BUSINESS BREAKDOWN

‘IF YOU CAN SEE IT, YOU CAN ACHIEVE IT’

by Brendan Chaplin

Hey friend,

It’s easier to sell a £5k transformation than a £50 coaching session.

Let me explain. But first, I need to get your input on something. I’m considering putting together an event for a few people where we break down exactly how you can build a really profitable, enjoyable, impactful coaching business. It will be an in-person event in Barcelona later this year. Could you let me know if you’d fancy that by clicking the button below please?

Back to £5k programmes.

When I first started out over 20 years ago I had no idea how to get clients. I took what I could get, said yes to everything, and sold sessions and sometime blocks of sessions to get paid.

I was selling martial arts coaching for £25 per session and then PT for £40 per session.

Over time I grew my business but people were always cancelling, skipping sessions, and I couldn’t deliver my best work. Very Frustrating.

Then someone approached me and asked me to help them drop 3 stone and they wanted it done by their birthday (around 4 months away). They said tell me how much that will cost, I will do whatever it takes.

“…heard that before”, I thought to myself.

But I was in a place where I wanted to test myself and put together a package that was for total lifestyle management including nutrition and exercise. I priced it quite low to get the business at £800/m, £3,200 total.

When I called them to discuss things I said “if you do everything in this plan you will lose 3 stone (36 pounds) in 4 months. If you don’t you won’t”.

They paid in 2 payments of £1600. No arguments, offers to discount or anything like that.

And then some really interesting things happened.

They occasionally missed a session but didn’t ask for a refund.

They hit the target with weeks to spare.

Within a month I’d had a referral who joined under the same terms. And then more.

We became friends and later did some business projects together.

I was invited to the birthday party!

We brainstormed other programmes and ideas and how to sell them to this clients friends, fellow business leaders. We launched some.

That was the turning point in my realisation to sell outcome led programmes and offers. I’ve been doing it for over 15 years and it’s what I teach.

Let me be clear.

When you create a compelling programme, price it high enough to be valuable to the right people, mix in the right circles, and believe in your programme, it is FAR easier to sell than £50 sessions.

When I look back at that particular sale and how it came around it wasn’t luck. I’d been writing in magazines. Doing talks. Building my authority. Investing in myself. Expanding my circle of influence.

That enquiry was a result of my behaviour.

The catalysts for you being able to sell at this level is not how known you are on instagram, it’s the following:

1. You must believe you’re worth it.

2. You must behave like you’re worth it.

3. You must stretch yourself to really deliver the outcome.

There’s a lot in these three statements. The answers are there, and those three statements are where the impact and the income are made.

Behaviour is everything. It’s mixing in the right circles, initiating conversations, being genuinely equal with the people you serve. But you can’t behave like that if you don’t believe in yourself. You must do the inner work to make that happen.

You can do it.

If in doubt, begin.

B. Xx

When you’re ready here’s 4 ways I can help you…

1. Apply to work with me. I will partner with you to launch, build and scale your online business. Click here to find out more.

2. Spend 2 immersive days with me in Barcelona building your business and your life. Click HERE to find out more.

3. Book a 121 Coaching Session with me. Whatever your dreams, struggles or challenges be they financial, personal, physical, or a combination we will figure them out and create a new human. Click here to find out more.

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