule
When it comes to pricing options, less is more.
Present ONE clear offer tailored to their needs. Multiple options often lead to confusion and indecision.
Action Step: Create one signature package. Make it comprehensive enough to deliver real results.
6. Embrace Objections
Objections aren't rejections — they're opportunities.
When a client says, "It's too expensive," they're really saying, "I'm not sure of the value yet."
Try this:
Client: "That's more than I was expecting to pay."
You: "I understand. On a scale of 1-10, how ready are you to make this investment in yourself?"
Client: "Maybe a 6."
You: "Great. What would need to happen to move that to a 10?"
Now you're coaching them through their objection!
7. Follow Up
Don't let "I need to think about it" be the end of the conversation. Always schedule a follow-up:
"I completely understand. Let's schedule a quick 15-minute call next Monday to address any questions that come up. How does 3 PM work for you?"
Remember, your potential client's motivation peaks during your call. The longer they wait to decide, the less likely they are to commit.
It’s Not Just About The Number…
It's about confidently communicating the value you bring to your clients' lives. When you truly believe in the transformation you offer, discussing prices becomes a natural part of inviting clients into that transformation.
Your Challenge This Week: Rewrite your service offerings to focus on transformation, not time.
Send me your thoughts on today’s newsletter — and, I’ll see you next week!
Kavit
P.S. Here are a few more ways I can help you…
→ Launch and grow a profitable 6-, 7- or 8-figure coaching business
→ Turn coaching into a productised, systemised business
→ Build a “coaching flywheel” to attract clients magnetically
→ Launch & scale a membership community of your dream clients
→ And lots more…