Free coaching sessions are a great way to build your new practice, or revive a struggling practice. There are two schools of thought on offering free coaching sessions. The first, says to always offer free coaching sessions to everyone. The second, says to never offer free coaching sessions, and if you absolutely have to do it only in a group setting. |
After your coaching practice is established you may be able to stop offering free sessions. But, if you are just starting out, they can be a very effective way to build your client base. If you are not offering free coaching sessions, here are three reasons that might persuade you to.
1. You will have a larger number of prospects. Who doesn’t like free? In today’s economy, or in any economy, free seems to be the one thing that motivates people regardless of monetary status, age, profession, etc.
The most effective way to offer free coaching sessions is during public speaking engagements. If you offer from the stage, you should have a decent amount of participation from the audience. You do need to be careful, however, that you are not attracting the wrong type of prospect. You will need to prequalify the people who are interested before you just start giving out free coaching sessions.
2. You will be able to see if you are offering free coaching sessions to the right niche.
You need to be mindful and look for patterns in the people who apply for free sessions. Are they all having the same problem? Is this problem something you help solve in your coaching practice?
For every 10 free sessions, you should sit down and analyze the problems people are coming to you with. If you are getting people who come to you with problems that are outside of your niche, you need to tweak your approach to offering free sessions. You must stay on top of this, or else you will end up wasting your own time by giving free sessions to people you cannot help with your coaching.
3. You will be able to create coaching programs and products from the information you glean during free coaching sessions.
Pay attention to what people are telling you during the free coaching session. If you have five people who come to you with the same problem, you need to make a note of this and consider making a product out of it. If you have 10 people who come to you with the same problem, you definitely need to make a product about it. And, if you have 25 people who come to you with the same problem out of 100 free sessions, you need to make a coaching program based on it.
The time and magnitude of the products and programs you create should definitely be in proportion to your research gained during the free coaching sessions. You do not need to create a $97 product for every problem people come to you with.
Use the less common problems to create an e-book or recording. Then, use this as a start for your sales funnel. Price this product between $.99 and $2.97. For a problem that is more common, you may want to create an album of recordings, typically three CDs is adequate. The pricing of this product should be between $29.97 and $39.97. For the problems that are the most common, you will want to create a large product that encompasses the solutions from several different perspectives. This product should contain anywhere from 3 to 5 complete modules containing audios or even videos and workbooks in PDF form. You will want to price this product at least $97.
When you are creating coaching programs, you will want a more detailed set of information available. It is best to have audios and videos along with at least one PDF workbook. If it is a self-contained program, that is one that people can use from start to finish without one-on-one coaching, the typical price would be between $197 and $297. There is no set rule on pricing in the coaching industry. It is what the market will pay for your information and services. If you create a coaching program that has a comprehensive curriculum as well as 6 to 8 group coaching sessions, your price could be anywhere from $397-$997.
This is all determined by how established you are as a coach, and the quality of your content. You can then use all of these products you have made to create your own sales funnel. And, you can go back and create low-priced e-books and recordings to start the sales funnel for the most common problems. In conclusion, free coaching sessions are a valuable tool to have in your coaching toolbox. It will help you to stay on the heartbeat of your tribe, or community you serve.
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