Do you ever feel like you’re just not being paid enough for the amazing service you provide? Are you putting in hours of effort with each client but not getting much in return?
Knowing exactly how much to charge as a business coach is one of the more difficult parts of running a coaching business. If you’re worried about putting new clients off by being overpriced or losing current clients by increasing your fees, don’t be.
You can charge more for your coaching, and we’re going to show you exactly how.
We’ll run through actionable tips you can use to show your prospects your true value – and why they should pay more for your services.
Together, we’ll take a look at how to present pricing options to your clients based on the quality of your services, your branding, and your positioning.
We’re also going to let you in on the secret of how you can feel better, and more confident, about charging more.
So, sit back and read on to discover precisely how you’re going to start doubling what you’re currently making!
How brand positioning can help you start charging more for your coaching services
Something that’s brought up a lot when it comes to figuring out how to charge more is cost and quality.
For most clients, the cost of something can easily be justified if the quality (or the perceived quality) matches their expectations.
For example, if they want to buy a soda and there’s a grape soda for a dollar and an orange soda for two dollars they might buy the cheaper soda. But, if they like orange soda and hate grape soda, they’ll buy the orange soda for two dollars because they get more value out of it (they’ll actually enjoy drinking it).
Have we lost you yet?
Let’s look at this a bit closer.
You’ve got two items.
Item A costs $10. Item A is cheap, affordable, and does the job, but it’s only got three stars out of five.
Item B costs $50. Item B is more expensive, it does the same thing as item A but has more features, and it’s got five stars.
You’re probably going to choose item A. It might have fewer stars, but it’s going to cost you a lot less right now.
But what if we throw another option up onto the board known as item C.
Item C costs $100, and it does exactly the same thing as A and B, and it even has the same rating as B.
Suddenly item B is looking a lot more alluring than it was before.
This is because item C acts as a decoy. It’s the same quality, but at a higher price, leading the customer to believe that choosing item B will provide them with more value for money. This is called the framing effect.
But how do all these items help you reframe your pricing?
How do you feel better about charging more?
You can feel better about charging your prospects a whole lot more in these three easy steps (yes, really).
Find your option B
What is your most expensive package or service currently?
When quoting your prices, at what point do you start to feel bad about charging a certain amount?
Is it $100 an hour? Then that’s your option B!
Find your option A
What’s the lowest your charge?
What’s your most basic package?
What A in your company makes B look expensive?
Find your option C
Create a package that’s similar to B, but more expensive
What service makes B seem low-cost and affordable?
Now that you know all about A, B, and C, it’s time to put what you’ve learned into practice by helping you get over your fear of charging too much.
Next time you’re on the phone or on a Zoom call with a potential new client, don’t double your rates; quadruple them!
Regardless of how your potential client reacts, you’ve just given yourself your own framing effect.
If you can quadruple your prices, then you should have no problem doubling them!
How can branding help you charge more for your coaching?
Branding is a powerful tool.
Branding is the reason why people will spend two dollars extra just to sip a black coffee out of a Starbucks cup.
To be the Starbucks of coaching means that you’ll be able to charge more for what you do without having to give more to your clients.
But how can you do it?
Well, you’ve already gotten over the idea of charging your clients more thanks to the framing effect, but how do you improve your branding, so it shows your clients that you’re really worth it? That the services you offer are the best of the best.
The main two problems coaches and loads of other companies face when it comes to pricing, especially online, are:
Getting stuck as a commodity
Fighting competition for the attention of a customer
If you get stuck as a commodity, then your customers will only focus on one thing, and that’s whether or not you’re the cheaper option.
Commodities are when a customer can’t see the difference between services offered by two separate companies.
For example, in the case of website design, some customers won’t be able to see the difference between a website that costs them $500 and a website that costs them $50,000. To them, a website is just a website and a commodity. So no matter what the price is to them it solves their problem and delivers the same value.
If your customers can’t see a clear distinction between what you’re offering and what your competitor is offering, then they won’t have any clear reason to choose one over the other. The only thing they’ll focus on is who’s offering the lower price.
So, if you want to raise your prices, you have to start building a solid brand identity.
Building up your branding will help you show your customers the true value of your coaching abilities. It’ll outline everything that makes you unique and distinguishes you from your competition.
If you want to put yourself in a position to start charging more for your unbelievably excellent coaching services, you must first understand why your customers should choose you over your competitors.
Then all you have to do is communicate this on your website, your social media, your email campaigns, and anywhere else your potential clients are looking. Definitely post about your unique qualities on social media as 90% of customers make purchases from brands they follow on social media.
Stay consistent with your branding, and soon you’ll build up a reputation for having the best coaching services around. We also recommend posting consistently on your social media and your blog to help increase your brand awareness. 79% of people state that content highly impacts their purchasing decisions when it comes to working with brands.
Do you want some help learning how to charge more for your coaching services? Do you want to start creating a cohesive brand that shows off all your unique qualities? We can help!
At Emtwo, we help businesses just like yours craft the perfect online presence with an unapologetic fearless brand that builds your authority and trust.
If you’re ready to create the right branding for your coaching or service business then get in contact us today!
Looking to change lives with your inspirational business mentoring? Are you a certified coach looking to make your mark on the world of entrepreneurship?
Well, first, you’re going to have to write a coaching bio that shows people how (and why) your coaching services are the best around.
Now we know most people don’t like to talk about themselves, so it can be pretty awkward putting together your coaching bio for the first time. You might be worried you don’t have enough experience yet, or you only have a couple of credentials to put on display.
But it’s not just industry newbies who struggle with their bios – experienced coaches struggle to write a new bio for themselves too.
Your bio is a powerful marketing tool, and as you grow your coaching company, you’ll want to match it with an even more powerful bio.
So, how do you write a coaching bio so it actually sells your coaching services for you?
The best way to write a coaching bio comes down to these 7 magical tips that we’re going to run through with you today.
Use Google-friendly words
You could have an incredibly interesting and informative bio written for your company website, but it’s completely useless if nobody can actually find it.
This is why when writing your bio, you have to include the right keywords to be seen on Google. On the first page of Google, the first five organic results make up 67.6% of all the clicks made on that search result. So you have to make sure that your company comes up first otherwise you’re not going to get any business.
Everybody looks for their next business coach through search engines, so you have to include essential keywords and relevant key phrases within your coaching bio; otherwise, nobody will find you when searching for your services. If nobody can find you then you’re out of luck when it comes to getting clients.
If they don’t find you, they’ll probably end up seeing one of your competitors and decide to work with them instead, and we all know your work is way better!
So when writing your bio, try to use long-tail keywords in:
Your bio’s title
The first and last sentences
Highlighted lines (bolded sections)
People tend to look for business coaches within their hometown or general area. So to stand out, even more, be sure to use local keywords. This will help you show up on local searches.
We hear you: ‘what about my social bios’? Yeah, you still wanna use the keywords people are searching for on Instagram, Facebook, and LinkedIn.
Tell them what they want to hear
Despite being called a bio, you shouldn’t treat it as your personal biography. People looking for help don’t really care much about your experience and your long boring list of credentials. What they really want to know is what’s in it for them.
How can you help them with their problems?
Instead of solely focusing everything about yourself and your accomplishments, focus on the information about yourself that your potential clients want to know.
They want to know:
If you understand their pain and struggles
If you’ve been where they are
If you can help them with their problems
If you have a lot of space to work with, you can add more details about yourself, but if you just have a short bio, tell people what they want to know and show them how you can help them reach their goals.
Always write to your ideal client
When you’re writing your coaching bio, remember that you’re not writing for everybody, you’re writing for one person, and that person is your ideal client.
You can’t work with everybody (you already know you really don’t want to work with just anyone and everyone), and trying to reach everybody is an impossible task that will only create stress for yourself.
But how do you just write for your ideal client?
Well, it’s pretty simple, actually. Just think of your current clients.
Who is your best client to work with?
Is there a certain client you love getting an email from? They ping your phone and you’re delighted (not full of dread) to hear from them. You always love chatting to them, listening to their challenges and helping them overcome them?
Well, imagine writing your bio just for them.
If you’re not sure what first attracted them to you, ask them. Ask them to critique your bio and see if it speaks to them – and if they’d hire you from reading it.
Most coaching bios fail to speak directly to the ideal client because they’re too vague.
To truly understand and write to your target audience’s pain points, you could also create a user persona based on your ideal client. You can use it as a base for any of your website and marketing writing going forward.
Your user persona can include your ideal clients’:
What they want
Where they live
Show them you’re trustworthy
Showing your readers that you’re a trustworthy mentor and coach to work with is essential for your bio.
You can do this by highlighting your most important credentials. Remember, you want to show your clients how you can benefit them, so don’t fill your bio with everything you’ve accomplished – just focus on the most important credentials.
This can include:
Certificates from well-known coaching courses
Memberships to quality coaching associations
Features in industry publications
Another great way to appeal to your audience is by adding a photo of yourself to your bio. Instead of using your company’s logo, use a nice, high-quality headshot of yourself smiling. Avoid using a too-casual photo of you on holiday in Ibiza (it might have been a great trip, but it can come across as a bit unprofessional even if you are smiling) – stick to professionally-taken photos.
People want to hire you, not your logo, so you’ll become more likable and trustworthy by showing yourself in a friendly light.
Show them how easy you are to work with
People love to work with people that are easy to work with. Your clients are looking to hire a coach who will help them out and reduce their stress, not add to it.
If your clients have never hired a business coach before, they’ll be unsure about the process. So talk them through it. Have a three-step coaching process? Outline it!
Make it clear in your bio that you’re here to provide them with a stress-free experience so they can get the help they need in a friendly environment.
Tell them what the next step is
Shockingly enough, not many coaches tell their audience what the next step is in their bio.
After reading all the cool and exciting things about how you can help them with their problems, they want to be able to quickly start the process.
Give them an obvious and clear call to action at the end of your bio: book in online, give you a call, or visit your website for more information.
If your bio is already on your website, be sure to encourage them to get in contact with you right away.
Use proof points to seal the deal
It’s human nature to hate bragging about our accomplishments, but by hiding what makes us unique to work with, we’re losing out on high-quality leads!
The solution to this is to let others do the persuading for us.
How you might ask, with proof points. 92% of B2B customers read online reviews before committing to working with somebody.
Proof points can include:
If you’ve got some space at the end of your bio, then be sure to add a testimonial in there to back up how good your coaching services are.
Having a coach certification on your bio can also help you sell your services, as it kind of acts like a stamp of approval from a trusted source.
If you’re looking to create the perfect coaching bio for your business coaching company, then our branding experts can help.
At Emtwo, we help businesses just like yours craft the perfect online presence and help you succeed online within the coaching industry. If you’re ready to create the right branding for your company then get in contact with our team today!
2021 is here and if you’re like us, you have no idea where the last year went. The time has flown by and although 2020 has been quite a tough year it doesn’t mean we can take a break. Only 50% of small businesses have a marketing strategy in place for 2021 and that has to change! So let’s start your 2021 strategy planning today!
Now’s the time to start planning and prepping for the year to come. It’s time to make 2021 an unforgettable year for your business (for all the right reasons)!
It’s time to set yourself some achievable goals, make a clear plan for your online content, and stick to your plan for success throughout the year.
So, let’s take a look at how you can prepare and plan ahead for 2021.
How to set SMART goals for 2021 Strategy Planning
Hold up, first things first – what are SMART goals?
SMART goals are the key to your success in the year ahead.
They are goals that are:
Setting SMART goals will help you stay motivated and achieve your business goals in 2021 – and let’s be honest we could all use help after 2020.
Create specific goals
Having goals are great, but try to stay specific when coming up with what you want to achieve in 2021. Your goals should be fleshed out enough that you know exactly what it is you want to achieve when thinking about them.
It’s easier to achieve something that’s specific than something that’s vague, here are a couple of examples:
‘Make my website better’ is vague – ‘update my website with a lead funnel and email campaign to increase my conversions by 50%’ is specific.
‘Update my LinkedIn profile’ is vague – ‘Add an optimized bio, add past portfolio pieces, and update my work history’ is specific.
Don’t forget to take into account social distancing, travel bans, or event-cancellations in your goals.
We might have been surprised in 2020, but now that we know about the possible restrictions we can come to the table better prepared for 2021.
Have measurable goals
If you don’t have an end point in mind for your goals, you won’t know how well you’re doing, what you’ve already achieved, or how much you have left to do.
Try to track your progress using analytics and data collected throughout the year. For example, if you’d like to increase the number of visitors to your site by 30% this year then keep an eye on your Google Analytics to see how many people are visiting each month during 2021.
If you’re not noticing much of a change then you’ll know your current marketing tactics aren’t working so it might be time to change it up a bit to hit those targets.
Make goals achievable & realistic
We’ve put these together because you can’t have unrealistic achievable goals, and we’re pretty sure you can’t have realistic unachievable goals either!
There’s no point in setting a goal for yourself and never being able to reach it. That’s just going to make you feel demoralized and unmotivated.
The best way to figure out if your goal is achievable and realistic is to ask yourself the following questions:
Do you have the resources available to achieve this goal?
Does the goal fit with your financial plans?
Do you have the time available for this goal?
Does it match up with what you want to accomplish?
Is it relevant to the growth of your business?
Does it benefit your business?
If you’ve got a resounding yes, your goal looks good to go on this front!
The last part of creating a SMART goal is to make sure it has a time restriction. By setting a timed goal you’ll be more accountable which means your goal isn’t going to slip away from you and just become another lost dream or ‘to-do’ item.
If that sounded a bit dramatic to you it’s because it was dramatic – don’t lose sight of your dreams! Or your goals for that matter, and add a definitive time frame to them so you’ll know when you need to complete them by.
Start building your content calendar
We’ve said it before, and we’ll say it again, content is king and to survive and thrive in 2021 you’re going to have to get ahead of the curve and start planning your content out for the next year.
By planning out your content in advance you’ll be able to make sure that you’re producing top quality content every week. This will keep your audience entertained and solidify your presence as an expert in your niche.
Having a content strategy helps you:
Produce high-quality, relevant pieces of online content
Avoid rush posting and getting it wrong or making mistakes
Organize themed content to come out during holidays and celebrations
Create a schedule that you’ll be able to stick to
Write consistent content that keeps your audience entertained
Get to know your target audience better
Improve your brand’s reputation and reach
Improve your SEO (search engine optimization)
Make delivering content easier
Save time by creating content in batches, before it’s due to publish
When you’re planning your content be sure to write down the different topics you’re going to write about, potential blog titles, what times your content will be published at, and where you’re going to promote it.
You should also take SMART goals into consideration when planning out your content for the year – your entire 2021 marketing strategy should be a cohesive machine.
Think about new ways of working for 2021
Thanks to COVID-19, 2020 has seen an increase in working from home. This has caused a lot of business owners, just like you, to rethink the way they run their business. Continuing to work in the office and on-site is an advantage but it might be worth considering what is best for your business and your team.
Has working from home been a positive experience for your business?
Ask yourself whether you’ve benefited from your employees working at home or if it has had a negative effect on your workplace.
Working from home is known to improve staff well-being and retention rates, plus it can decrease your company’s overheads.
However, working from home might not work for some. If your staff members are less productive at home or don’t have the proper set-up to work comfortably at home, then you might have to accommodate them with an in-office space.
Talk to your staff and make a plan of what to do regarding work in the future. With the likes of Slack, Zoom, and eCommerce platforms being so user friendly and widely available, your company has all the things it needs to thrive online.
Don’t set it & forget it
The last important thing to remember when preparing and planning for 2021 is to follow your plan. There’s no point in developing an awesome plan for the year only to forget about it a couple of months in and go off track.
Not following your plan means that you’re not going to be able to accomplish your goals. You might lose out on potential clients and you could end up falling behind your competitors.
If you don’t want your competitors to get all the attention then be sure to stick to your 2021 plan!
The end of one year and beginning of a new one can be a stressful and panic-fuelled time of the year for any small business but don’t worry there are ways you can get organised and stay on track for the new year!
If you’d like help organizing your 2021 plan then get in touch today, we’d love to help you out
If you’re thinking that your business has enough of a social media presence with its Facebook page, Twitter account, or whatnot, then why on earth should you consider opening a business Pinterest account? You’re obviously already reaching everyone with your established media presence – or are you?
With well over 40 million users, 80% of which are women in the 19-35 age range, Pinterest is quickly gaining a strong foot-hold in the social media game, so you might want to consider some reasons why a Pinterest account could enhance your business.
Get Your Company Noticed
Having a Pinterest account is a good way to get your company noticed – especially if your target audience is women. Women are the primary decision and buyers in households. They hold much more power than most think when it comes to decision making and budgeting.
If your business is a product-based business (retail, ecommerce), then you can increase your exposure by including price tags in your products’ images, which tends to generate more likes. Since 75% of Pinterest activity ismobile , your followers can find you online while shopping. Win, win.
Pinterest is a search engine
Most folks don’t realize that Pinterest, above anything else, is a search engine. People are not just pinning for fun or social media, but they are searching for things to purchase including physical products as well as digital and services.
Everyone knows about Google and they’re playing the SEO game there. I don’t dismiss that at all. SEO is important, but Pinterest isn’t nearly as competitive. You can start seeing traction much more quickly than the slow crawl of google ranking.
Connect with your Audience
You can also use your Pinterest account to build rapport with your audience. By responding to all commenters or answering any questions that are asked, your potential customers will trust you to be on their side. Wouldn’t you rather shop with a company who acknowledges your concerns and appreciates your interest?
One company that is famous for always engaging with their audience is Target, who never lets a comment get away without a response, thus building customer loyalty. A little recognition can go a long way.
Communicate What Matters
Having a Pinterest board is a good way of communicating what matters to your company. You should pin whatever your target audience might like to see. Think content, not sales. Think about what might interest your audience, and pin it to your board. If you concentrate too much on advertising, then you are bound to lose interest rather quickly.
But if you open your board to include common interests with your audience – even if they aren’t directly related to what you’re selling – that can go a long way to showing a more “human” side to your company. You want people to pin images from your board, which will get their friends seeing your company, repining these pins, and next thing you know, you have another pinner and potential customer. Voila!
What Is Your Competition Doing?
You can also use your Pinterest board to see what your competition is doing. What are they pinning? What are other people pinning from their boards? What else are their pinners pinning? What is trending? (See above about pinning what matters to your company.)
From there you can start to build your own Pinterest strategy to engage with your audience and build a following and community.
Track Your Pins
There are also tools available to track pins (and views of pins) from your site. (http://pinterest.com/source/yourwebsite.com) You can use these tools to see what is catching your audience’s collective eye. What works, what doesn’t work, what could use a little more work? Maybe you need to stock up on something that’s getting a lot of attention before the holiday rush. And don’t forget about the tools that will add a “Pin It” button to your website, to make it easier for your audience to pin to their Pinterest boards.
Is Pinterest right for your business?
There are so many advantages to using Pinterest, but before jumping in, it’s also important to make sure the effort and time investment is worth it. Like any social media platform, first, see if your audience is there and if they are looking for what you have to offer. Once you know that, then develop a strategy. How often will you pin? What type of content will you share? How will you drive people from Pinterest back to your site and into your sales funnel?
Still not sure?
Our signature M2 Method might be for you. We help you figure out your positioning and brand identity within your niche. That includes identifying your ideal customer and where they are online so you can easily reach them.
As of January 2019, according to Facebook, your cover photo displays at 820 pixels wide by 312 pixels tall on computers and 640 pixels wide by 360 pixels tall on smartphones.
Beyond the size of the photo, there are also some restrictions that Facebook has put into place and that you should know about. This is pretty important and I think also most overlooked by small businesses that don’t necessarily go looking for all the fine print.
Facebook cover photos cannot include:
a verified checkmark
third-party products, brands or sponsors.
Covers must not be false, deceptive, misleading or infringe on anyone’s copyright.
While there’s no 20% text rule anymore, you still want to keep things as visual as possible and keep the hard selling for someplace else.
It may be tempting to put direct calls to action and arrows pointing to the buttons in the bottom right. Fight the urge because on mobile it’s never going to appear correctly. And new visitors to your brand are not yet ready to take action.
Speaking about our mobile users, their experience is going to be different so try to incorporate a cover that works for both desktop and mobile.
Is your brand consistent on social?
This is one of the biggest issues we see with service businesses which is why we’ve created our signature Brand Canvas Method. We can help you align your message and brand identity in less than a week so you can start to get traction right away, not months from now.
Is a blog considered “social media”? We answer that question and a whole lot more.
When most people talk “social media”, I’ve noticed that it usually revolves around Twitter, Facebook, LinkedIn or FourSquare. I’ve even read numerous times, “I’m quitting social media, but you can still read my blog!”…
Before there ever was a tweet or a friend on Facebook, we blogged and people read and commented and interacted not only with the blogger, but the readers too. Then social “networks” popped up and people started using Twitter and Facebook to connect with each other; in new and different ways. There’s nothing wrong with Twitter and Facebook; LinkedIn, Foursquare, Bebo, Flickr or Vimeo.
These are great tools because they allow you to be where your customers are and to have an open dialogue with them. We use these tools every day and we use them right along side our favorite social media tool…the blog!
But, blogs are dead!
Not so much. Blogs may not be the “new” social media and eventually Facebook and Twitter won’t be either. That doesn’t mean they die. They still provide value and I recommend starting a blog to most of my clients.
Here are my top 10 reasons to blog:
So, get your blog on!
There are a ton of great websites about blogging and you could spend hours just building a list of them. Here’s my quick list to get you started:
Share your thoughts…
Do you have any blog tips or advice on blogging? Leave a comment below and let us know. And if you are a blogger and would be interested in participating in our ‘Awesome Blogger’ series, please get in touch with us—we would love to interview you!
Did you like this article? Please feel free to tweet about it or share it on Facebook!
Keeps your website looking fresh, interactive and fun!
Allows you to easily reach out to clients and potential clients
Building readership that could turn into new clients or recommend you to friends and colleagues
Easily share news and information about the business or employees
Provide tips, how-to’s and support which in turn builds trust and makes you an authority in your field
Makes you and your business more approachable
Helps with Search Engine ranking (SEO)
Provide answers to frequently asked questions
Engage your audience by asking questions and running polls
For me, the number one reason to blog is that a blog will bring a much more personal (“human”) face to your business. That doesn’t mean you shouldn’t be professional, but people are more inclined to build trust with the people behind a company. They want to get to know you!
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