Because we are dedicated to helping coaches and practitioners reach "financial sustainability" as well as their clients maintaining "sustainability of change", nothing can be more important than putting together an offering for clients that is 3-dimensional and saying no to a session-by-session weekly commitment model.
What that means is designing a package where the offering is coherent, cogent, and comprehensive. Where the client is moving through stages or phases that logically fit together in a holarchical way--each stage building on the previous stage or phase.
But recently, nascent practitioners have been asking me essentially this questions: "what if I am not yet clear about my offering? How can I figure out what to offer them when I am so unclear yet about my deepest gifts?" I want to answer this very important question because I have noticed that requiring the apprentices to come up with a full offering can be overwhelming and does not assist them in professional evolution, but has them contract and regress.
So, backing up to more fundamental ways to build your practice when you are new:
- Go ahead and work session by session at first. Schedule that single session
- Let them know at the beginning of the session, that once they experience you, at the end of the session, you will offer them an opportunity to sign up for more--then drop the subject and focus on their needs and outcomes
- This has them know what to expect and takes away any objection to you offering it--and gives the client a smoother more integrated experience
- At the end of the session ask them what they liked about it
- Ask them if they want more of that
- Provided you were effective, they will say yes
- Offer them a package of 4 or 6 session with a discount if they buy them all now. For instance--buy 6 get 1 free or some such offer.
All too often I have seen practitioners say some version of "if they liked the work..." or worse, "if it is meant to be then they will ask for more". Not necessarily. Sometimes they just need you to ask. Sometimes they get distracted. And even if true, I have found it is all too often a gussied-up way to avoid what is realling going on--fear and anxiety about selling--while pretending to have a "accept whatever happens" orientation to life.
Rarely, do I sense it is an authentic developmental stage they have reached.
Most importantly, if you truly want to be successful, you need to integrate the fact that no matter how good you are or effective at your craft, you are the locus of responsibility to make things happen.
That, and if you really care about your clients having permanent sustainable change you will offer them a package. Would you go to the gym once and expect to be able to compete in weight lifting? Would you go once and think you have reached a new level of fitness?
So it is with the muscles of your [and your clients'] internal experience. Help them get the exercise they need so they can attain a new level of mental and emotional fitness--a new baseline of success and fulfillment in their life, and you get financial sustainability in the process. Together, we all create a better world.
Now that is a true win-win-win.