The Value Scale

If you are like many coaches practising in the field today, you are most probably charging your clients based on the amount of time they spend with you, e.g. £60/hour, £260/month, etc. I happen to believe that this is wildly non-sensical and I hope you can see why in this newsletter. Here goes...

If you think about it, by discussing your charges based on the time people have with you, you keep the prospect focused on the exchange of their loot for your time.

To illustrate this more fully, think of a set of scales. On the one side is your time and on the other side is the client's money. Not exactly an enticing proposition for the prospective client is it?

I would humbly suggest that being human the prospect is most interested in themselves and the end results they get from working with you. Therefore, doesn't it make sense to keep the focus on the benefits people gain rather than the amount of time they spend with you? The amount of time people spend with you is almost inconsequential contrasted to the results they achieve.

Instead, consider a more client-focused scale - one that is focused on the results they receive...

On the one side is the client's green stuff. On the other side are the results you create in the life of your client. The more vividly you can describe the results that people will gain by working with you the more easily the prospect can see the sense in transferring their lucre from their pocket into yours.

In fact, the more value you can stack on your side of the scale, the more loot you can justify being transferred your way.

P.S. The reason that I use the words green stuff, loot, lucre is because if I use words such as money all the time, you may never receive this e-mail in the first place. Damn sp@m filters - they make you become a verbal gymnast :-)

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How to Set Your Coaching Fees Teleclass

Are you unsure about how to charge for your coaching services? Maybe you feel uncomfortable discussing this topic with prospective clients. Well, on Wednesday, 21st September at 8pm (3pm EST and 12noon PST), I will be delivering an informative teleclass on how you can set the fees in your coaching practice.

To get your complimentary place on the teleclass, just send a blank e-mail.

If you don't receive details within 24 hours then please let me know and I'll send the details to you personally.

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> Tips on changing the scale

Here are some ways that you can move from a time-based scale to a value-based scale:

1. Articulate - Take the time to identify and articulate the results that people gain by working with you. The more vividly you can describe the benefits people will receive, the more logical the exchange will seem.

2. Add More to Your Side - Focus on adding more and more value to your side of the scale so that you can more easily justify your fees.

What can you add to your side of the scale to increase the load required on the other side??

3. Compare - In any discussions on pricing, always compare the value you provide to the benefits the prospective client will receive rather than the time they spend with you.

So, are you using a value scale?

With very best wishes,

Authentic Practice
helping coaches to get more clients
45 Capitol Court
Old Coach Road
Wollaton
Nottingham
NG8 1GX

Website: http://www.authenticpractice.com

Tel.: (0115) 928 3070 or (0845) 123 5105
Mobile: (07811) 262 111

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I work with coaches who have a strong desire to help others but are currently struggling to get clients. I help them to attract more clients and create a stable coaching practice to make a difference in the world.

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