To Sell One On One Coaching (or One To One Coaching) you need to get in front of your ideal prospects and enroll them in your coaching.
Generally, you and the client get on a call or meet in person and, through conversation, work to help your client get the results that they want.
First, your client needs to trust you as a person, meaning that you’re honest.
And second, they need to trust that you are THE expert who can help them get the results that they want.
They might believe YOU think you can help them, but to sell one on one coaching, they need to believe that you really can help them.
If they trust you on these two levels, then they just need an irresistible offer, and that’s your one on one coaching program.
Prospects need to understand the time, energy, and money that they’re going to put into coaching with you and the very likely result that they’re going to get from working with you.
It’s important to realize when you want to sell one on one coaching, and really any kind of coaching, that to sell anything, it’s all about trust and an irresistible offer.
And the price has to be a no-brainer in terms of the value you provide compared to the relatively low price that you’re charging.
It’s important to understand that the number one reason that clients hire us is to get results.
When you sell one on one coaching, clients hire you to get results.
And what can help the client really understand how you can get them results is to create what I call a results model.
A results model is a framework of somewhere between five and nine steps that show the client how to get from where they are to where they want to be.
You can use a results model like this to sell one on one coaching, and you can also use it to deliver your coaching.
Coaches normally use strategy sessions to sell one on one coaching.
This is usually a 15 to 30 minute call with you and the client.
You might be demonstrating your coaching.
You might be listening and building deep rapport and then suggesting solutions to the client.
You might suggest that one of the solutions is to hire you as their coach.
So strategy sessions are the most common way that coaches sell one on one coaching, but there are lots of ways to sell coaching.
You can sell one on one coaching with email marketing, webinars, by speaking at events, being interviewed on podcasts, and more.
There are really lots of ways to sell one-on-one coaching, but strategy sessions are the most common.
You can deliver coaching on the telephone, using zoom, or during in-person meetings with your clients.
As long as you’re with the client, you can help them get the results that they want.
When meeting with a client in person, you’ll develop definitely more rapport, but logistically it can really slow things down.
You have to travel to where you and the client are meeting or maybe the client has to travel to come see you.
And that can restrict the geography of where you can offer your coaching.
When you deliver and sell one on one coaching over the phone or Zoom, you open up the entire world to coach with you.
And between the phone and Zoom, the phone might feel a little easier to do and some clients might actually prefer it cause they don’t need to be on camera like with a Zoom call.
However, I’d still recommend you try to have your coaching calls on Zoom when possible.
The client can remain off camera if that’s a concern.
When you have your calls on Zoom, this allows the client to see you on video.
You can look into your web camera and build deep rapport with the client by making what appears to be eye contact by looking into your web camera.
This way they can see you and hear you at the same time, unlike on a phone call when they can only hear you.
This closer connection builds trust.
Another benefit to having your coaching calls on Zoom is that you can record those calls and send them to the client.
This is a very valuable asset to the client to have a library of these coaching calls they’ve had with you.
They’ve paid you money, and after the sessions they’ve actually got a tangible asset at the end.
I recommend you record the Zoom calls to your computer’s hard drive, and then upload that hard drive file to YouTube as an UNLISTED video.
Nobody else can get to the video unless they have the exact URL, but it makes it really easy for the client to watch these videos no matter what computer, operating system, or device they have.
Zoom and YouTube can be a really good way to record and then send those recordings to the client so they can build up a library of their calls with you.
When selling one on one coaching, you’ll need to package up your coaching programs.
You might decide to charge hourly, sell a certain number of sessions, or offer a monthly package to clients.
You’ll probably sell the least amount of one on one coaching if you charge hourly.
When clients or prospects hear an hourly rate, they start thinking in terms of how much money they make at their job, or maybe they think in terms of minimum wage.
And they might think, “Wow, my coach is charging 10 times minimum wage, that’s too much”.
So it’s usually best to stay away from the hourly model when selling one on one coaching.
Another option is to sell a certain number of one on one coaching sessions to a client.
Maybe clients get 12 sessions with you.
And that can work, but you’ll probably make the most money by selling a complete package where the client can get results in three months, six months, twelve months, or whatever it truly takes for clients to get the results they want.
For example, maybe you offer a six month program for $500 per month where you meet with the client 3 or 4 times a month.
You can also offer clients a discount if they’re willing to pay the full amount upfront.
Selling one on one coaching when the client pays the full amount up front works really well because some clients may drop off early and stop paying you if they’re paying monthly.
But if they paid the full amount up front, they’re more likely to stick with the coaching program and that justifies the discount and helps them actually get the result they hired you for.
One of the easiest prospect types to sell one on one coaching to is a referral.
When a referral is sent to us, they come already trusting us and maybe even already sold on our coaching.
So referrals are the easiest type of prospect to enroll in one on one coaching.
If you don’t have any referrals, then you’ll want to get in front of your prospects in a way that really helps you build trust quickly and deeply so you can sell one on one coaching.
You want to maximize trust with prospects.
Because remember, it’s trust and an irresistible offer that causes clients to hire us.
Another thing that can help build that trust is to get testimonials from the clients that you’ve worked with.
Testimonials are what we call social proof, and they let clients see that you helped a person who was a lot like them.
That person got results, so prospects understand you can probably get results for them.
So the combination of referrals and testimonials can really do a lot for selling one on one coaching.
And it’s important to ask your clients, as you’re coaching them, for testimonials and for referrals.
I suggest for testimonials and referrals, you wait for a high point in the coaching relationship.
Maybe the client has just had a breakthrough, or maybe the client has just gotten some incredible result and they’re really excited.
That’s a great time to ask for a testimonial or referral.
If you’ve been coaching for a while, or you’re trying to figure out how to get started, I’ve got some exciting news to share with you…
I recently created a new coaching model, and it’s a version of one on one coaching.
It’s called Fast Revenue Accountability Coaching.
It’s irresistible to prospects and it’s also irresistible to coaches.
It pays you really well for your time, and it’s super irresistible to prospects when they hear about it because you’re basically offering to be almost their daily accountability coach to help them get what’s most important to them.
If you’d like to watch a short webinar that tells the story of how I created this new coaching model and what makes it so irresistible to clients and to coaches, then please go to https://FastRevenueCoaching.com/1/5.
You can watch the webinar right away or you can sign up for a time in the future.
Thanks for reading this. And remember that to sell one on one coaching, it’s all about trust and an irresistible offer.
