“Guarantees force coaches to perform better because they have skin in the game and must deliver results to avoid refunds. The accountability pressure makes coaches show up with higher standards and focus on getting clients results.”
About Coaching Packages
Coaching packages should be structured with a three-part guarantee framework that specifies the exact result clients will achieve, what happens if they don't get that result, and what actions are required from the client. Packages should target a narrow niche of clients who can afford premium fees rather than trying to serve everyone.
Research from Dennis Waitley's work with Olympic athletes and Viktor Frankl's experiences demonstrate that psychological techniques and perspective shifts can manufacture optimism and results even in challenging circumstances, supporting the effectiveness of structured coaching approaches.
Misconception
“Coaches should cast a wide net to attract as many potential clients as possible”
Narrow your niche to focus only on clients who can afford to pay high fees
Relevant Clips19
- How-To
How to Create Transformation Visions That Justify Premium Coaching Prices -- A systematic approach to identifying and developing transformation visions that transcend incremental improvement and command high-ticket pricing
- Teaching
How Guarantees Create Accountability and Better Coaching
Guarantees force coaches to perform better because they have skin in the game and must deliver results to avoid refunds. The accountability pressure makes coaches show up with higher standards and focus on getting clients results.
- Teaching
Virtual Coach Designed for Four Specific Coaching Archetypes
The program is specifically designed for aspiring coaches, established coaches with inconsistent income, experts wanting to scale beyond trading time for money, and entrepreneurs looking to add coaching offers
- Teaching
What Counts as an Information Product
Information products include books, ebooks, video trainings, podcasts, webinars, online classes, coaching programs, CDs, DVDs, and any format that packages knowledge to help others achieve specific results.
- Teaching▶ 0:46
Gratitude as a Success-Enabling Emotion
Use direct, professional language like 'let's talk about the financial side of the relationship' or 'how does the value exchange work here' instead of apologizing for bringing up money.
- Teaching▶ 5:05
Three-Part Guarantee — Result, Backup, Qualification
Structure your guarantee with three parts: the specific result they'll get, what happens if they don't get it (refund or continue working), and what you need them to do to qualify.
- Teaching
Revealing Price Upfront in Webinars Reduces Anxiety
Eben Pagan experimented with revealing prices upfront and found it didn't lose attendees while reducing presenter anxiety about transitioning to the sales portion later.
- Teaching▶ 8:02
Information Products Sell from Twenty Dollars to Twenty-Four Thousand
Information products can be profitably sold across an enormous price range, from $20 books to $24,000 coaching programs, with value determining price rather than format
- Teaching▶ 1:06
Virtual Teams Expose Real Productivity vs Busy Work
Ask 'how do you get paid in a situation like this,' 'how does the value exchange work,' and 'how much do you charge' to understand the complete financial structure.
- Teaching▶ 8:42
Condensing Your Pitch Into a Product Title
Condense your elevator pitch into a title for products or coaching series by extracting the juiciest part - focusing on results, benefits, outcomes and convenience
- Teaching▶ 4:55
Three-Part Guarantee Structure That Builds Buyer Confidence
Create a three-part guarantee structure: the specific result they'll get, what happens if they don't get it, and what you need them to do
- Teaching▶ 1:19
Target Only Clients Who Can Pay High Fees
You need a niche targeted only to clients who can afford to pay high fees and invest in high-ticket coaching packages
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- Teaching▶ 7:56
Two Coaching Guarantee Payment Models Compared
Two payment guarantee models: pay upfront with money-back guarantee vs. bill after service with pay-only-if-satisfied
- Teaching▶ 6:58
Writing Guarantees from the Insecure Buyer's Perspective
Structure guarantees from the client's perspective who is spending $2,000 and feeling insecure about the investment
- Teaching
Risk Reversal Guarantees to Overcome Client Hesitation
Use risk reversal guarantees to overcome client hesitation by guaranteeing specific results with clear conditions
- Teaching
High-Price Clients Show the Most Gratitude
Clients who pay the highest prices show the most appreciation, respect, and gratitude toward their coaches
- Teaching
How Guarantees Create Coach Accountability
Guarantees improve coach performance by creating accountability pressure to deliver results
- Teaching▶ 9:06
Get Paid While Doing Market Research — $97 Consultations
Use $97 one-hour consultation sessions to get paid while doing market research
- Answer▶ 13:06
Show Exact Steps and Add Bonuses to Raise Perceived Value
Show customers the exact steps they'll take and how they'll get results. Add informational bonuses that cost little to create but provide high perceived value. Make sure customers can visualize themselves getting the outcome they want.