#85 The 3-Step Strategy to Consistently Land High-Ticket Coaching Clients

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Are you tired of chasing clients by the hour and seeing little results in your bank account? If you're a coach looking to consistently land high-paying clients, you are in the right place.

In this article, I'm excited to share a powerful three-step strategy that has helped countless coaches I work with to gain high-paying clients and build thriving businesses.

When I say 'high-paying', I'm generally referring to coaching packages priced at ￡1,000 or more. While this might not seem particularly 'high ticket' to some, it's a significant step up for many coaches who are just starting out.

This strategy is designed to help you move away from low-priced, hourly sessions and towards more lucrative, long-term client relationships.

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The Core Problem

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Before we dive into the strategy, let's address the core problem many coaches face, which is that it is incredibly challenging to:

1. Build a credible, viable niche.

2. Create a compelling offer that people want to pay good money for.

3. Consistently market that offer to find steady clients.

I've been there myself. Like many of you, I started out fresh from coach training (in my case, the ILM level seven in executive coaching and mentoring). I was excited about the transformational skills I'd learned and eager to share them with the world. But I quickly realised that simply saying "come for coaching, it will change your life" wasn't enough to build a sustainable business.

Sure, you might get friends, family, or the occasional client willing to pay ￡50 for a one-off session. But that's not a viable way to build a long-term coaching business – which is what I know you want if you're reading this article.

So, let's get into the three-step framework that will help you land high-paying coaching clients consistently.

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Step 1: Create an Irresistible Offer

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The first step to land high-paying coaching clients is to create an offer they simply can't resist. But, before you can do that, you need to know your niche.

If you haven't nailed down your niche yet, remember: it's just a decision. I've spoken with countless coaches who claim they can't determine their niche, but usually, we nail it within a one-hour call. There's no wrong or right answer, but there is some logic to what works in the marketplace.

Once you have decided on your niche, it's time to create your irresistible offer. Here's where many coaches go wrong:

Common Mistake > Better Approach

• Focusing on session logistics (how often you'll meet, how many hours, etc.) > Focusing on why the client wants coaching and the specific problem you'll solve
• Selling coaching as a general service > Creating an offer specific to one target audience and one specific problem or outcome
• Pricing based on time > Pricing based on the value and transformation you provide

Remember, clients don't care about how many hours you'll spend with them. They care about the solution you're offering and the value it will bring to their lives.

Think about it like this: if you needed surgery, would you ask the surgeon how many hours the operation would take? Of course not! You'd be focused on solving your problem as quickly and effectively as possible. The same principle applies to your coaching offer.

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Step 2: Master Client Attraction

Once you have an irresistible offer, the next step to land high-paying coaching clients is to master client attraction through value-driven content.

This is all about sharing your expertise, your journey, and the strategies you use with clients to create value for your audience.

The goal is to help your ideal clients take a step forward or gain a new insight, even before they work with you. This approach serves several purposes:

1. It showcases your expertise.

2. It builds trust with your audience.

3. It helps potential clients see the value in what you offer.

4. It allows you to attract clients naturally, without feeling salesy.

This very article is an example of value-driven content. My aim is for you to leave with actionable insights, whether or not you ever become a client of mine.

When creating content, don't be stingy with your knowledge. The more value you provide upfront, the more likely potential clients are to see the vision of what's possible for them – and the more likely they are to invest in your high-ticket coaching packages.

Remember, you don't need to serve everyone in your audience. Some will take what they learn and implement it themselves. Others will enjoy the content but not take action. And a small proportion will want your help to implement these strategies consistently, with step-by-step guidance and feedback. These are your potential high-paying clients.

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Step 3: Use a Proven Sales Process

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The final step to land high-paying coaching clients is to use a proven sales process to close deals effectively. This is where many coaches struggle, often because they're afraid of coming across as pushy or salesy.

Here are some key points to remember about the sales process:

1. Be clear about what you can realistically achieve in an initial call.

2. Don't downplay the value of your full coaching package.

3. Learn and use a good sales system.

4. Help potential clients see the value your offer would bring to their lives.

5. Show them why investing in your coaching is worthwhile.

Remember, your job on a sales call (or discovery call) is simply to help the potential client make a decision. Try to detach from the outcome – you'll be fine either way. Your goal is to have a coaching conversation that helps them decide on their next step. I wrote this blog post you can read to go deeper on this.

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Overcoming Sales Challenges

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One of the most challenging aspects of the sales process is dealing with rejection. It's natural to fear hearing 'no' or worrying that someone might think your prices are too high. But remember:

1. Expect and accept 'no's' as part of the process.

2. Don't let fear of rejection stop you from charging what you're worth.

3. Have enough sales calls to build your confidence and skills.

4. Focus on helping the person make a decision, not on making a sale.

Remember, if someone has booked a call with you, they're likely to already be interested in what you have to offer. Your job is to help them decide if it's the right fit for them at this time.

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Conclusion

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Landing high-paying coaching clients consistently is absolutely possible when you follow this three-step strategy:

1. Create an irresistible offer tailored to your niche

2. Master client attraction through value-driven content

3. Use a proven sales process to close deals effectively

By focusing on the transformation you provide rather than the time you spend, creating valuable content that showcases your expertise, and approaching sales as a helpful coaching conversation, you'll be well on your way to building a thriving coaching business with high-paying clients.

Remember, it's not about manipulating or pressuring people into buying. It's about clearly communicating the value you offer and helping potential clients make the best decision for themselves. With practice and persistence, you'll find yourself naturally attracting and closing high-paying clients who are excited to work with you.

So, are you ready to transform your coaching business? Start implementing these strategies today, and watch as you begin to land high-paying coaching clients consistently.

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Whenever you’re ready, here’s how I can help you grow your coaching business:

1. Love coaching, but struggling to get clients? Download the 12 Quick and Easy Ways to Get Clients now.
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