Offer Overhaul: How to Package & Price Your Coaching So Clients Say ‘Yes’ Faster
You’ve probably heard it a thousand times: “Just charge what you’re worth.” But here’s the brutal truth: that advice is keeping you broke and your ideal clients confused.
You’re sitting there wondering if you should charge $150 per session or $1,500 for a package. You’re second-guessing every price you put out there. And meanwhile, coaches with half your experience are booking clients left and right at prices that make your jaw drop.
The problem isn’t that you’re not qualified. The problem is you’re pricing like everyone else: and everyone else is doing it wrong.
Why Your Current Pricing Strategy Is Sabotaging Your Sales
Most coaches approach pricing backwards. They calculate their time, add a margin, and hope clients bite. This is called cost-plus pricing, and it’s the reason you’re struggling to fill your client roster.
Here’s what’s really happening: You’re selling time instead of transformation. When you charge $150 per session, clients are mentally calculating, “Is this hour worth $150?” That’s a losing game because they can’t see the value until after they’ve experienced it.
But when you package your coaching into a results-focused offer? Everything changes. Suddenly, clients aren’t buying your time: they’re investing in their future success.
The Three-Phase Pricing System That Actually Works
Forget everything you’ve been told about finding your “perfect price.” Your pricing should evolve as your business grows, and here’s exactly how to do it:
Phase 1: Penetration Pricing (Months 1-3)
Your goal: Land paying clients fast to build confidence and testimonials.
Price range: $1,500-$2,500 for a 3-month package
This isn’t about being cheap: it’s about removing price as a barrier while you validate your offer. Three months is your sweet spot: long enough to create real change, short enough to maintain momentum, and easy to sell on calls.
Phase 2: Income Replacement Pricing
Your goal: Replace your previous income with coaching revenue.
Price range: $3,000-$5,000+ for similar packages
Once you have proof, testimonials, and confidence from Phase 1, you raise your rates. This is where most successful coaches settle in for sustainable growth.
Phase 3: Premium Positioning
Your goal: Command premium pricing based on proven results.
Price range: $10,000-$50,000+ depending on your niche
With a track record of transformations, you can charge what top-tier coaches charge. But you can’t skip to here: you earn this level through phases 1 and 2.
The Package Structure That Makes Clients Say Yes
Stop selling individual sessions. Start selling outcomes. Here’s the tiered approach that works:
The Core Transformation Package ($1,500-$3,000)
- 8-12 sessions over 3 months
- Email or Voxer support between sessions
- Custom worksheets and resources
- Mid-point progress check-ins
This is your bread and butter. Most clients will choose this option because it feels comprehensive without being overwhelming.
The VIP Intensive ($3,000-$6,000)
- Deep-dive sessions over 4-6 weeks
- Unlimited support access
- Personalized action plans
- Accelerated timeline for urgent results
Perfect for clients who want fast transformation and are willing to invest more for immediate attention.
The Starter Package ($500-$1,000)
- 4 weekly sessions
- Basic email support
- Essential resources only
Use this to capture clients who aren’t ready for your core offer but want to work with you.
What Should My Coaching Package Include?
Your packages should feel complete, not bare-bones. Every successful package includes:
- Weekly or bi-weekly coaching calls (45-60 minutes each)
- Between-session support via email, text, or voice messages
- Resources and tools that support your coaching methodology
- Clear deliverables tied to specific outcomes
The key is creating packages that solve a complete problem, not just provide access to you.
How Do I Price My Coaching Services Competitively?
Here’s the thing: you don’t want to be competitive on price. You want to be competitive on value and results.
When you try to undercut other coaches, you attract bargain hunters who question every decision and rarely get the results they want. Instead, focus on:
- Specific outcomes you help clients achieve
- Unique methodology or approach you use
- Proof of your results through testimonials and case studies
Price confidently based on the transformation you deliver, not what others are charging.
The Payment Plan Strategy That Increases Your Yes Rate
One of the fastest ways to get more yeses? Offer payment plans without lowering your price.
Instead of a $3,000 lump sum, offer:
- 3 monthly payments of $1,000
- Or 6 payments of $500
This removes the financial objection while maintaining your package value. Just make sure your payment plan covers any additional administrative time and potential drop-off risk.
The Biggest Pricing Mistakes You’re Probably Making
Mistake #1: Trying to find the “perfect” price before working with clients
Your pricing will evolve. Start with what feels right and adjust based on real market feedback.
Mistake #2: Competing on price instead of value
When you’re the cheapest option, you attract the wrong clients and devalue your expertise.
Mistake #3: Not raising your prices as you gain experience
Your first client shouldn’t pay the same as your 50th client. Increase your prices regularly as your skills and confidence grow.
Mistake #4: Selling sessions instead of solutions
Clients don’t want to buy your time: they want to buy results. Frame everything around the outcome they’ll achieve.
How to Position Your Packages for Premium Pricing
The most powerful shift happens when you stop asking “What am I worth?” and start asking “What is the value of the result I deliver?“
For executive coaching, this might mean showing how your package leads to a promotion worth $30,000 annually. For business coaching, it’s the revenue increase clients generate. For life coaching, it’s the confidence and clarity that transforms every area of their life.
The specific outcome you highlight makes your price feel reasonable by comparison.
Why Most Coaches Struggle to Raise Their Prices
You’re probably undercharging because you’re focused on your own financial comfort instead of your clients’ transformation. Here’s the mindset shift that changes everything:
Your clients aren’t paying for your time: they’re investing in their future success. When you deeply believe in the value you provide, pricing becomes easier because you’re not selling yourself, you’re selling their better life.
Your Action Plan for Profitable Package Pricing
Ready to overhaul your offers? Here’s your step-by-step approach:
- Choose your starting phase based on where you are right now
- Create one core package that solves a complete problem in 3 months
- Test your pricing with 3-5 discovery calls
- Adjust based on feedback and market response
- Raise your prices every 5-10 clients in the beginning
Remember, your pricing strategy should make you slightly uncomfortable: that’s how you know you’re charging what you’re actually worth.
The coaches who succeed aren’t necessarily the most qualified ones. They’re the ones who package their expertise clearly, price it confidently, and present it as the obvious solution to their clients’ biggest problems.
Stop guessing at your prices. Start packaging your transformation. Your future clients are waiting for someone who believes in their own value enough to charge what they’re worth.
Ready to transform how you package and price your coaching? Book a strategy session and let’s build an offer that converts.
Ready to Break the Double Standards Holding You Back?
If you’re tired of playing by rules that don’t apply equally, here’s what’s next:
Book a Clarity Call with Lisa Benson. Let’s map out your next 90 days with tactical strategy, not theory. We’ll look at where you are, where you want to go, and exactly what needs to happen to get there.
Start with the 9-Line Business Roadmap. Get the framework that helps women service providers scale to consistent $5K-$15K months without burning out or sacrificing boundaries.
Learn About Operation Six-Figure. Our signature coaching system installs repeatable systems for growth—so you can lead like a CEO instead of a scrappy solopreneur barely keeping up.
The double standards are real. But they don’t have to define your business.
