80 | How to Land High-Ticket Clients Consistently: The 3-Step Strategy

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Hello and welcome to Women in

the Coaching Arena podcast.

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I'm so glad you are here.

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I'm Jo Lott, a business mentor

and ICF accredited coach

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Microphone (Samson Q2U Microphone):

and I help coaches to

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build brilliant businesses.

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I know that when you prepare to enter

the arena, there is fear, self doubt,

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comparison, anxiety, uncertainty.

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You can tend to armor up and

protect yourself from vulnerability.

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In this podcast, I'll be sharing

honest, not hype, practical and

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emotional tools to support you to make

the difference that you are here for.

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Dare greatly.

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You belong in this arena.

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Hello, welcome to the 80th episode

of women in the coaching arena.

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I am so glad you are here.

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Today, I'm talking about how to land

high ticket clients consistently.

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And I will share with you

a three-step strategy.

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I say high ticket, which is not

usually a phrase I use but meaning

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that generally your package is 1000

pounds plus, because even though

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that's not particularly high ticket,

depending on who you're listening to.

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It is more than most coaches that

I initially start working with

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are charging for their coaching.

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That is what I mean when

I say high ticket clients.

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If you are tired of chasing clients

by the hour and getting little

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results in your bank account.

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Today I will share the exact strategy

that the coaches that I work with

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use to gain high paying clients.

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The core problem is that it's really hard

to build a credible viable niche, really

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good offer that people actually wants pay

good money for and consistently market

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that offer to find consistent clients.

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I have definitely been

there in the early days.

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Just like many listeners to this

podcast I was selling coaching because

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I just come out of coach training.

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I did the ILM level seven in

executive coaching and mentoring.

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And obviously you're excited

because you've learned this hugely

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transformational skill, you have been

coached yourself a lot, so you go round

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saying, come for coaching it will change

your life and sadly you soon realize that

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that is really hard for people to pay for.

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Yes, you might gain friends, family,

people coming for one session for

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50 pounds or something like that but

it's not really an easy, viable way

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to build a longterm coaching business.

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That is what I want you to build,

because that is what I know you want

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if you're listening to this podcast.

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Let's start with the three step

framework to get you there.

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Step one is to create

an irresistible offer.

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Prior to creating an offer, you

really do need to know your niche,

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so if you haven't now that yet.

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I would just remind you

that it's just a decision.

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I have people I speak to day in,

day out that say, I can't know my

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niche and usually I encourage them

or usually they do nail it within a

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one hour call with me after perhaps

years of not nailing the niche.

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Because generally it's just a decision.

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There is no wrong or right answer, except

for knowing a bit of background and logic

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that I now know through trial and error

of working with hundreds of coaches of

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what actually works in the marketplace.

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Once you have your niche, you

can take our step one, which is

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create an irresistible offer.

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Well, I noticed is that most coaches talk

about the sessions, the logistics, how

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often you'll meet rather than focusing

on why the client wants the coaching.

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I was just in a WhatsApp group

of coaches who were sharing.

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They're hourly rates and wondering why no

one was signing up and I suggested that

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you might want to create an offer that's

specific to one target audience and one

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specific problem or outcome and someone

commented back saying, but generally

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people want to know how many hours.

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To be honest, people don't really

want to know how many hours, if

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you have positioned it correctly.

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The example I gave in that WhatsApp

group was if you need surgery for some

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reason Are you saying to the surgeon?

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Okay, you're trying to say that this

is going to be 5,000 pounds, but how

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many hours is this operation at a take

you're going okay, so you've got to

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solve this terrible problem that I have.

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Get this done.

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ASAP.

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You're not saying I will not work with

you because how dare you charge me a

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thousand pounds per hour because this

operation is going to be five hours.

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You don't care how long this

operation is going to be.

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You just care that this

problem is going to be solved.

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So that's what I mean about

creating an irresistible offer.

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It's not about your time.

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It's about the solution and

the value to that person's

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life of getting this solution.

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Okay.

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Step two.

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Once you have an irresistible offer.

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Is to master client attraction

and create value driven content.

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This podcast, is value-driven content.

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This is sharing.

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My expertise, my journey, the things

that I do with the clients to create

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value for you in your life to give you

results in advance of ever working with

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me, or even if you never work with me.

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I hope that you will leave this episode

knowing how to do something or having some

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insight, which leaves you feeling better

than you did before you listened to it.

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So that is we want to do with our content

helps that person, your ideal client,

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take a step forward, gain a new insight.

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We don't want to be stingy with this

part because unless they realize that

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this is possible for them and unless

they start to take steps forward from

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being really stark, they won't see

the value and the vision that you need

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them to see to buy your coaching.

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That is how you can naturally serve

your ideal client by creating value,

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packed content, to attract them into

your world, showcase your expertise,

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and you don't have to feel salesy.

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I hope that you are gaining value, whether

or not you buy from me and that is what

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I love to do for this community, because

I want more coaches to be successful.

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Some people will take what they

learn here and do something with it.

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Some people will just enjoy the

content and some people will want

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help consistently implementing this

with step-by-step instructions,

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feedback, every step of the way.

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They and the people I'm talking

to this doesn't need to serve

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everybody in that community.

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Just a small proportion of my listeners

can be my clients because there was only

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so many people I can actually serve.

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Just like you, I had a call earlier with

someone who was doing career coaching and

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she said she was really resistant call

herself a career coach because someone

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had messaged her saying, here's all my

experience I want you to get me this type

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of job and so she said, I don't want to

call myself a career coach because I don't

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want people thinking that a career coach

is someone that just gets them a job and

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can click my fingers and get them that

next job and I said, that's fine you're

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always going to get people like that.

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That think a career coach is something

different than obviously exploring what

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you want and all of those things that we

know a career coach does but you can't

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just not be a career coach because this

one or two people demanding that you

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are like a recruiter or a headhunter.

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For example, I have people contact

me often going what I want is a

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done for you service, where you

write my social media, you write my

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offer, you run my business for me.

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That's not what I do.

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I don't want to write your

content schedule your content.

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That is a social media manager's job.

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If you want help becoming the CEO

of your business and building that

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business effectively, that is what

I can help you with and yes, I can

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give you templates for social media.

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I'm not prepared to be a social media

manager write them all for you schedule

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them in your system, all of those things.

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It doesn't mean I'm not going to be a

business coach, just because one or two

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people want me to do it for them so really

hone in on your absolute ideal client for

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this person I was talking to earlier, it

was someone who is stuck in their career.

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They know they want something different,

but they don't know their skills.

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They don't have the confidence,

they don't know what to do next,

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so talk to that type of person.

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Eventually you won't attract the

type of person who was saying.

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Right.

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Here's my skills line me up with a job

because your content, your website,

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your offer, all of those things will not

be talking to that particular client.

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Okay.

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Step three is to use a proven sales

process to close yourself effectively.

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What can happen often in this coaching

space is people wanting free advice I

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would really tune in on how much help

you can realistically give in an hour.

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Yes, it can be hugely transformational.

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My aim in my first introductory call

with someone when they joined my

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program is that they do now their

niche and come away with a bit of

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an offer from that one hour call.

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It's a hugely beneficial call but I know

from my experience that I can do that with

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someone and unless they implement it,

fine- tune it, so it actually aligns with

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them and consistently market it, know

how to sell it, know how to create great

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marketing, a lead magnet, an email system,

all of those things that we need to do to

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build a long-term sustainable business.

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I know that yes, they can have a

quick win, but realistically, they're

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not going to get the big result

that I want for them and that they

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ultimately want for themselves.

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I would really encourage you to not

downplay this because essentially you

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are robbing that person from the bigger

transformation that they could receive.

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Instead of just offering free

or quick, one hour sessions.

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I would really recommend creating an

irresistible offer, which was our step

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one and learning a good sell system.

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You can effectively sell that offer.

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They can see the value it

would bring to their life.

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They can see why spending that

money would be worthwhile and they

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can actually start the process

and literally change their life.

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I was listening to a great podcast

on this earlier, which said if

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you're a salesperson expect no's.

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I think that is the most challenging

part of the sales process that we

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don't want to feel that rejection.

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Therefore, we often don't charge

high enough prices have enough sales

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calls and drive enough people to book

sales calls and effectively close the

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deal on those calls because we are

so scared of someone saying, how dare

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you charge that much for coaching or

whatever you fear they may be thinking.

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Really tune into the fact that your

job on the sales call or discovery

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call, whatever you like to call it.

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It's just to help that person make

a decision one way or another.

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You're going to be fine either way,

trying to attach from the outcome.

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All you want to do is help

them to make a decision.

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They've booked a call with you for a

purpose, which usually means they're

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interested in what you have to offer.

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You just have to help them decide, okay,

this is the transformation you want.

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What's your next step.

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It's just a coaching

conversation essentially.

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So really go into coaching mode.

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Let them speak 80% of the time.

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I have an earlier episode on this.

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It's about two or three episodes back

from this one on sales conversation.

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Do listen to that if you want

to go deeper into this concept.

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I hope you found this episode useful.

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Like I say, at the end of every

episode, trust yourself, believe

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in yourself and be the wise Gardner

who keeps on altering the seed.

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Microphone (Samson Q2U Microphone):

Thank you so much for listening to this

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episode of Women in the Coaching Arena.

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I have a mess of free resources on

my website joannalottcoaching.com.

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That's Joanna with an A

and Lott with two T's.

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joannalottcoaching.com.

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And I'll also put links in the show notes.

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Let me know if you found

this episode useful.

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Share it with a friend and

leave me a review, and I will

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personally thank you for that.

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Remember to trust yourself, believe

in yourself and be the wise Gardner

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who keeps on watering the seed.

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Get into the arena dare, greatly and try.