As a life coach, you have the power to transform lives through your unique expertise and guidance.

Yet, many talented coaches struggle with one critical aspect of their business: effectively selling their coaching packages.

You might be exceptional at coaching, but if you can't sell your services, your ability to make an impact remains limited. The good news? Selling coaching packages doesn't have to feel uncomfortable or complicated.

In this comprehensive guide, we'll walk you through a proven framework for creating, pricing, and selling coaching packages that resonate with your ideal clients. Plus, you'll discover how the right coaching management systems can streamline this entire process, allowing you to focus on what you do best—changing lives through coaching.

Why Package Your Coaching Services?

Before diving into the "how" of selling coaching packages, let's understand why packaging your services is crucial for your coaching business:

Benefits for Coaches

1. Predictable Income: Packages create consistent, reliable revenue streams compared to session-by-session bookings.

2. Higher Perceived Value: Well-structured packages communicate the comprehensive value of your coaching journey rather than isolated sessions.

3. Improved Client Results: Packages encourage committment and follow through, leading to better outcomes and testimonials.

4. Sustainable Business Model: Managing fewer clients on packages allows you to deliver deeper value while maintaining your work-life balance.

Benefits for Clients

1. Transformational Results: Packages provide the necessary time and structure for meaningful change.

2. Financial Clarity: Upfront pricing eliminates uncertainty about ongoing costs. Clients are signing up with 'eyes wide open'.

3. Committment: Making an investment increases client accountability and engagement.

4. Clear Expectations: Packages outline the service deliverables upfront thus creating trust.

Now that we understand the "why," let's explore the "how" of creating coaching packages that sell.

How to Create Coaching Packages That Sell

1. Identify Your Coaching Sweet Spot

Successful coaching packages start with clarity about:

Your Expertise: What specific knowledge, methods, or frameworks do you excel at delivering?

Your Ideal Client: Who benefits most from your particular coaching approach?

Your Value Index: What specific outcome(s) can clients expect from working with you?

When these three elements align, you've found your coaching sweet spot which is the foundation for creating compelling packages that sell.

2. Structure Your Coaching Package

Effective coaching packages include several key components:

Core Components:

Duration: How long is the coaching engagement? (3 months, 6 months, etc.)

Session Frequency: How often will you meet? (Weekly, bi-weekly, monthly)

Session Length: How long will each session be? (30, 60, or 90 minutes)

Communication Access: Will you offer support in between sessions? (Email, messaging, voice notes)

Resources & Tools: What assessments, workbooks, or materials are included?

Package Tiers:

Consider creating multiple package options to accommodate different needs and budgets.

Basic Package: Entry-level offering with essential components

Standard Package: Your recommended comprehensive solution

Premium Package: Enhanced experience with additional support and resources

CoachVantage is a coaching management platform that takes away the stress and administrative burden of over-thinking how to create, design and publish your coaching program sales page online.

Once you've entered all the relevant information about your coaching program, CoachVantage generates a sales page automatically. 

You can embed the sales page in your website or simply redirect your prospects to the sales page for them to sign up to your program.

3. Pricing Your Coaching Packages

"How much should I price my service offerings"?

This is a common question that many coaches ask.

Here are some tips on how to approach pricing confidently:

Value-Based Pricing: Calculate the tangible and intangible value clients will realize from attaining their goals.

Market Research: Understand what comparable coaches with similar experience charge.

Consider Your Costs: Factor in your time, platform fees, and business expenses.

Payment Options: Offer full payment with a discount and payment plans to increase accessibility.

You might be tempted to low-ball your coaching packages, driven by fear of scaring away potential clients.

It's important to strike a balance between pricing for affordability and pricing for the value that your clients will realize through your coaching.

The key is to be realistic, do your competitive research and don't undermine your value towards helping your clients achieve their goals.

Clearly articulate the benefits to your prospects about what they can achieve through transformational coaching with you.

The onus is on you to help them visualize what success looks like and how this will by far outweigh the investment in coaching.

When you price according to the value you deliver, you attract serious clients who are ready and committed to invest in change.

Pricing can be experimental especially when you are just starting out or building up your clientele base.

If you find that your package fee is unreachable for your ideal clients and results in lower than expected sales, think tactically.

Offer promocodes, special discounts or monthly installment plans to determine the sweet spot for willingness to pay.

As your clientele grows and as you obtain more testimonials and referrals, you can start to increase your fees.

The 7-Step Framework for Selling Coaching Packages

In this section, we'll explore a proven framework for converting prospects into clients.

1. Attract the Right Prospects

The most important step is to attract your ideal clients to book a discovery call with you. This requires:

Clear Messaging: Be crystal clear about who you help and how

Voice of Authority: Share insights that demonstrate your expertise. Include client testimonials whenever possible.

Strategic Visibility: Be present where your ideal clients spend time

Lead Magnets: Offer free resources that solve a small problem for your ideal client

2. Make Appointment Booking Easy For Clients

The 'discovery call' or 'free coaching taster' is your primary selling opportunity.

You need to make it really easy for prospects to schedule a call with you without playing email ping-pong to book an appointment!

Use an automated scheduling system that's embedded on your website.

Provide pre-call preparation questions via a webform that's built into your appointment booking page.

Send automated reminders to minimize prospects 'forgetting' about this important appointment.

Pro Tip:

CoachVantage is a coaching software tool that has an appointment booking feature that you can embed into your website. 

It also allows you to integrate a quetionnaire that prospects can complete as part of the booking process.

Once the booking is made, the contact data and answers to the form are automatically saved so you can access it easily and be well prepared for that all-important discovery call. 

3. Techniques for a Successful Discovery Call

A successful discovery call would look something like this:

Build Rapport (5-10 minutes)

Create a comfortable environment

Establish your credibility

Set clear expectations for the call

Explore Current Situation (15-20 minutes)

Ask powerful questions about their challenges

Listen actively for pain points and desires

Reiterate what you've heard them say to confirm the current situation

When they feel heard, they feel understood.

Uncover the cost of inaction

Envision the Future (10 minutes)

Help them articulate their ideal outcome

Bridge the gap between current and desired state

Increase emotional connection to their goals - "If you achieved _____, how would you feel?"

Present Your Solution (10 minutes)

Explain how your coaching package addresses their specific needs

Outline the structure, components, and benefits

Share relevant success stories

Address Concerns (5-10 minutes)

Invite questions and concerns

Respond with empathy and evidence

Distinguish between objections and requests for information

Call to Action (5 minutes)

Clearly explain next steps

Create gentle urgency

Make the sign-up process simple

4. Handling Objections

Objections are part and parcel of any sales process so don't be disheartened, be prepared to handle them!

Common objections you might encounter are:

Price: "I can't afford it right now."

Time: "I'm too busy to commit." or "I need to think about it."

Skepticism: "How do I know this will work for me?"

For each objection:

Acknowledge and validate their concern

Ask questions to understand the true hesitation

Provide relevant information or perspective

Suggest solutions when appropriate

Confirm if you've addressed their concern

Then ask again, "What else might be holding you back?"

Repeat until there are no further objections and until you get a YES! or a NO!

Or, at the very least, a confirmation of a date and time for a follow up call.

The minute your prospect has ended the call without a clear answer or committment, the chances of converting the prospect to a client is as good as dead.

5. Streamline the Onboarding Process

Once a client decides to work with you, they should experience a professional and hassle-free onboarding process.

Your client onboarding process should be planned and mapped out in advance. 

Yes, even before you begin selling!

Things to plan for include:

Getting your coaching agreement signed

Providing clear payment instructions

Onboarding clients with resources like introductory videos, a welcome note and clear instructions about how to schedule coaching sessions and coming prepared

Scheduling their first session

Using an integrated coaching management system like CoachVantage can automate this entire process — from e-contract signing to online payment to scheduling sessions.

When everything is streamlined and you provide a seamless and professional experience, your clients will feel like they are off to a great start thus avoiding 'buyer's remorse'.

6. Deliver Exceptional Value

The best way to sell more coaching packages is to deliver remarkable results.

Over-deliver on your promises

Celebrate client wins

Request feedback and adjust accordingly

Document client transformations (with permission)

7. Leverage Success for More Sales

Satisfied clients become your best sales force.

Don't be bashful about asking for testimonials at key milestones

Create a simple referral program

Showcase client success stories (with permission)

Offer continuation packages for ongoing support

Using Technology to Enhance Your Coaching Package Sales

Selling coaching packages becomes significantly easier with the right systems in place.

Modern coaching management platforms are designed specifically for life coaches who want to streamline their business processes and enhance their client experience.

Package Creation and Management

With the right digital tools, you can:

• Design Custom Packages: Create coaching packages with different structures, durations and fees
• Present Professionally: Showcase your packages with descriptions, benefits, and testimonials
• Offer Flexible Pricing: Set up one-time payments, subscriptions, or payment plans
• Track Package Progress: Monitor client engagement and completion rates

Streamline Client Acquisition

Technology simplifies the selling process through:

• Integrated Scheduling: Allow prospects to book discovery calls directly from your website
• Client Intake Forms: Collect important information before your sales conversations
• Professional Proposals: Send polished, branded coaching proposals
• Digital Contracts: Enable electronic signing of coaching agreements
• Multiple Payment Options: Accept credit cards, PayPal, and other payment methods

Enhance The Client Experience

Deliver a premium experience that justifies your pricing:

• Client Portal: Provide a secure space for session notes, resources, and communication
• Session Management: Allow clients to schedule sessions within their package limits
• Resource Library: Share worksheets, videos, and tools that support your coaching
• Progress Tracking: Help clients visualize their journey and celebrate milestones
• Automated Reminders: Reduce no-shows with timely notifications

Get Business Insights

Make data-driven decisions about your packages:

• Sales Analytics: Track conversion rates from discovery calls to paid clients
• Package Performance: Identify which packages sell best and generate the most revenue
• Client Engagement: Monitor completion rates and client satisfaction
• Revenue Forecasting: Project income based on current package sales

By leveraging coaching management platforms such as CoachVantage, you create a seamless experience from the first point of contact through the entire coaching journey—making it easier to sell your packages and deliver exceptional value.

Real-World Success Strategies from Top-Performing Coaches

Let's explore a few strategies used by successful coaches to sell their packages effectively.

1. The 'Free Masterclass (or Workshop)' Strategy

Offer a free masterclass or workshop that addresses a specific challenge your ideal clients face. During the workshop:

• Provide genuine value and quick wins
• Demonstrate your coaching approach
• Introduce your coaching package as the complete solution
• Include a special offer for attendees

For an example, check out personal development coach Vanessa Marie's free life coaching masterclass offer page.

2. The 'Strategy Session' Approach

Instead of a free "discovery call," offer a free "strategy session" where you:

• Effectively provide a coaching taster session (serves as the 'hook')
• Demonstrate your coaching style and expertise
• Show the value of your full program
• Make a natural transition to your offer

Life coach Carole Ann Rice provides a free 30 min trial life coaching consultation call as a means for prospective clients to experience what working with her would look like.

3. The 'Content Nurture' Method

Create a content sequence that:

• Educates prospects about their challenges
• Positions you as the expert guide
• Introduces your coaching methodology
• Culminates in an invitation to learn more

Leonie Novorol from the Happy Heart Co. offers a "Business Deep Dive Coaching Package" for solopreneurs.

Through a structured content sequence, she educates prospects about challenges in growing a coaching business, positions herself as an expert guide, and introduces her coaching methodology.

This approach culminates in an invitation to engage in personalized coaching sessions.

4. The 'Success Story' Showcase

Share detailed client transformation stories that:

• Highlight specific challenges similar to your prospects'
• Walk through the coaching journey step by step
• Showcase measurable and emotional results
• Include a call to action for those seeking similar outcomes

Smita D. Jain is an executive and personal empowerment life coach who highlights detailed client transformation stories on her website.

These success stories provide insights into the challenges her clients faced, the coaching journey they undertook, and the outcomes they achieved.

Common Pitfalls to Avoid When Selling Coaching Packages

Avoid these mistakes when creating and pitching your coaching offerings:

1. Focusing on features instead of transformation: Talk less about session frequency and more about outcomes.
2. Over-complicating things: Keep your offerings clear and straightforward.
3. Under-charging out of fear: Price according to value, not your comfort level.
4. Selling to everyone: Be willing to say no to clients who aren't an ideal fit.
5. Rushing the sales process: Build rapport and understand needs before presenting solutions.
6. Neglecting follow-up: Many sales happen after the initial conversation.
7. Managing everything manually: Using spreadsheets and separate tools creates inefficiency and errors.

30-Day Action Plan to Optimize Your Coaching Package Sales

Here's a suggested 30-day action plan that you can put into motion to optimize how you sell your coaching offers:

Days 1-7: Package Refinement

• Review your current offerings
• Research competitor packages
• Define your unique coaching methodology
• Create or refine your package tiers

Days 8-14: Sales Process Development

• Script your discovery call framework
• Practice handling common objections
• Create a follow-up email sequence
• Set up your coaching contracts

Days 15-21: System Implementation

• Research coaching management platforms
• Choose a solution that fits your needs
• Set up your coaching package sales page in the platform
• Integrate scheduling and payment systems
• Create your client onboarding workflow

Days 22-30: Testing and Optimization

• Conduct practice discovery calls
• Gather feedback on your package presentation
• Launch your refined offerings
• Track results and make adjustments

In Summary

Selling coaching packages effectively transforms you from merely a skilled coach to a successful business owner.

After all, sales is the lifeblood of any business. 

It's even more important as a solo business owner where you're multi-hatting as CEO, CMO, Sales Rep, Accountant, Coach, and more!

When you create value-based packages, master the sales conversation, and implement efficient systems, you create a sustainable business that allows you to focus on what matters most—helping your clients achieve transformational results.

Remember that selling doesn't need to be sleazy and isn't about pushing unwanted services; it's about confidently offering solutions to people who genuinely need your help.

When approached with authenticity and client-centered focus, selling becomes an act of service—matching your valuable expertise with those who will benefit most.

Ready to streamline your coaching business and sell your packages more effectively?

Try CoachVantage today for free and see how easy it is to create your coaching program sales page and automate the entire sales and client onboarding process.