Predictable Revenue Strategies for Coaches & Consultants

This is a summary of a live week-long training I have been sharing with a small group of women entrepreneurs who want to get out of the "feast or famine" mode of revenue flow, want to take on more ideal clients and command higher fees by doing less, not more. Replays of these sessions are available through May 23. Join the Predictable Revenue Strategies LinkedIn Group to get access.

The Predictable Revenue Playbook

I started my coaching business 10 years ago. Like most corporate ex-pats, it was a winding road to success after leaving the structure of my corporate leader role. But once I dialed in a clear step-by-step roadmap to generating predticatable six figure revenue growth, we started growing our business coaching business by 80% year over year–consistently.

Here are the three key steps to generating predictable growth.

Create a services value ladder that enables your to generate higher fees while serving fewer clients.

A services value ladder is based on the problem, solution, problem, solution approach to product development. It starts with developing a service offering that solves the most pressing challenge that your ideal client audience struggles with.

Create a targeted, packaged solution to that problem that is easy to buy and delivers immediate value.

It's likely that challenge was just the tip of the iceberg and much more needs to be done below the service to generate consistent results over time. That is the next problem and your open door to a new solution. This tends to be a higher value problem, and commands higher fees.

When done right, your clients will continue across your value ladder and end up working with you over a longer period of time.

A value ladder looks like this:

The benefits of a value ladder are many:

• You need to work with far fewer clients to meet your revenue goals
• You get to know these clients on a deep level and deliver great outcomes resulting in coninued referrals and stellar testimonials.
• You have a neatly packaged and simplified business model that you can easliy grow over time and is a key component in your predictable growth model.

Close more clients in fewer conversations by embracing the R.O.A. Sales Call Format

Pricing services and articulating the value you offer is a key challenge for almost every new coach or consultant. This can lead you into many pricing traps such as:

1. Pricing by the hour (no one is buying your time).
2. Pricing based on what the competition charges (it's hard to stand out in a crowded market with cookie cutter solutions).
3. Pricing based on what you believe your client can afford (a trap most coaches fall into and as well as consultants who work with nonprofits).

The antidote to these very common pricing challenges is pricing your services based on your Return On Advantage or R.O.A.

ROA is the value your client experiences as a result of your work together. The ROA of your offers is much larger and has a deeper value than the immediate results of your work together. It's the benefit your client receives over time.

ROA can be framed in terms of:

• Hard dollar (or emotional / physical) costs of avoiding change.
• The opportunity cost of not realizing future value or success.
• The longer term benefit of change over time.

Here's an example of how to calculate your ROA:

Curate a Powerful Referral Ecosystem

It's easy to rely on your warm network when you first start out. Friends, former colleagues all rally around to support your new business and send referrals your way. Those early, easy successes quickly run their course and now you're forced to prospect your way into your next engagement.

I had inadvertently relied on my desire to teach and share strategies that were working for me with others. In the spirit of generosity, I started offering webinars, masterclasses, workshops and other training sessions to communities where my ideal clients where members.

The result was a constant stream of qualified leads that had already decided to do business with me in those educational sessions.

To curate a powerful referral ecosystem and enjoy a steady stream of qualified leads, you need to:

1. Identify where your ideal clients are gathering.
2. Become a leader or guest expert in those communities or networks.
3. Reliably deliver 3-4 talks each month and invite those who are ready to discuss working together.

Here's how to develop a powerful referral ecosystem:

For this to be a success, be sure you:

• Have a portfolio of 3-4 high-converting talks.
• Avoid the trap of over-educating or over-coaching in these sessions.
• Deliver an appetizer, not a four-course meal.
• Get comfortable transitioning from teaching to making an offer.
• Be authentice, not "pictchy" in your approach to selling.

Six-Figure revenue growth can be predictable when it's an inevitable outcome of where you place your focus, how you prioritize your time and how you leverage high-converting marketing assets that deliver reliable results.

If you would like the recordings from this week's sessions, comment below or join us in the Predictable Revenue Strategies Group here on LinkedIn.

Debra Boulanger is the CEO of The Great Do-Over, founder of The Launch Lab for women entrepreneurs and host of the?Life After Corporate podcast.?She helps smart, accomplished women leaders make the leap from Corporate to entrepreneurship and replace the paycheck they left behind.??