Pricing your coaching program can feel like a guessing game. “Are my prices too high or too low?” Let’s settle this once and for all with a simple and effective pricing strategy!
Want to take this as an interactive quiz instead? Click here!
Understanding the two key pricing principles
🔑 Principle #1: don’t charge more than you can sell
If you set your prices too high without the sales skills to match, you’ll struggle to convert clients. The key is to price your coaching at a level you can confidently sell while delivering strong value. Using coaching software can also help streamline your sales process, making it easier to track and optimize pricing strategies.
🔑 Principle #2: your prices should increase over time
Raising your prices isn’t just about making more money – it’s about recognizing your growth as a coach. Here’s why increasing your prices over time is essential:
- Your ability to deliver value improves with experience.
- Your confidence and sales skills grow over time.
- Inflation – most prices naturally increase, and yours should too.
Should every lead say “yes” to your offer?
No! If every potential client instantly says “yes”, your prices are too low. A good sales conversion rate to aim for is around 60%.
By raising your prices, you can work with fewer clients, provide more personalized support, and still earn the same (or more) income.
For example:
- 10 clients at $100 each = $1,000
- 8 clients at $125 each = $1,000
You gain time while increasing your program’s perceived value. If you’re offering online PT coaching, optimizing your pricing will help ensure you’re attracting committed clients who truly value your expertise.
The three-step perfect pricing strategy
Step 1: Start with a Lower Price to Gain Experience
When you first launch your coaching program, set an introductory price to gain experience and initial clients.
Step 2: Track Your Sales Closely
Pay attention to how easily clients say “yes” to your offer. Monitor your sales and listen to client feedback.
Step 3: Raise Your Price After Three Consecutive Sales
Each time three clients sign up in a row, increase your price by 5-10%. This ensures your pricing grows alongside your skills and reputation.
Step 4: Repeat This Process
As long as you keep signing clients, keep raising your prices. This system allows you to adjust naturally without overpricing too soon.
What if you offer group coaching and don’t take sales calls? 🤔
For group coaching programs, use the same pricing method but adjust your trigger point. Instead of counting individual sales, raise your price whenever you exceed your sales targets for three consecutive months.
Additionally, leveraging personal trainer software can help you manage multiple clients efficiently while ensuring a seamless experience for your group coaching participants.
Your turn!
✅ Check your sales history: Have your last three leads signed up without hesitation? If so, raise your prices!
✅ Not there yet? Start tracking your sales so you know when the time is right to increase your rates.
Pricing isn’t about guessing – it’s about strategy. Follow this process, and you’ll ensure that your coaching program remains profitable, sustainable, and aligned with your growth as a coach. 🚀