Hey, gorgeous Lucky Bee!
Today I’m responding to a question I received on my Facebook page:
Should you charge more for in-person work?
I think this is a really great question, so let’s get straight into it.
Prefer to listen? Press play below.
When I started my life-coaching business, like a lot of people in the service industry, I did all of my sessions face to face.
My market was limited to my town
Face to face time really limits your service. I would usually meet my clients in a coffee shop, but I got a bit over it once I realized the limitations of in-person work as a general base-level service.
For example, I didn’t think about the time involved in driving somewhere. And before I even drove there, I had to put on makeup, do my hair, and put on a bra – you know how much I love that! After I got there, I had to pay for parking, meet my client in a coffee shop, and pay for coffee.
I also found that it was quite tricky with boundaries. Instead of spending an hour with my client, I would spend two hours because I was sitting in front of them and found it difficult to cut off our sessions.
Focus on the results
When I started offering Skype sessions, first of all I was stoked because I had opened my market up to the whole world. Suddenly I could coach anyone, anywhere and I could coach a lot more people in a day instead of only one, two or three clients.
I remember at the time a client asked me, “Are your sessions discounted for Skype?” Like a lot of new (and new-ish) entrepreneurs, I wasn’t confident with my pricing. I remember thinking, “Oh my God, I’m such a bitch for wanting to charge the same for in-person work as I am for my Skype coaching! I should discount it.”
Luckily, I didn’t because I realized people were paying for results, not the method of delivery. Clients still got the same great results from a session with me, and suddenly there were a lot of other benefits for them as well.
Boundaries benefit your clients too
Firstly, when clients don’t have to sit and look someone in the eye, it can actually be a lot less pressure for them to perform. I know as a client, for my kinesiologist for example, I love having some distance.
And it’s great to be able to keep the sessions to an hour. You might say, “Well that’s great for you, but how does it benefit your clients who were getting two-hour sessions before?”
The truth is, when you have good boundaries with your clients, they always achieve better results. It’s because you’re able to be much clearer and hold them accountable: they’re more focused and you get a lot more done in each session.
Create your premium service out of your in-person work
When I realized there were benefits for both sides, I actually said, “No, I’m not discounting my coaching for Skype sessions, however, if you would like to meet with me one-on-one, here’s my premium VIP service and you can book it in at X rate.”
You can put an awesome package together and say, “Hey we’ll go somewhere nice and have a great lunch. You can have XYZ. You can have a lot more time.”
That’s a VIP service, and that’s the way to go about it.
Shift the mindset that people are paying to actually sit down with you, or that they’re only paying for the in-person interaction. They’re not: they’re paying for the results you can get them, not necessarily the way you deliver those results.
Setting strong boundaries will help them achieve better results, and if clients want to work with you a bit more personally, or they want to have lunch, or a longer-term connection, that’s a premium service.
I hope that answers the question.
It’s a short and sweet one, but I want you to think about where in your business you’ve been focusing more on your method rather than the results.
If you have been doing this, remind yourself:
I am enough.
I am enough.
People are paying for results with you – and that’s enough. You don’t always have to deliver it face-to-face.
How do you have that conversation?
Are you worried that clients will think you’re a bitch for holding those boundaries?
I’ve got a free eBook for you if you do need help with awkward conversations. Maybe a client has asked for a discount, or maybe someone’s asked you to extend your early-bird offer.
These are all part of the boundary conversations we need to have with clients, so the eBook outlines many different awkward conversations you’re going to face in your first couple of years of business.
You can get that free ebook www.LuckyBitch.com/awkward
It will give you some great word-for-word scripts so you can easily deal with those awkward conversations. The more you have them, the less awkward they’re going to be!
Believe in the results clients get from working with you, and believe in your worth.
Have yourself a lucky day – it’s your time and you’re ready for the next step!
P.S. I get questions all the time about if I’d ever do private coaching again. Honestly, I don’t think so. However, I’ve got something really exciting cooking for October, that will be interactive to help you finish the year out with a bang! Stay tuned…
Did you miss last week’s post? Check it out here: My Best Business Investments