MODULE 9: YOUR HIGH TICKET OFFER
Emma teaches coaches and consultants to build a high-ticket offer with five non-negotiables: a measurable transformation, a specific client type, a clear problem, simple delivery, and pricing tied to outcomes. The session walks through concrete examples like business coaching and personal training, then has you write who it's for, their biggest pain point, and the three to five steps in your offer.
Questions this video answers
As of the 1st of May.
£1,200 (12 weeks, unlimited support initially).
Examples cited: £2,500, £3,500, $4,500 (four months every other week), and a later one‑to‑one price of $7,500.
Makes a really like bulletproof offer, right? Like, what makes our high ticket offer super, super, like incredible. What makes it like so powerful that the minute someone sees that offer, they are like, okay, cool, like I need to get this, like I have to have this. And at this stage, you've probably already gone through looking at your lead magnets, looking at your mvp. But what I really want to think about is like when you're selling a high ticket offer, you're not just selling the product, right? You're not just selling the consulting, you're not just selling the coaching. You're selling the certainty that what you are delivering on is going to give this person the results that they want. Okay? So regardless of what you're selling, whether you're a yoga teacher, a personal trainer, whether you're a coach or a consultant, we're not selling that as an offer. We are selling certainty. Certainty in their decision, certainty in the outcome, certainty in you. And if the offer isn't bulletproof and clear to us, it's going to feel super confusing and complicated and really heavy to the client as well. Okay, so what we want to be thinking about is what makes an offer like irresistible? What makes it an irresistible, bulletproof, really, really clear offer.
Okay?
And as I said, we've kind of gone through the lead magnet, we've gone through the mvp. We've also started looking at the office suite as a whole. But in today's session, I really want to kind of go through like the non negotiables of a bulletproof offer. I want to go through, you know, what we're looking at, what's going to really, really make it stand out. And then I want you to go back and have a look around what you created and then make sure that all of these places are being ticked off.
Right?
Or you may have not created your high ticket offer as yet, you may just be going, you know what, I haven't even started that. But focusing on the MVP and lead magnet, that's absolutely fine. Wherever you are, this is really, really going to help you get clearer on what that high ticket offer looks like. What makes it bulletproof, what makes it irresistible. Okay, so when we are starting and I'm just going to kind of talk you through, I'd say like the five non negotiables of a bullet, bulletproof, high ticket offer. Okay? So the first one that we want to think about is that clear transformation, right? What are the results you are helping that person achieve? It has to be tangible, clear and measurable. Okay. So for example, if I was a business coach. If I was like a business coach starting out and I wanted to help people figure out like how to get to 5k months, I would say something like, go from confused side hustle to consistent 5k months.
Okay?
Rather than become empowered and abundant, right? Because we've got to be thinking about like, what does that actually mean to the person we're speaking to? Like, what does empowered and abundant mean? It doesn't really mean much, right? But actually going from a confused small side hustle to consistent 5k months, it's super tangible, it's super clear. Okay? So I want you all to think about when you're thinking about the transformation for your client. What, where are they now? Are they confused in a business? Are they feeling overwhelmed? And what do they want to feel? Like, what do they really, really want to feel? Do they want to be able to create a 30 minute morning routine that's going to make them feel amazing and non negotiable? Do they want to create, you know, an extra hour on their calendar every single day? Does the CEO of the business want to take back three hours of his time so he can invest in business development while you're running his side of the business? Like what does that actually look like in terms of, in terms of tangibility, right? Like what is that tangible, clear, measurable outcome and transformation that you are going to be able to give them? The next thing we want to be thinking about is getting really, really specific on that client identity, right? So what we want to think about is like, who is the offer really, really for?
Right?
So it's not just as a business coach, it's not just for ambitious women to get clear about their stage struggle and goals, right? It's for women stuck at under 3k months who want to replace their 9 to 5 income, right? Very similar audiences. But actually, I'm telling you, if you are stuck under 3k months and you want to replace your 9 to 5 income, this high ticket offer is for you. It's not just for the ambitious woman who's like excited about starting a business, right? We actually want to think about where is she now, what does she want? And the more specific you can be, the easier is going to be for people to either self identify in or self identify out. Okay? I've had some clarity calls for people who are just not the right client. And I've said to them, oh, what does that say about my messaging? Why are these people jumping on calls with me when they aren't my ideal client? Like what is in my messaging, what is in my offer that is saying to them, hi, you're my ideal client. When in reality they couldn't be further from my ideal client.
Right?
So that's what we want to be thinking about. You'll hear me today talking about messaging because next week we're really, really going to be focusing on like the website and the messaging. But we'll go into that. But you'll hear me talking about messaging and I want you to start thinking about how you are speaking about your offer, how you are speaking about your high ticket offer.
Okay?
The third thing we want to be thinking about is defining a problem and creating that urgency, right? So like what pain is this solving today, not Sunday, right? It needs to feel urgent. It needs to feel like, I cannot sit with this for another six months, right? Again, as a business coach, I cannot sit at under 3k for the next 6 months because that means I'd have to go and get a 9 to 5. I cannot stay stuck at under 3k because my credit card bills are just out of control and I'm living off my overdraft. That is a pain point of going. I cannot say stuck here. I need to move. This is urgent. Okay, so that's what we want to be thinking about is like, where is someone in that urgency and problem kind of graph, like where are they sitting? Is it something that they're going, you know what, it's not so bad. I probably don't need to make an investment. Or is it something like, actually I have to do this? A personal trainer is a really, really good example, right? Because a lot of people want to get super fit for weddings, right? Like whether that's what we agree with or not. So a lot of women do, right? A lot of women want to get their best fittest. They've got a deadline, right? They've got a three month deadline, a six month deadline. There is no way that they can go, you know what, I'll just sit around for six months and then I'll start working out. Well, it's too late for you then because your wedding's come and gone. And if you have that goal, actually you need to be doing the things now so that it doesn't just come and go. Okay? So sometimes there are like natural like urgencies and sometimes there are ones that we kind of create or our client creates themselves. Okay, Sorry my allergies are so bad today. The fourth thing is thinking about how are you delivering it. Okay, so we want to be thinking about this high proximity, one to One this high ticket offer. What's the, what's the, what's the, what's the delivery? How are you sending it to them? How are you communicating with them? Is it Telegram or Vox Access, which is a messaging tool? Is it one to one calls? Is it group calls? Is there a portal? Like, how can you explain how they work with you in like three or four bullet points?
Right.
One to one access with me viables every two weeks. Unlimited one to one support, Monday to Thursday from 9am EST to 4pm EST. Is there a portal that they can check into? Like, how does that look? Right? What you also don't want to think about is, and this is one thing I thought about when I was creating this mastermind. I didn't want to give you guys a portal that had 5 million different things and this, and you can do this and you could do that. It's like I'm keeping it very, very simple because simple means that people actually engage and actually do the things and show up for the calls and use the platforms. Use the platforms given, right. Every Tuesday and Wednesday, Every Tuesday and Thursday so you can submit things for review. If I gave you access every single day and you guarantee you would use it less because you wouldn't think about it, you'd be like, I'll just throw it if I need to.
Right?
Actually knowing that there's a Tuesday and a Thursday, you're like, cool. I know that on a Monday and a Wednesday I need to work through it. I know that I have a Monday and a Wednesday call with Emma. Great. I need to prep questions. I need to look back at what we meant to do last week. As the coach and the facilitator, you need to be guiding your clients. If you think that telegram support is not the right support that they need, don't give it to them because you think you should. If you don't think a one to one call every single week is the right thing and you think it should be every other week, do that, right? This is your program and you know how long they need to integrate everything. You know how long the gaps need to be between session. So you want to be making sure when you are delivering this program or delivering this offer that they are able to go away and do the things you need them to do, not overwhelming them. And then the final piece is thinking about price and positioning. Okay. So is your price reflective of the transformation or just random?
Right?
Like, is it reflective of the transformation that they are going to get or is it just a random number that You've picked out because you think it looks pretty, you've seen other coaches doing it, right? High ticket isn't necessarily about more calls, it's not necessarily about more proximity to you. It's about, it's about the outcomes and your pricing really, really needs to be reflective of what you're going to get. Okay, so I'll give you a really, really good example. In this mastermind, right? In this mastermind right now, we kind of made it like a no brainer investment offer to start, right? Because for me it was very much figuring out, cool, where does it sit in the market? Who are the women that are coming in? Is this a proven method? Does this work? Like really figuring that out? And that's what you'll have in the early beta stages of your program. So now we're at the stage of scaling it and growing it with doubling the price as of the 1st of May.
Right?
Because I know what this space can do. I've been in this space now with some of you for two months, some of you for a month, and I've already seen the transformations and the growth and the wins that you've all had in this space.
Right.
It doesn't necessarily mean I'm like, oh, I underpriced it. But now what I've realized is the transformations that can happen inside of this container, these deep transformations, the value that we're adding is worth more than potentially what we were charged in the beginning. And that's not a bad thing, right? You always want to make sure that you're starting at a price point that feels good for your nervous system that you feel you can sell. And as you are starting to build the transformations, you're getting more testimonials, you're building out the space, actually, you're then able to go, cool. I now can understand where this sits in the market and how I want to price this. Okay. There's nothing wrong with going cool. I want my one to one to be at $10,000. Okay, that's fine. But where does it start? Now? How does that feel when I'm speaking to these initial clients? If a client turns around to me and says, oh, 10,000 is a little bit out of my reach. Okay, what feels good for you? I was thinking the program is a bit more like five. Great. We're going to start with that. We're going to beat a test at that. We're going to see how that works.
Right?
Because that gives you a really, really good opportunity to understand what is in the market, what feels Good for you. Get these incredible transformations. Regulate your nervous system knowing that you can accept that $5,000 and be able to build yourself up that way. Okay. I also don't want any of you underpricing because underpricing means that you are going to attract clients who are also in that energy of underpricing.
Right.
Like if we think about, and I've had like really good examples in the same week at the end of last year, I had one client who was $150 client. I think she was booking a one hour session with me versus I had a $20,000. This is actually in August, I had a $20,000 client both sign in the same week.
Right.
Which one do you think was harder to get over the line in terms of selling? Which one do you think it was?
The 150.
The 15150 was like pulling teeth to get over the line. The 20,000 was like, cool, send me the invoice, I'll pay in full. Send me an invoice and literally sent me a text saying I paid.
Done.
150 was like, you know, what about this and what about this and what are the guarantees and what happens after this and how many people have you worked with sending me emails after emails And I was like, you know what, for me, energetically, 150 should seem so much easier. But actually the twenty thousand dollar client is like ready to pay and ready to move. They are ready to that, that 150.
To me, like they clearly weren't actually ready to, to do what you were going to get them to do, essentially.
And that's the thing, right? And actually in that moment, that should have been the big red flag to me to say, actually you need to question is this client ready for the level of transformation? Because the reality is, is you can, you can charge someone however much, but if they're not ready for that level of transformation, it's never going to happen.
Right?
The $20,000 client showed up every single week, did all the work, literally never messaged me within telegram because she didn't need that level of support because she knew where she wanted to go and what she needed to do. And that's the big thing that we have to think about, right? Is it's never about the money. It's never about the money, right? It's never about the money. It's about the transformation that someone wants, but also you meeting them where they're at. Can you hear my dog? Can you hear my dog?
Only a tiny bit.
I don't know why Give me one second. I was like, I want to get out. So what we want to be thinking about, right, is it's not about the money. And this is the really, really big piece. When you're creating your high ticket offer, when you're creating that bespoke one to one is what is the transformation? Where are they now? Where do they want to be? How have you defined their problems? How have you specified that they are the person you can help? This is going to help you not speak to everyone, right? We don't want to speak to everyone because if we speak to everyone, we're essentially speaking to no one. And that's what we want to be thinking about, right? Is the reality is you know who you help, you know how you help them. Now, how do we tweak that into an offer? And, and how do we start tweaking that in our messaging, which we'll talk about next week? Okay, so what I want you to think about, right, is I want you to think about these kind of three things. The first thing is, if you had to tell me or tell yourself in two sentences, who is your high ticket offer for and what is the result that they get?
Right?
You might not even have your high ticket offer, like mapped out right now, but we've already done a lot like the deep client work. We know who we're helping. You may not have the offer built out right, right now, but you know, when I create this offer, who is this for and what is the result that they get?
Right?
That's the first thing. The second thing I want you to write down and think about is what is the biggest pain they feel right now and what would make them want to buy today? Not that we're going to do pain point marketing, I like desire marketing, but I want you internally to know what is the biggest pain they feel right now and what would make them buy today. And then when we think about messaging, we're going to start shifting it into more desire messaging rather than pain point messaging. But what is the biggest thing they feel right now and what would make them buy it today if you were standing in front of them, right? And then I want you to kind of map out what are the three to five simple steps that you guide them through inside of this offer. What are the three to five simple steps that you guide them through this offer? I don't care if it's three months, six months, 12 weeks, one to one course. I really, I don't want to think about that right now until like at the end of this call, right? Because right now it doesn't matter how you deliver it. It's what are the biggest pain points, what are the results and what are the simple steps that you guide them through? So that's what we want to really, really think about. Who is this for? What are the results that they get? What are the biggest pain points they feel right now would make them buy today? And what are the three to five simple steps that you guide them through inside of your high ticket? One to one offer. And then from there what we're then able to do is start building out. Okay, how does this offer look? What do the first two weeks look like? What do the second two weeks look like? Do I believe that this transformation that I want to get them from A to B, Can I do this in three months? Can I do this in six months?
Right.
What a lot of people do when they're creating their first offer or their first business is they think, okay, well how long does it need to be? It needs to be 12 weeks because that's what every single coach says online. I need to charge two and a half thousand dollars because that's what other coaches do online. They build it out and then they put in the frameworks. I want you to do it the other way around. I want you to think about the results that they get, the steps you take them through and then figure out the delivery or how long it needs to be or the price point that you want to charge. Okay. So that's what we want to be thinking about is, is all those kind of deep nitty gritty pieces. Most people don't sell their high ticket offer enough because it still feels really vague. And when it feels vague, we don't know how to show up and talk about the offer because we don't really know what we're talking about. What we do is we sit there and say, you'll get three, three months with me and you'll get six one to one calls and you'll get telegram support. And it's like, but for what? Like, what does that, what, what are we actually doing in those calls? What are we actually doing in the one to one?
Right?
And I actually, I actually this morning just invested, want to work with a new coach, one to one, which is super exciting. And as you know, I always love to invest in myself. And it was, it was a ten thousand dollar investment. Like, it's a big, big, big investment. It's the biggest investment I've ever made into my business in terms of working one to one with A coach. What really got me about the way she worked was it was so clear on what we were going to work on. It was so clear on the results that we were going to get, right? She didn't tell me how many calls we got because I didn't care. She didn't tell me how much one to one support I got because I didn't care. Right? What I cared about was can she help me take my business from where it is now to where I want to go? Can she help me turn the 10,000 months into the 20, 30, 40, $50,000 months?
Right.
Is she going to help me position this mastermind, my offers in a way that's going to attract those clients that are going to say, cool, four, $5,000, great, by do I sign? That is what you want, right? I don't care if I get to speak to her once or three times a month or every single day. It makes no difference to me because I know I can show up and do the work.
Right.
That's what we want to be thinking about. Your high ticket clients don't need you to hold their hand every single day. They need you to pave the way and show them what's possible by using the tools and the strategies that you have. Because if we start talking about, you get a one to one call with me, you get this, you are going to attract those clients that are going to be sitting there going, right, well if it's $5,000 for six weeks, six months and she's doing five calls, this is how much. We don't want those clients who are going to break it down per hour. We don't want those clients that are like, oh, $500 an hour for a one to one call feels really expensive. Like that's not who we're speaking to. We are speaking to the woman who is ready to move. We are speaking to the woman who is like, you know what, I see the value in this because I've seen whoever it is speaking, I know that they can get me the result. I can see that in their work. And they're talking me through everything we're going to do. They've mapped out how it's going to look. Great. I get to speak to them once a week.
Great.
I get to speak to them on telegram. However that looks, it's almost completely irrelevant. They want the result and they want the result and they have desires that they want to hear.
Okay.
Similarly, we're thinking about like a personal trainer. And again, I always use this as an example. If you went to a personal trainer and they said to you, you want to lose £10 by a wedding?
Okay, right?
If you said to them, I want to lose ten pounds, my wedding. And they were like, okay, so what we're gonna do, we're gonna put you on the treadmill and then we're gonna get you to pick up weight and then we're gonna change your food diet. Like, you don't care about that. You care about. After working together for three months, your clothes are gonna feel better, your skin is gonna look glowing. You're literally, like, not even gonna be bothered about the scales because you're gonna look so good. Like, you're not even gonna care about that. Like, your wedding dress is going to fit like an absolute glove, to be honest. You're probably even going to need to get it tailored because you're just going to be like the most snatched version of you. Like, that is exciting. Rather than we're going to get you to run on a treadmill. Like, that's not fun. Like, no one cares about the running on the treadmill. No one cares about the picking up the weights or the fact that you're going to tell me to count my macros. Like, I don't care about that. I want to know how I'm going to feel the results that I'm going to get after working with you. And that's what we want to be thinking about when you are creating the high ticket offer. Any questions about that before we kind of jump on to the next piece?
Yeah.
Yes, go ahead. As always, we love a question, Emma.
Yeah, so it was actually on the first point. So this, this is the one I've, I've genuinely always, always struggled with, like the, the tangible outcome because there were obviously people's coaching journey obviously, like, can be very personal. Unless it's some sort of structured program, you know, that's, you know, whatever. Like you say pt very structured. It's just, it's, you know, or whatever. But I don't know how to, like, I, I know how I want them to feel and things, but I don't.
Know how to explain that on how.
To explain without using passwords, which I also dislike anyway, so I'd end up annoying myself.
Okay. Right. So sorry. My Internet keeps dropping off. So I think the main thing that we want to be thinking about is it doesn't have to be like, I'll give you a really, really good example, right? Just because, like, this is a mindset one, right? It's like, oh, you feel more confident Right. I'll help you master your mindset.
Right?
So what we want to be thinking about is like, what do they really want? So for example and ever. I'm not saying this is exactly your niche, but just if, if you were to work in the States instead of I help you master your mindset, I help you overcome self doubt. If I was a business coach, I help corporate women ditch whatever it is, ditch imposter syndrome so they can finally do X, Y and Z.
Right?
Like that's what we want to be thinking about. So for you, if we think about, think about this and answer this, what is the biggest pain point right now where you're at? Like, what is their biggest pain point?
Wait, hold on. I actually wrote some of this down. I found a whole bunch of coach notes and content ideas on my phone.
I've got it done.
So I was going to the thing, I always come up with good ideas when in the bath or shower.
And I was like, I need to.
Put this in my phone. And then I was like, oh my God, like a whole bunch of stuff. Anyway, so.
What was it?
What was it? Hold on, sorry.
So.
So one, one like a big pain point is like, are the wrong things exhausting you?
Okay.
Because to me that goes into the. You're doing the wrong. Life changes, obviously something's not right, you're stuck, you don't know what to do now.
Okay, and what's their desire?
And again, this is where I struggle to kind of explain it. It's just, they just want like peace and quiet but excitement at the same time. The right kind of excitement.
So I think rather than trying to think about this right now, I think we need to get clear on what is that transformation. Like, what is the tangible outcome? Because what we want to be thinking about, like, what does that mean?
Right?
Like, is it that they want to be able to walk into a room feeling so confident?
Right?
That's not anything really tangible. But it is. Like, do they want to be able to walk into a room or go to a work event without having to scan like the list of who's there?
Right?
Like that's not necessarily a tangible outcome. But for example, it's like I help you shift from limiting, I help you shift your limiting beliefs. Like, okay, fine, but what we want to be is like I help women rebuild their confidence, heal self doubt, to create life. They're obsessed with to and be able to do X, Y, Z. Like we have to think about what that X, Y, Z really looks like, right? Because if you can't pinpoint what their biggest desires are, that's going to make it harder to then do that marketing.
Right?
So, for example, in my business, I think about the mastermind and I'm like, I know that every single woman that walks into my world wants to leave their 9 to 5 and start their own business. You are not in my world if you want to stay in your 9 to 5, like, that's just not fine. There are other coaches that will help, but I'm not going to be that coach because the main thing you want to do is build a business. So I know that all of my messaging is your biggest desire is to be able to spend time with your kids, is to be able to, like, go to midday pilates and, like, pick up an acai bowl for like, $25 and not have to look at the price of it. Like, I know that all of the women in my world want these things. They want to have a regulated nervous system. But what does that mean? If it means they don't have to, like, jump on calls that make them feel like shit, it means that they don't have to, like, be scared looking at their bank account because they're worried about how much or how little is in there.
Right.
That's the kind of woman that I work with. So I know when it comes to my messaging, I know what their biggest desires are.
Right.
Their biggest pain points are all of those things. But I market to their biggest desires, their biggest goals. So that's what I want to be thinking to you, Emma, is like, what are their biggest goals? And that is the desire. That is what. That is what the tangible outcome is.
Okay. So kind of work backwards. I think I need to do a massive, like, word dump.
It goes back to the kind of five points that we said at the beginning, which is like, around. Let me just see what I grabbed that. It's like they need to go back. You need to go back to the beginning piece, which is around. Like, what is that clear transformation? Like, what is the tangible, clear result? Who is it for?
Right?
Like, who is this offer for? What is the pain point today?
Right.
And then the final two, delivery and positioning we can to later. It's like, what is the clear transformation? What is the specific client identity and what is the problem and the urgency? Like, that is what we want to be thinking about.
Yeah. So like, where about the most simplistic way humanely possible, I could say the outcome is. I just want them to feel better.
Yeah. I have my clients go from feeling like shit to feeling Fucking great. That's basically what it is, right?
It is, it is. But I'll be honest, it's not even feeling great because I don't believe my. My ideal client is actually capable of going that high on the first round, if you get what I'm saying. So it's like I'm not. Because I actually think that's asking too much of them. I think it's asking too much to be like, going from feeling like crap to being like, oh, my God, life's amazing. I don't. And I don't think they should. I don't think that's sustainable for my ideal client. Does that make sense?
Yeah, you kind of want to get them for like feeling like a 1 out of 10 to feeling like a 5 out of 10. Cool. And they're like, yeah, great. So work with that. On the scale of 1 to 10, what is 1, what is 5, what is 10?
Right.
And then the 5 to 10 in the future is potentially the upsell after they've worked with you to get from 1 to 5. Like, I want you to think about it that way. Like, they're at one, what is one? They want to get to five. What is five? That's what I want. That's how I want you to think about it. It.
Cool. Thank you.
Yeah.
Because, yeah, I always thought, I thought like my, my test client one for that testimonial. She does want to come back and work with me because she wants to do right.
So she's at the 5 right now. So again, then maybe that starts filling out some of your high ticket offers. How do I get my clients from a 1 to a 5? What is. What does a 1 mean? What does a 5 mean? What are the gaps? Why are they not there yet? What is st stopping them from getting to that five? And that's the transformation.
Okay, thank you. I'm just gonna dash and switch my oven off. I'm really sorry. I'll be back.
No, no, you're good. Perfect. Does anyone else have any questions on this before we kind of move on to the pricing and kind of timing of this? No, all good. Okay, cool. Oh, Emma, do you had a question? No, I was going to say I'm all good. I think I've started to plan this out already, so I might just share what I've done with you again tomorrow and then you can pick it apart. Yeah, Lots of good comments.
Yeah, yeah, yeah.
When I say pick it apart, I mean, like constructively. Perfect. So what we want to be thinking about and to Kind of go back to the delivery structure and pricing.
Right?
What we want to be thinking about is it's really easy to overwhelm our clients with we'll meet every day, we'll meet once a week. There's a portal, there's this, there's one to one, there's Vox, right? All of you work with different clients, whether it's consulting clients, whether it's freelance clients, however that looks right. So what we want to be thinking about is if you are doing a coaching offer, how do you deliver that to them? Is it that they meet once a month, once a week? How do they get one to one calls with you? Do they get in between session support? Do you review things? If you are going down the consulting route, is it that they, you know, you deliver on a certain amount of hours per week, per month. You then give them reviews. Like, can they message you in between like you're working? Like, what is that proximity to you? If you are a yoga teacher or Pilates teacher and you're starting a membership, for example, how do they communicate with you? Is it that they get like support in between? Do they get unlimited sessions? Is it on a portal? Is it on an app? So what I want to be thinking about is how are we delivering your offer to them? What does that look like?
Right?
And then we want to be thinking about what is the time frame that we're delivering this offer in. For example, if you're in consulting, is it that it's a three month, is it that it's a three month minimum contract? Is it a six month minimum contract? Is it a rolling month on month? If you're starting a membership, is it that it's a minimum six months? And then after the six months it's just rolling. Do they get unlimited classes? Do they get unlimited? Like what does that look like? If you are going down the OBM or the virtual assistant route, what is their access to you? Can they review? Do you review documents as well? Is it hours and packages that you do? Is it results that you work on? Is that commission involved? How does that look and how are you delivering that? Right, that's what we want to be thinking about. Like how are you actually delivering that? And I want you to be able to explain that in like three really simple points. Okay, so for example, when I think about the master, when I think about this mastermind, it's we have two weekly calls a week. On a Monday and Wednesday, there are two days for me to review on a Tuesday and a Thursday and there's a portal and then there's also the sacked. Right. So there's four main things that you get. It's not overcomplicated, it's not overwhelming. Yes. You also get a one to one call with me as a bonus sometimes.
Right.
That is the structure of the program and of the offering. What we want to be thinking about is how does it work for your client? If your client is a super, super busy client and you know that they're not going to message back and forth, is there any point in giving them the telegram support or the Vox support? Is it better off meeting once a week and saying, cool, you don't get access in between or do they want to meet once a month and get access in between? What feels good for them?
Right.
Think about your ideal client, what lands for them. If you think about it this way, for most, like let's say mums, they're not going to have three hours a day to do like an intensive three hour one to one with you.
Right.
They're just not going to have that. So actually, is it that the telegram support where they can jump in and message you when their baby's asleep, does that work really, really well for them? Because they can jump in, they can riff, they can send you a quick message and maybe you limit it and you say cool. You can send 90 second voice notes. That's the math call. So you both have boundaries on that end.
Right.
But thinking about being a VA or an obm, how does that look in terms of what the client wants? They probably want support in between the sessions. They probably maybe don't need one to ones with you. They probably need to meet once a month with you to talk about how that looks like. How does that look for your ideal client? What adds value to them that doesn't take it away? What are they going to use? Everything. There's no point in throwing a bunch of things at them if they're never going to use it. Like there is literally no point. You may as well say like, you may as well add more value in other areas rather than just going here some more time and this is what you'll get and you know they're never going to use it.
Right.
The second thing I want you to think about is pricing. And I know for everyone money and pricing is something that we kind of always think about like, oh, that feels a little bit weird because I don't actually know how much I should be charging for this.
Right.
So I want to kind of talk you through the pricing strategy that I Used just because I feel like it's always a good example to have like, you know, an example of that. So when I first started coaching, I didn't do what I'm going to teach you to do, but I'm going to talk to you about what I did and I'm going to teach you what I would have done differently. So when I first started, I did 12 weeks of coaching, one to one, unlimited support for £1,200. Okay. So it was basically like a hundred pounds a week. What I then did and what I then realized was, yes, that felt really good. I got some incredible testimonials, I got some great clients. Clients. But what I then started realizing was actually in terms of that, that was not scalable, right? Like that was an unscalable business to grow. So I then increased it to, I want to say 2, 500 for the 12 weeks. What I then did was I then changed from 12,000 from 2, 500. Sorry. I then dropped it to 6 sessions over the 12 weeks. So I kept the price at 2500, but switched. Okay, so started at 1500 for 12 weeks, 12 sessions. I then changed to 2500. 12 weeks, 12 sessions. I Then dropped from 2500. Same, but drop down to 6 sessions over. Okay, so I kept that the same. I then increased my 1 to 1, 150 every single time a client signed up with me. So every single time a client signed up with me, it went from 2,500 to 26, 50 to 2,800, like whatever that looks like, right? All the way up until three and a half thousand. Once I got to the three and a half thousand, I then switched over. Sorry, my dog's barking. Once I got to three and a half thousand, I then switched to dollars and changed my offer to four months every other week at $4,500. Okay, so that's where I kind of got to at the beginning, like mid last year. No, April last year. I got to $4,500 in four months with me, and it was a session every other week. I started introducing, reviewing documents. So I started increasing a little bit. The one to one time didn't change. You still got a meeting every other week. But I started increasing that.
Right.
What then happened? I then changed my business model and now I'm focusing on the mastermind. I. So my one to one now four months is $7,500. Okay. Two reasons that I did this, the first one is I want the mastermind to become the place that all of my ideal clients want to come into it's scalable. I love this space. This is going to be like the bread and butter of my business because I pour my heart and soul into this space. You guys all know that, right? So that my favorite place, the second piece is I only want women inside of the 7,500 I know are willing to put that money in and actually show up every single day and era a place of their career that they know how much work they have to do. It's a different woman at a different stage of her career, right? She's probably on, I don't know, anywhere between 350 and $500,000, right? She's on that salary. She wants to make that investment. She doesn't have the time to be part of a community. She doesn't want to be part of a community. Like that's just not her jam and that's fine, right? And that's okay. She just wants it one to one, get shit done, strategize and go and do her own thing, right? She might become from a management consulting background, she might come from, you know, PwC or whatever and she might just be like, you know what? I just want to get my head done and go right, that is going to be a different kind of client. But without having increased my price and figure out where I was going, I wouldn't have been able to make that split. Okay, so what I want you to think about when it comes to pricing is what, what is the number that you're like, oh, that feels. If I could charge X amount of money for my one to one. That feels so uncomfortable. Like it makes you feel like there's no fucking way. Like there's no way anyone would pay for that. Like that's like just the most ridiculous number. I want you to write that down. Like what is the number that you're like that feels. And don't even think about how many sessions there are, what access they get to you. I just want you to be thinking what is a number thinking about one to one that you're like, oh, that would let you make me fall off my seat if someone paid me that amount. Like that's what I want you to think about. And then I also want you to go to the other end of the spectrum and think if someone paid me this amount of money, it's just not worth it. Like I just wouldn't even bothered about doing it. I want you to have both ends of the spectrum. And then what I want you to think about is if that number let's say is $10,000 for your one to one, $5,000 for your one to one. That feels like, whoa, that's really uncomfortable. What is the number today that you would feel happy charging? It's not your forever number. It's a number that you would feel happy charging today. Because when you get on a call with someone to talk about your one to one, you are going to give them that big price. You are going to give them that five thousand dollar price. But when you're on the phone to them, they're like, oh, actually, you know what? Like I feel like that investment's a little bit big. You can say, okay, well we are at the stages of like still testing this. We're at the stages of growing this. How would it feel to do X number and you have that room of you know what your bottom number is and what the top number you want to charge is.
Right.
You don't need to do that forever. But when you're in the early stages of your business, if you have an ideal client that you would love to charge $5,000 for, but you know, realistically their budget is 2,000. Cool. You're at the beta stage. Make sure you get testimonials, make sure you record the call so you can understand what you're doing.
Right.
We're so in a world where it's like charge the highest price but your nervous system is not regulated. You are not going to be able to show up and calls and feel good to save those prices.
Right.
If your nervous system feels like that number is so out of reach, you are going to show up as that number is out of reach.
Right.
And then when you get on a call, how much is the offer? Oh, well, it's 5,000. Like, don't worry if you can't spend. Like we're going to be in that energy versus the office. 5000 and they're gonna go, okay, well that sounds like a little bit kind of tired where I am. Okay, let's have a conversation around it. Around what you're around kind of in terms of this. Have you spoken to other coaches in terms of this? What were you kind of thinking? Oh, well, I was thinking it would be more like 3,000. Okay, great. So what I want to do for you because we are in the stages of like evolving this and growing this, I would love to honor a three thousand dollar price view for this offer. Let's get that booked in and we'll do XYZ.
Right?
You don't have to be charging these huge 5, $10,000, day one. As nice as that would be, your nervous system needs to feel regulated and have these difficult conversations and have price objections because you will have price objections early on in this journey, right? Like you will have people getting on calls with you being like, absolutely not, I can't afford that. Okay, bye. I'm just going to turn down the phone when you know that they're ideal client because it wouldn't be on a call with you if they weren't an ideal client. We don't want to let those people go, right? And I'm not saying that we have to undervalue ourselves or undercharge ourselves, but it's about going. What is important to me right now, what's important to me right now is to do the work that I love, to fill up the spaces that I have to start making money to start learning. Does this offer convert? Does this offer work? Does it get the results I want it to work and then be able to start increasing that price?
