How to Easily Get Health Coaching Clients to Say Yes! to High-level Programs
Do you find it hard to get clients to sign up for your higher level health coaching programs? Perhaps you’re working hard at marketing but getting little results. Or you may be talking to lots of potential clients, but they end up balking at the higher
investment level or signing up for your budget offers instead of your 6 month program.
You may be asking yourself, “Why is it so hard to sell high-level programs?” If you think it’s the higher investment level, you’re only partly right. Sure, it’s easier for someone to come up with $300 than $3,000. But that’s not the real reason you’re struggling to get high-paying clients.
In this article, I’ll share with you one of my top secrets on how to easily get clients to say “Yes!” to high-level programs. It happens when you focus your marketing on your client’s #1 problem and the transformation they want most.
But to do that, you first need to figure out what they want MOST. The difference between getting $300 for a program or $3000 for a program usually hinges on this one issue: their top concern and what they want most. It’s that important to your ideal client and that important to charging more and getting what you’re worth.
Here’s a 4-step exercise that will help you create high-level programs that practically sell themselves.
Step 1 – Know Your Ideal Client
Your ideal client is the person you’d most like to work with. They are also the person likely to get the BEST results when working with you. To make this exercise effective and easy, write down a description of who your ideal client is.
For example: As a health coach, your ideal client may be defined as a woman between 30 and 40 years of age with children. She’s feeling out of shape after birthing and raising several babies and now, she’s ready to lose weight and get her figure back. But she doesn’t know how. Nothing she tries works and she hates looking frumpy. She
wants to look and feel great again, like she did before having children. But her body seems to have completely changed. She either works in a professional career, owns her own business, or she’s married and her husband has a professional career.
Step 2 – List Everything Your Ideal Client Wants
When you work with a specific group of people in a specific niche, you know them better than they do themselves. You know:
• what obstacles they are facing
• their struggles and frustrations
• where they are sabotaging themselves
• the solutions they are looking for and why they want it
So start by making a list of everything your ideal client wants, and next to each item, list the problem, concern, or challenge. And here’s a tip: feel free to write down the same problem using different words or phrases. The words and phrases you use will have a tremendous impact in your marketing.
For example: If you were to make a list for the ideal client mentioned above, you might write down:
• Problem: Low self esteem.
Want: To feel great about herself again.
• Problem: Feels bad about herself whenever she looks in a mirror.
Want: To look into a mirror and smile at what she sees there.
• Problem: Nothing in her closet looks good on her.
Want: To have a selection of clothes that makes her look great.
• Problem: Most of her clothes are too tight or don’t fit.
Want: To find clothes that fits her shape and figure without bagging in some places and stretching in others.
• Problem: She’s tired of wearing maternity clothes because it’s the only thing that seems to fit.
Want: To stop looking pregnant and start looking sexy.
• Problem: Diets and diet pills don’t work.
Want: To find a solution that actually works for her and that she can easily implement into her life.
• Problem: Exercise doesn’t seem to work, and she can’t find time to fit it in her schedule anyway.
Want: To have an exercise program that doesn’t require a lot of time and can easily fit into her schedule.
• Problem: She no longer looks good in a swimsuit.
Want: To look good in a two-piece swimsuit again.
Keep writing until you have at least twenty items. Make some items general and others very specific so you get a good mix.
Step 3 – Narrow Down the List
You now want to narrow down the list to ten items or less. Here’s how to do this easily…
First, look them over and ask yourself which items on the list are MOST important to your ideal client. That will often help you cut the list in half.
Second, pick any 2 items on the list to compare. Ask yourself, “If my client could get A and not B, would they be satisfied or happy?” Then ask, “If my client got B, but could not achieve A, would they be satisfied or happy?” If the answer is yes, then one of the choices is a top concern. Put a star next to it. If the answer is that your client would need both A and B to be satisfied or happy, then put stars next to both.
For example: Let’s compare the following two items for someone whose ideal client wants to lose weight:
1. Problem: She no longer looks good in a swimsuit.
Want: To look good in a two-piece swimsuit again.
2. Problem: Diets and diet pills don’t work.
Want: To find a solution that actually works for her and that she can easily implement into her life.
Now ask yourself, “If the client could look fantastic in a two-piece swimsuit, but she couldn’t find a weight loss solution that actually worked permanently for her, would she be satisfied or happy?” The answer is no. Whatever she had to do to look great in that swimsuit was really hard for her to do and the weight loss is only temporary. She can’t keep doing it so the weight will come back.
Now ask, “If the client found the perfect weight loss solution that was easy to implement and gave her lasting weight loss but she didn’t look great in a 2-piece swimsuit, could she be happy or satisfied?” The answer is yes. If a client finds a solution to losing weight that lasts and works for her, she’s happy. She knows that eventually, she will lose enough weight to look better in a swimsuit. And even if she never looks great in one, she’ll at least look a lot better than she does now.
Continue to choose pairs of items on the list ask this question to compare them until you have the list down to only four or five items.
Step 4 – Confirm Your Choices
Find five people who could potentially be your ideal client and ask them which of the five transformations you ended up with is most important to them. If they could only have one transformation, which one would it be and why?
It’s not going to be an easy choice for them. If they really are your ideal client, they will probably tell you they want all five! But let them think about it, and get their answers. Then you’ll be able to see what your ideal client wants most. Often, you will have a top three. Try to organize those into first, second, and third priorities.
Summary
Once you know what your ideal clients REALLY want, you can create irresistible offers and programs specifically targeting this one issue. And when you do, you will be amazed at how easy it is to attract potential clients and get them to say “Yes! I’m in. When can we start?”
I’ve shared this secret with my clients when helping them create their own irresistible programs and the results have been fantastic. Some of the comments I’ve received are “I’ve just had my best month ever, in the number of clients and income!” or “I just have my first 5-figure month, earning over $10,000. Thank you, Karen!” or “I’m getting a lot more interest when I talk to potential clients now than I ever did before.”
And this can happen for you, too!
Help your clients solve their greatest challenges and achieve the transformation they desperately want, and you’ll be able to create irresistible programs, charge what you’re worth, and get it. And that means more clients, and more sales more often.
