©2012 Dinah Snow
Have you ever been asked to customize your coaching program to meet a client’s personal desires?
One of my coaching clients called me in a panic recently saying, “Dinah, I’ve got a client asking me to change the way I deliver my program to make it suit her time and schedule. It doesn’t feel right to me but I need the money! My last coach said, ‘It’s money. You should take it.’ Do you think I should tailor it for her?”
My response…a resounding “NOOOOO!”
I know it seems crazy to say “no” when someone is willing to pay (only on their terms), especially when you are hungry for the business. Plus, if you are a woman, you’re probably really good at putting your needs second to accommodate others’ wishes.
I see this issue come up a lot among service-based professionals, especially women in the early stages of building a business. Saying “yes” to those requests is a mistake with a big ripple effect. It ends up leaving you, the well-meaning service-oriented provider, feeling resentful, overworked and under paid and the client with less than optimal results.
I want to give you a few simple tips that will empower you to handle situations like these with confidence and grace. As you implement these three tips, you’ll find that clients happily invest at higher levels and get better results, and you’ll get to do the work you love while honoring your value and expertise.
Tip #1: Be the leader in the relationship and the authority on your subject matter. Take yourself seriously. When you embody that energy and convey clear boundaries, they’ll trust and follow your recommendation.
Tip #2: Don’t charge by the hour. Instead, bundle up your services into structured packages and paint a clear picture of the possible results. Remember, they are not buying your time. They are buying an outcome – their transformation.
Tip #3: Tell the truth! You’ve designed your program this way for a very specific reason – because you have found that this is how your clients get the best results and you can be your best for your clients.
Luckily, my client’s intuition was alerting her that something didn’t feel right and she was willing to reach out for help.
After some quick S.O.S. coaching, she was able to reconnect to her inner leader and found the words to regain control of the situation. As a result, her client happily signed on for a higher-investment package than she originally intended and my client felt thrilled to tap into her authentic power.
What’s possible for you? Please share with a friend and leave your comments.