how to - janet · • allows you to generate passive income e.g. content library • allows you to...
TRANSCRIPT
COVER
How toCREATE
COACHING/CONSULTANCY
PACKAGES
Janet Murray
Q: Have you created a coaching package before?
123
What we’ll cover
Deciding on the theme of your coaching package
Creating a ‘menu’ for your coaching/consultancy package
Adding ‘extras’ + creating your fair play agreement
Q: What is the most unhelpful phrase you can say (or think) in any training situation? (and what do you need to ask instead?
1 CARRY OUT MARKET RESEARCH: WHAT DO YOUR IDEAL CLIENTS NEED HELP WITH?
2 DECIDE ON A TOPIC FOR YOUR COACHING/CONSULTING PACKAGE
3 AUDIT YOUR LEARNING MATERIALS - DO YOU HAVE ANYTHING YOU COULD REPACKAGE OR REPURPOSE?
4 DECIDE ON YOUR DAILY AND PER PERSON RATES (IF YOU HAVEN’T ALREADY)
5 CREATE YOUR ‘CORE OFFER’
6 DRAFT YOUR ‘MENU’
7 CREATE YOUR COACHING AGREEMENT
8 CREATE YOUR FAIR PLAY AGREEMENT
9 COLLATE YOUR WARM LEADS
10 CONTACT YOUR WARM LEADS TO LET THEM KNOW ABOUT YOUR OFFER - CONSIDER OFFERING A LAUNCH PRICE
CREATING YOUR COACHING/CONSULTING PACKAGE
CHECKLIST
Janet Murray
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• Video tutorials
• Audio/Podcasts
• Cheat sheets
• Checklists
• Templates/swipe files
• PDF guides
• Ebooks
• Books
Q: WHAT CONTENT DO YOU
ALREADY HAVE THAT COULD BE USED AS
‘LIBRARY’ CONTENT?
Q: IS THERE A CENTRAL
PROGRAMME THAT ALL YOUR
CLIENTS COULD FOLLOW?
(BIG TIME SAVER!)
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252 WORKING DAYS A YEAR (MINUS 20 DAYS HOLIDAY/SICK)232 WORKING DAYS A YEAR
232
252
TARGET INCOME £30K = £129 PER DAY
Key questions to ask yourself
• How many days prep are involved to deliver one day’s training/consultancy?
• Do you need to factor in travel? • Do you need to include marketing? • Should you be charging by the person and not
the hour? • Do you have the experience/social proof to
justify your rates?
You are a media agency selling SEO services for £500 per month.
The average client stays with you for 6 months so is worth £3k to you but you currently have no email list.
I train your whole team of ten in email marketing strategy and help you get your email list to 5k you’re likely to make around £300k (based on a conversion of 1-2%).
Why shouldn’t I just go in and do a day’s training on email marketing? What is my input REALLY worth?
Should you charge per person?
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CALL-TO-ATTENTION
Are you a coach, consultant or expert who feels frustrated because you’re constantly trading time for money?
25 WORDS
INVITATIONWould you like to create more predictable
sources of revenue e.g. online courses…but feel you’d struggle to sell them, as you
don’t have a big online following?
25 WORDS
OFFERJoin my Build Your Audience Programme for Coaches, Consultants and Experts
and you’ll learn to build your audience - and your authority - so you can go from best-kept secret to best-known expert
in your industry.
25 WORDS
CREATING YOUR CORE OFFER
CALL-TO-ATTENTIONImagine you’re standing in a crowded room. You know the people you want to reach are in there but you
can’t see exactly where they are. What would you shout to get their attention? e.g. ‘Calling all long-distance runners, business owners, visiting lecturers’. You can pose this as a question.
INVITATION Ask them a question that relates to what you can help them with e.g.
‘Would you like to learn more about…?’
CALL-TO-ACTIONTell them what you want them to do next (one-thing).
OFFERTell them what you can help them with.
5 MINUTES
MAXIMUM25 WORDS
3 MINUTES
MAXIMUM25 WORDS
5 MINUTES
MAXIMUM25 WORDS
5 MINUTES
MAXIMUM125 WORDS
5 MINUTES
MAXIMUM25 WORDS
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Q: What reasons might you have for NOT creating coaching packages?
• Every client is different • What if they want something that isn’t in
my coaching/consulting package? • What if they choose a package, but decide
later that the want something different? • It’s selfish
Common Objections
Q: If you can’t create a coaching/consultancy package for your business you’ve got a problem. What is it?
CON TEN T
COACHIN G
TRAIN IN G RESEARCH
STRATEGY
DON E-FOR-YOU
TRAINING
CONTENT
ACCESS
COACHING
CONTENT
RESEARCH
TRAINING
COACHING
STRATEGY
DONE-FOR-YOU?
• Allows you to generate passive income e.g. content library
• Allows you to repurpose and recycle content e.g. workshops, handouts, slides
• Allow you to set up ‘set and forget’ processes
• Allows you to outsource more effectively
Why I love packages (and you should too)
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FAIR PL AY AGREEMENT: LOVE MARKETING MEMBERSHIP
I’m am so excited to be working with you in the Love Marketing Membership. I wanted to make sure you are clear on what to expect from the membership so here’s a few key things to note.
WORKING HOURS
1. My working hours are 9-5pm (BST/GMT) Mon-Fri although this may vary when/if I am travelling. This means if you email/post a question relating to the course during those hours, you can expect to receive a reply within 24 hours if it’s a working day (longer if it’s the weekend). You may receive a reply from myself or from one of my team members.
2. My team members keep the same hours….so please respect their right to have an evening/weekend. This includes private messaging them on their personal Facebook accounts. If you do want to contact the team via Facebook please go via my page:
RESPONSE TIMES
1. Due to the high numbers of students enrolled on my online courses, I am not able to answer individual questions via email. If you would like to book a 1-2-1 consultation with me please email [email protected] for fees and availability.
2. If you have a question, please tag me in I will reply within 24 hours if it’s a working day (working hours listed above). Please appreciate I get a LOT of notifications so if I miss your post, it is not intentional - so just re-tag me and or nag one of my team members: Jo Francis, Lisa Crossland and Hannah Otto and they will get onto me (in the nicest possible way!).
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1 CARRY OUT MARKET RESEARCH: WHAT DO YOUR IDEAL CLIENTS NEED HELP WITH?
2 DECIDE ON A TOPIC FOR YOUR COACHING/CONSULTING PACKAGE
3 AUDIT YOUR LEARNING MATERIALS - DO YOU HAVE ANYTHING YOU COULD REPACKAGE OR REPURPOSE?
4 DECIDE ON YOUR DAILY AND PER PERSON RATES (IF YOU HAVEN’T ALREADY)
5 CREATE YOUR ‘CORE OFFER’
6 DRAFT YOUR ‘MENU’
7 CREATE YOUR COACHING AGREEMENT
8 CREATE YOUR FAIR PLAY AGREEMENT
9 COLLATE YOUR WARM LEADS
10 CONTACT YOUR WARM LEADS TO LET THEM KNOW ABOUT YOUR OFFER - CONSIDER OFFERING A LAUNCH PRICE
CREATING YOUR COACHING/CONSULTING PACKAGE
CHECKLIST
Janet Murray
@jan_murray
@janmurrayuk
JanetMurrayUK/