When I started my coaching business, I was a general life coach. I knew I wanted to help women manage their stress levels and create boundaries so they could stop feeling so overwhelmed. But when I started sharing my offer I focused almost entirely on the features of the offer. I’d share the name of my offer, the amount of time I’d work with someone, how often we’d meet, and the price. Those were the things I focused on telling people about for a long time. As I look back now it’s clear to me that focusing on the features of my offer was not compelling nor did it help me convert my offer. I don’t want you to make the same mistakes I made. So I’m sharing 7 steps to help you create an irresistible life coaching offer.
Before you can create an offer, you need to know what problem you want to help solve. To figure this out, think about these things:
Then think about who you want to help and create your offer to help that person solve that one problem.
When you’re creating your offer, think about where your ideal client is starting.
Ask yourself these questions:
The more you know about where they are, the more you can create an offer that meets them in that exact place.
Then consider how you would help them bridge the gap between where they are and where they want to be.
Ask yourself these questions:
The more you think about the mindset shifts and education they’ll need along their journey, the more you’ll be able to help them.
It’s common for newer coaches to think that a cheaper, shorter package will be easier to sell. That’s not the case. It’s just as hard to sell a shorter package as it is to sell a longer one. What’s important here is that you consider the result you’re helping your client get. If you think about where they are and where they want to be, how long do you think it will take them to create the result your offer promises? Make sure you factor in roadblocks and learning along the way. Then make a decision on the length of time and how often you’ll meet based on what’s best for your clients and their desired results.
Pricing is one of those things that can easily create mind drama, especially for women and new coaches. There is no perfect price, just like there is no perfect offer. One way to choose a price that you feel confident about is to consider the price you feel good about. Say it out loud and notice how it feels. If you can confidently say the price out loud and you truly believe you can overdeliver at that price, then go with it.
When you go to sell your offer, all the mind drama that you haven’t coached yourself on will come up. You can get ahead of that by working on your thoughts and beliefs about your offer, your clients, and yourself as a coach. Spending time creating thoughts that help you show up and sell in full belief will make a huge difference in the results you create.
Resource (blog post): How to Create a New Coaching Program from Scratch
As you get ready to sell your offer, get clear about what will change in your client’s life after they work with you. Our clients don’t just want a coach. They want to know you can help them. Tell them clearly how you can help them and they’ll have a much easier time understanding the value of your coaching.
When you tell people what you do, use words they would use. In the coaching world we have phrases that make sense to us. But that’s not how people outside of the coaching world talk. I love thinking about telling an 8 year old what I do. Use this as a way to check in with yourself. Could an 8 year old understand what you do? If not, think about how you could simplify what you’re saying and make it even clearer. I love Brené Brown’s saying, “Clear is kind.” Double check the way you’re communicating and make sure it’s clear.
Resources (blog post): Sales Doesn’t Have to Be Sleazy
Remember, there isn’t a perfect offer. This is a tricky thought that sometimes pops up. Thinking that there’s a perfect offer will leave you doubting your offer, comparing your offer to others’ offers, or even changing your offer regularly. Remind yourself that there truly isn’t a perfect offer. There is only the offer you choose to create. And you make it the right offer by believing it is.
If you’re ready to create your own irresistible offer, make sure you’re clear on your niche first. Grab my free guide to help you identify your ideal client and narrow down your niche. This is the foundation you’ll use to then build an offer that your ideal clients won’t be able to turn down.
Leave a note