Are you an independent coach or consultant?
Are you currently selling your time by the hour?
Or, in packages based on term, such as a 3-month package or a 6-month package?
Did you know that's not the best way to sell your services?
In fact, did you know that actually makes it harder to sell, and it encourages prospective clients to negotiate based on what they think they need or can afford?
I followed Debbie's 5 step process for a new proposal which was accepted promptly, without question or negotiation.
For the past 12 years, as a business and marketing mentor, setting the correct price for my clients for the services they offered has always been an issue, even setting my own pricing has been a problem. I was able to give my clients the formula for establishing their hourly rate but including the 'adding value' element was missing. Debbie's course 'How to Design a Signature Program' was exactly what I needed to solve this problem. Further, I tested this myself, after finishing the course. I followed Debbie's 5 step process for a new proposal which was accepted promptly, without question or negotiation. I highly recommend Debbie's easy step-by-step model for pricing, which in my opinion, can be applied to anyone offering a service and not only for coaches, consultants and mentors. ~ Fran Piggott CEO, Marketing Guru, South Africa
Like you, when I started my own business as an independent marketing consultant back in 1998, I too sold my time by the hour, or by the month.
Then I remembered that when I worked in the advertising agencies we sold by the project. We presented prospects with a specific scope of work and the results we would deliver, and we quoted them a project fee or a monthly retainer to cover that scope of work.
That's when I realized I needed to sell my services the same way.
I didn't want my clients buying my time. After all, who's to say what your time is worth. It's rather arbitrary. And high hourly fees can actually turn prospects away if they don't think you're worth it.
It's much better to sell results.
That way clients are buying what they want. They're paying for you to solve their problems.
You decide how long it takes to get that outcome and you charge them based on what that outcome is worth.
It has nothing to do with what your time is worth.
When you learn to package your services it changes your entire business.
(1) It helps you attract more of the right clients—the clients who are searching for exactly the outcome you deliver.
(2) It eliminates clients negotiating down the price or the term because you can easily tell them, this is what it takes to get the results you want.
(3) It enables you to charge for the value you're delivering, which is usually more than what you or a client might determine your time is worth.
(4) And, it enables you to sell more confidently because it eliminates any doubt that you're “worth it." It's not about you. It's about the outcome your clients want and will get when they work with you.
So, if you're an existing coach or consultant who is still selling your time, or you're a brand new coach or consultant who is trying to figure out how to package your services and what to charge, this course is for you.
This course is ideal for independent coaches or consultants who...
Don't waste another day trying to sell your time.
This course will take you step-by-step through the exact same process I've been using successfully myself, and with my private consulting clients, for years.
This course includes:
Design a Signature Program...
Check out the Introduction and the First Lesson, they're free!
Then enroll today so you can get started creating your very own Signature Program.
If you're already enrolled in my course, How to Market Yourself as a Coach or Consultant...
... and you're wondering if you should enroll in this course, here are a few things to think about:
1) This course features separate video lessons for EACH of the 5 steps in both my Signature Program and Financial Viability processes. If you've struggled with these processes and you want more in-depth instruction and explanation, this course provides that.
2) If you prefer focusing your learning on bite-sized topics, this course does just that. This is one of the most important topics I teach because it's what enables you to get out there and offer your services in the way your ideal clients are most likely to buy.
3) If you haven't yet gotten to the Signature Program and Financial Viability sections, this course may help you get these important steps done so you can get out there and start selling your services, while you're still learning and applying the rest of the marketing steps.
4) If you've completed my How to Market Yourself course and you're still struggling to package, market and sell your services, this course may just provide the additional know-how, inspiration, and motivation you need to get on track.
This video lesson shares a brief introduction to the course and everything we'll be covering.
Make sure you check out the "View Resources" section with each video lesson.
That's where you'll find instructions and downloadable worksheets, handouts, and examples to help you apply what you're learning to your business. Most documents have been provided in both Word and PDF formats. Use whichever format suits you best.
Watch the video lesson first, then you may refer to the Signature Program EXAMPLE for a real-life example of what a signature program looks like. This is the exact signature program I've been selling for years.
In this video lesson I share what happened when I didn't follow my own advice and instead chose to offer 5 different coaching/consulting programs.
If you're one of the many people who believe you need to offer your prospects a choice, so they can choose the program that suits them best, watch this video!
In it I share the results of my year-long test and underscore why I believe so strongly in offering ONE Signature Program, at least when you're just starting out in business or trying to become profitable.
Watch the video first, then download the attached worksheet to help you identify your definable outcome. You'll find the worksheet in both Word and PDF formats. Use whichever format suits you best. Complete columns 1 and 2 of the worksheet before moving on to the next video lesson.
There is also an EXAMPLE Worksheet that has been completely filled out. Refer to this to help you complete your worksheet.
Watch the video lesson, then complete column 3 (What You Do) of the How to Design a Signature Program Worksheet that you downloaded from the last video lesson.
Watch the video lesson, then complete column 4 (Steps Required) of the How to Design a Signature Program Worksheet.
Watch the video lesson first, then complete the Table Section (your steps, process, and timeframe for each step), and Calculate Your Program Term, on the attached Creating Your Program Worksheet. Please wait to complete the pricing section until after you watch the next video lesson (Step 5).
You'll find the worksheet in both Word and PDF formats. Use whichever format suits you best.
You'll also find an EXAMPLE worksheet that is completely filled out. Refer to this as necessary to help you complete your worksheet.
Watch the video lesson first, then determine your Program Price. Once you've priced your program, you can Calculate Your Payment Plan Price. Use the Program Price Section of the Creating Your Program Worksheet.
This video lesson includes a brief introduction to this section, what we will cover, and why it's so important.
Watch the video lesson first, then complete Step 1 on the Financial Viability Worksheet that is attached to this lesson.
You'll find both Word and PDF formats. Use whichever format suits you best.
You will find an EXAMPLE on the worksheet.
Watch the video lesson first, then complete Step 2 on the Financial Viability Worksheet.
Watch the video lesson first, then complete Step 3 on the Financial Viability Worksheet.
Watch the video first, then complete the attached Cash Flow Projections Worksheets, for both your Minimum Monthly Revenue Goal and your Ideal Monthly Revenue Goal. You'll find the worksheets in both Excel and PDF formats. Use whichever format suits you best.
Refer to the attached EXAMPLES as necessary to help you complete your projections.
Watch the video lesson, then add any client-service-related hard costs to your Cash Flow Projection Worksheet.
This video lesson includes a brief recap of everything we've covered in this course.
Debbie LaChusa is the founder, and chief instructor, at The Business Stylist® Marketing Academy, where she teaches independent coaches, consultants, and other service professionals how to Package, Brand, Market, and Sell their services in a way that authentically and uniquely represents who they are and what they do for their clients. To date, more than 11,000 students have enrolled in her courses.
With over 30 years of marketing experience and 19 years in business on her own—including building three 6-figure businesses—Debbie has plenty of real world, in the trenches, practical experience. And that's what she teaches in her online courses.
Debbie's own marketing efforts have landed her speaking gigs across the US, in Canada and Australia. She's even shared the stage with celebrity teachers from The Secret. She's also garnered media coverage for herself and her businesses in national online and offline media including Entrepreneur magazine, Forbes, CNBC, Inc, Home Business Magazine, and Yahoo! Finance.
Debbie is also an author, blogger, and pet therapy volunteer. She has published four books and is currently contemplating and researching her fifth.