If you want to grow and scale your coaching business, there are four offers that every coaching business should know about. These four offers will help you leverage and build relationships with clients and feed your business. 

 

In this article, we’re going to break down what these four offers are in detail, so you can assess where you are in your business and what is the natural next step. If you don’t use any of them,  there’s a chance that you’re leaving money on the table or struggling to attract the right clients. 

 

Let’s dive in:

• The Relationship Building Offer. 

The reason why people buy is that they have trust in you, your products and your services. Now the question becomes … How do I get my clients to trust me? By having a relationship building offer first! 

 

A relationship building offer is something free that builds relationships and will help you collect data. There are different things that you can create as a relationship building offer. You have probably seen these offers as a PDF checklist, a video series, a podcast, etc. It’s often something short that people can consume. The major challenge, however, with a lot of these relationship building offers, is that no one actually consumes them. I’m sure you have done it, you downloaded the PDF or other freebie, but you didn’t use it. So the biggest problem is that they only have value if people use them.  

 

So how do we solve this?

 

Deliver an online presentation through a webinar. In my opinion, it is the easiest and most effective way to get someone that doesn’t know you to immediately become a customer and engage. Why is that? You trust people when you spend time with them. And what webinars do? They compress the time that you need to build a relationship with someone. You are spending an hour or more together, depending on the webinar and spending the time together builds trust, and if you trust me, then you’re going to pay me. 

 

So if you don’t have a webinar as part of your beginning sales funnels, I highly encourage you to. It’s also a scalable way to build your database. People attend and turn into clients straight away while building a strong relationship.

 

And maybe people aren’t ready to purchase straight away, that’s OK. The impression that someone has about you after attending a presentation that you deliver, is going to be way stronger than an impression left by a PDF. Make things simple, have a webinar.

• Introductory Offer.

Some people will not be ready to jump into the most expensive thing that you offer. They might not have enough trust, but if you build an introductory offer, something that is easy to buy, it may lead them to buy more down the road. 

 

You want something that will give them a taste or preview of what you offer, something designed to wow them. The key is it needs to be short, and the progress needs to be visible. Make it happen in a short span of time, and be very specific to an issue your clients want to solve. 

 

By people experiencing a high level of progress, they leave blown away, confident and with more than what they expected. Then, they are more likely to sign up to the other offers. You want to focus on giving them an incredible experience, so when they want more, we have more to offer. Show them you care, and that it’s easy and affordable to join. 

 

What will be a great introductory offer for you? What is something that you know your clients want and need? If you give it to them at an affordable price in a short span of time – you will win that trust. 

• The Core Offer. 

This is that particular BIG transformation for your clients. This is the core program. It’s going to be your one to one or your “done for you” part that will help your client achieve a bigger outcome.  It’s very crucial that the outcome is specific, so clients can see the finish line. 

 

This is an error that I made and a lot of my clients have made before. The outcome becomes not measurable. If the outcome is not measurable, people cannot see how they’re going to finish the program. That’s why, for example, when you go to a course, or to university, they give you a diploma, there is an end or completion. If someone gives you a path with a never ending curriculum to study, without intermediate milestones and achievements, then it’s impossible to measure progress, and you will not feel successful. Also, you want to keep their motivation up. So, it’s important that in the core offer, the final outcome is specific. 

 

Now, a major difference between the core offer and the introductory offer is that the core offer outcome is going to be much bigger and will take longer to achieve most of the time. The outcome of the core offer is the biggest transformation you want to deliver. And if people have already experienced your introductory offer, they’re going to be more likely to join the core offer because they want the bigger transformation. 

 

Think about what the biggest transformation you want to provide is and what core offer you’re going to deliver. It can be a group program, a one to one, or a combination.

• The Retainer Offer. 

This is an offer that few businesses actually have because if you have the first three, you already have a strong business. BUT if you want to keep monetizing and giving the business stability, then you want to add the final one, which is a retainer offer.

 

A retainer offer is going to maximize and monetize more of the relationship and trust that you’ve built with your clients. It can be in the form of a retainer program, where people pay you a monthly fee to be part of or to be coached by you. It can also be a membership or a partner program. You can introduce your client to a business that you trust, that offers a complementary service, something different from yours, but that your client will benefit from.

 

For example, I love promoting a great friend of mine, Katya Varbanova. She’s the viral marketing queen. She’s incredible and amazing for anything viral on social media. Not only that, but she dominates every single social media platform, and she’s brilliant at teaching. I love to introduce my clients to Katya, why? Because I trust her. I know that she does a great job and I know that my clients need social media growth, even though it’s not my expertise. By doing so, now I’m earning a commission from every client that I send to Katya. So now I’m monetizing with partner offers. 

 

Be careful about the partners that you’re going to collaborate with. In particular, if you have a smaller audience or a smaller community, be more selective. I don’t like solely transactional partnerships. If I find someone that I really like, then I want them to have a presence in my community because I know that my members will need more time to warm up to them. So, select a few people, stick with them, and know where you’re sending clients. 

 

And that’s it! Don’t forget it all starts though with a great trust building offer and I would strongly suggest focusing on creating an incredible webinar when it comes to that! 

 

Not sure where to start with that? Why not check out our Webinar Conversion Accelerator? 

 

https://webinarconversionkit.com/webinar-conversion-accelerator

 

This training is designed to help you create a high-converting presentation and learn how to deliver it to make the biggest impact on your clients and in your business.