Pricing + Value

Pricing Made Easy

• How to set rates and Powerful Pricing on packages
• Get present
• Don't avoid the money conversation.
• Follow the formula for pricing you can "hold"
• Stop trading time for money.

Step One - Your Financial Goal

• Add up ALL of your known ANNUAL expenses (all of your monthly bills plus any quarterly or one time expenses).
• Add all the specific purchases you want to make over the next 12 months including coaching, investments
• Add taxes, insurance, etc.
• Then divide that total sum by 12 to get your MONTHLY Financial Goal.

Step Two - Private Clients

• To determine your Ideal Number of Clients per month, start by looking at private client sessions for a single week:
• How many one-on-one individual clients sessions would you like to hold?
• Ideally, how long would each session?
• Once you have the ideal number of individual sessions you'd like to host per week, multiply that number by 52 and then divide the result by 12 months.
• Add in costs

Step Two - Private Client EXAMPLE

• Joan's Goal = $80,000 annually Private Clients - Joan is an energy healer who wants 10 private sessions per week.
• Joan's sessions are 60 minutes in length.
• Joan would host 520 private sessions per year. (10 x 52 weeks)
• Joan would charge $155 per session ($80,000 / 520 sessions = $153.85 per session)
• Joan's expenses include rent, advertising and utilities = $2,500 per month or $30,000 Ann.)
• Joan clears $50,000 or she could charge more per session!

Step Two - Determine Classes / Workshop

• Determine your annual goal. Determine how many classes, workshops, masterclasses sessions would you like to hold each month?
• Determine the OUTCOME you are creating with each offering.
• Determine costs and splits with hosts / studios.

Step Two - Determine Classes / Workshop

• Determine your annual goal. Determine how many classes, workshops, masterclasses sessions would you like to hold each month?
• Determine the OUTCOME you are creating with each offering.
• Determine costs and splits with hosts / studios.

Step Two - Yoga Teacher EXAMPLE

• Jim's Annual Goal = $60,000
• Jim's "Promise" - Overcome the Fear of Handstand + Feel Alive.
• Funnel - Ongoing Drop-in classes => Go Deeper Workshop => One Day Masterclass => Annual Retreat => Certification How to Teach Handstand

Step Two - Yoga Teacher EXAMPLE

• Annual Goal = $60,000
• Drop-in Classes 3x week,12 per month @ $60 per class = $720 per month or $8,640 annually
• Monthly Workshop - $60 x 20 students = $1200 (-50%) = $600 or $7,200 ann.
• Monthly Masterclass - $150 x 10 = $1500 (-50%) = $750/month $9000 ann
• Annual Retreat - 20 x $1000 = $20,000
• Bi-Annual Teacher Training - 30 x $600 = $18,000
• TOTAL = $62,840 (after studio split)

Step Two - Packages Example

• Sally's Annual Goal = $80,000
• Sally's Promise: Reignite Passion in Your Marriage
• Sally's Funnel - Free download => $99 intro program => $499 8-week program =>$5,000 Masterclass
• She wants to take 8-weeks off per year.

Step Two - Packages Example

• Sally's Annual Goal = $100,000
• Free download (costs her $100/month to host plus FB ads -$1k)
• $99 Intro - Fully Leveraged 10 per month = $990 x 12 = $11,880 Ann.
• $499 - 8-week - Offered 3x Year with 20 people on average = $29,940 ann
• $4,000 Masterclass - Offered 1x Year with 20 people = $80,000
• TOTAL = $121, 820 (-$13,200 in FB ad) = $108,620

Step Three - Determine Value

• Make sure the value you are giving EXCEEDS the investment you are requesting from your clients/students.
• What will they gain from working with you?
• How will they be changed?
• How will you be adding to their life?

Step Three - Determine Value

• What components do you need to make sure are included in your offerings / program so that they have every opportunity to experience the answers to the previous questions?

Step Three - Determine Value

• Will they need an Intensive Experience? 2hr? 4hr? A full day?
• How much support from you will they need?
• Any supplemental material?

Step Three - Determine Value

• What duration of time will your clients/students need to work with you to experience the results they are expecting?
• One day? One month? 3 months? 6 months?

Step Three - Determine Value

• Does the value your clients/students receive EXCEED the investment?
• Remember you are not selling your time, you are selling results.

Step Four - Stay Centred

• Resist the urge to discount or lower your prices based on your thought about what you "think" people will pay or your own fear of rejection.
• Keep focused on the ideal client.
• Get good at "sales".
• Reach out for help if you find yourself resisting asking for what you want.