Jo Lott, a business mentor and ICF accredited coach, shares a powerful 3-step strategy to help coaches land high-ticket clients consistently. If you're tired of chasing clients by the hour and getting little results in your bank account, tune into this episode for a fresh strategy.

Episode Timestamps:

[00:00:00] - Introduction and welcome

[00:01:00] - Defining "high-ticket" clients and the core problem for coaches

[00:02:00] - Jo's personal experience and the importance of building a long-term coaching business

[00:03:00] - Step 1: Creating an irresistible offer

[00:04:00] - The importance of focusing on client outcomes rather than session logistics

[00:05:00] - Step 2: Mastering client attraction and creating value-driven content

[00:07:00] - Addressing common misconceptions about coaching niches

[00:09:00] - Step 3: Using a proven sales process to close deals effectively

[00:10:00] - The importance of not downplaying your offer and robbing clients of transformation

[00:11:00] - Overcoming fear of rejection in sales calls

[00:12:00] - Treating sales calls as coaching conversations

[00:13:00] - Closing remarks and call to action

Join Jo as she breaks down each step of this strategy, providing valuable insights and practical tips to help you elevate your coaching business. Whether you're just starting out or looking to scale your existing practice, this episode offers actionable advice for coaches at all levels.

Don't forget to visit joannalottcoaching.com for more free resources and see useful links below

Useful Links

How to secure more coaching clients' free training

Download the 12 ways to get clients now

Learn about The Business of Coaching programme

Connect with Jo on LinkedIn

Rate and Review the Podcast

If you found this episode of Women in the Coaching Arena helpful, please do rate and review it on Apple Podcasts or Spotify.

If you’re kind enough to leave a review, please do let Jo know so she can say thank you. You can always reach her at: joanna@joannalottcoaching.com

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Hello and welcome to Women in

the Coaching Arena podcast.

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I'm so glad you are here.

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I'm Jo Lott, a business mentor

and ICF accredited coach

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Microphone (Samson Q2U Microphone):

and I help coaches to

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build brilliant businesses.

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I know that when you prepare to enter

the arena, there is fear, self doubt,

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comparison, anxiety, uncertainty.

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You can tend to armor up and

protect yourself from vulnerability.

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In this podcast, I'll be sharing

honest, not hype, practical and

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emotional tools to support you to make

the difference that you are here for.

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Dare greatly.

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You belong in this arena.

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Hello, welcome to the 80th episode

of women in the coaching arena.

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I am so glad you are here.

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Today, I'm talking about how to land

high ticket clients consistently.

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And I will share with you

a three-step strategy.

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I say high ticket, which is not

usually a phrase I use but meaning

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that generally your package is 1000

pounds plus, because even though

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that's not particularly high ticket,

depending on who you're listening to.

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It is more than most coaches that

I initially start working with

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are charging for their coaching.

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That is what I mean when

I say high ticket clients.

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If you are tired of chasing clients

by the hour and getting little

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results in your bank account.

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Today I will share the exact strategy

that the coaches that I work with

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use to gain high paying clients.

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The core problem is that it's really hard

to build a credible viable niche, really

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good offer that people actually wants pay

good money for and consistently market

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that offer to find consistent clients.

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I have definitely been

there in the early days.

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Just like many listeners to this

podcast I was selling coaching because

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I just come out of coach training.

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I did the ILM level seven in

executive coaching and mentoring.

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And obviously you're excited

because you've learned this hugely

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transformational skill, you have been

coached yourself a lot, so you go round

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saying, come for coaching it will change

your life and sadly you soon realize that

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that is really hard for people to pay for.

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Yes, you might gain friends, family,

people coming for one session for

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50 pounds or something like that but

it's not really an easy, viable way

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to build a longterm coaching business.

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That is what I want you to build,

because that is what I know you want

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if you're listening to this podcast.

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Let's start with the three step

framework to get you there.

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Step one is to create

an irresistible offer.

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Prior to creating an offer, you

really do need to know your niche,

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so if you haven't now that yet.

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I would just remind you

that it's just a decision.

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I have people I speak to day in,

day out that say, I can't know my

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niche and usually I encourage them

or usually they do nail it within a

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one hour call with me after perhaps

years of not nailing the niche.

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Because generally it's just a decision.

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There is no wrong or right answer, except

for knowing a bit of background and logic

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that I now know through trial and error

of working with hundreds of coaches of

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what actually works in the marketplace.

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Once you have your niche, you

can take our step one, which is

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create an irresistible offer.

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Well, I noticed is that most coaches talk

about the sessions, the logistics, how

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often you'll meet rather than focusing

on why the client wants the coaching.

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I was just in a WhatsApp group

of coaches who were sharing.

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They're hourly rates and wondering why no

one was signing up and I suggested that

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you might want to create an offer that's

specific to one target audience and one

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specific problem or outcome and someone

commented back saying, but generally

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people want to know how many hours.

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To be honest, people don't really

want to know how many hours, if

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you have positioned it correctly.

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The example I gave in that WhatsApp

group was if you need surgery for some

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reason Are you saying to the surgeon?

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Okay, you're trying to say that this

is going to be 5,000 pounds, but how

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many hours is this operation at a take

you're going okay, so you've got to

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solve this terrible problem that I have.

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Get this done.

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ASAP.

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You're not saying I will not work with

you because how dare you charge me a

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thousand pounds per hour because this

operation is going to be five hours.

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You don't care how long this

operation is going to be.

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You just care that this

problem is going to be solved.

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So that's what I mean about

creating an irresistible offer.

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It's not about your time.

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It's about the solution and

the value to that person's

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life of getting this solution.

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Okay.

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Step two.

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Once you have an irresistible offer.

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Is to master client attraction

and create value driven content.

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This podcast, is value-driven content.

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This is sharing.

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My expertise, my journey, the things

that I do with the clients to create

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value for you in your life to give you

results in advance of ever working with

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me, or even if you never work with me.

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I hope that you will leave this episode

knowing how to do something or having some

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insight, which leaves you feeling better

than you did before you listened to it.

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So that is we want to do with our content

helps that person, your ideal client,

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take a step forward, gain a new insight.

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We don't want to be stingy with this

part because unless they realize that

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this is possible for them and unless

they start to take steps forward from

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being really stark, they won't see

the value and the vision that you need

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them to see to buy your coaching.

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That is how you can naturally serve

your ideal client by creating value,

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packed content, to attract them into

your world, showcase your expertise,

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and you don't have to feel salesy.

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I hope that you are gaining value, whether

or not you buy from me and that is what

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I love to do for this community, because

I want more coaches to be successful.

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Some people will take what they

learn here and do something with it.

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Some people will just enjoy the

content and some people will want

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help consistently implementing this

with step-by-step instructions,

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feedback, every step of the way.

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They and the people I'm talking

to this doesn't need to serve

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everybody in that community.

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Just a small proportion of my listeners

can be my clients because there was only

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so many people I can actually serve.

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Just like you, I had a call earlier with

someone who was doing career coaching and

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she said she was really resistant call

herself a career coach because someone

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had messaged her saying, here's all my

experience I want you to get me this type

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of job and so she said, I don't want to

call myself a career coach because I don't

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want people thinking that a career coach

is someone that just gets them a job and

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can click my fingers and get them that

next job and I said, that's fine you're

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always going to get people like that.

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That think a career coach is something

different than obviously exploring what

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you want and all of those things that we

know a career coach does but you can't

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just not be a career coach because this

one or two people demanding that you

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are like a recruiter or a headhunter.

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For example, I have people contact

me often going what I want is a

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done for you service, where you

write my social media, you write my

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offer, you run my business for me.

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That's not what I do.

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I don't want to write your

content schedule your content.

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That is a social media manager's job.

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If you want help becoming the CEO

of your business and building that

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business effectively, that is what

I can help you with and yes, I can

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give you templates for social media.

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I'm not prepared to be a social media

manager write them all for you schedule

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them in your system, all of those things.

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It doesn't mean I'm not going to be a

business coach, just because one or two

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people want me to do it for them so really

hone in on your absolute ideal client for

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this person I was talking to earlier, it

was someone who is stuck in their career.

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They know they want something different,

but they don't know their skills.

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They don't have the confidence,

they don't know what to do next,

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so talk to that type of person.

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Eventually you won't attract the

type of person who was saying.

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Right.

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Here's my skills line me up with a job

because your content, your website,

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your offer, all of those things will not

be talking to that particular client.

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Okay.

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Step three is to use a proven sales

process to close yourself effectively.

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What can happen often in this coaching

space is people wanting free advice I

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would really tune in on how much help

you can realistically give in an hour.

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Yes, it can be hugely transformational.

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My aim in my first introductory call

with someone when they joined my

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program is that they do now their

niche and come away with a bit of

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an offer from that one hour call.

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It's a hugely beneficial call but I know

from my experience that I can do that with

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someone and unless they implement it,

fine- tune it, so it actually aligns with

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them and consistently market it, know

how to sell it, know how to create great

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marketing, a lead magnet, an email system,

all of those things that we need to do to

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build a long-term sustainable business.

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I know that yes, they can have a

quick win, but realistically, they're

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not going to get the big result

that I want for them and that they

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ultimately want for themselves.

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I would really encourage you to not

downplay this because essentially you

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are robbing that person from the bigger

transformation that they could receive.

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Instead of just offering free

or quick, one hour sessions.

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I would really recommend creating an

irresistible offer, which was our step

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one and learning a good sell system.

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You can effectively sell that offer.

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They can see the value it

would bring to their life.

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They can see why spending that

money would be worthwhile and they

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can actually start the process

and literally change their life.

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I was listening to a great podcast

on this earlier, which said if

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you're a salesperson expect no's.

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I think that is the most challenging

part of the sales process that we

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don't want to feel that rejection.

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Therefore, we often don't charge

high enough prices have enough sales

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calls and drive enough people to book

sales calls and effectively close the

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deal on those calls because we are

so scared of someone saying, how dare

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you charge that much for coaching or

whatever you fear they may be thinking.

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Really tune into the fact that your

job on the sales call or discovery

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call, whatever you like to call it.

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It's just to help that person make

a decision one way or another.

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You're going to be fine either way,

trying to attach from the outcome.

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All you want to do is help

them to make a decision.

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They've booked a call with you for a

purpose, which usually means they're

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interested in what you have to offer.

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You just have to help them decide, okay,

this is the transformation you want.

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What's your next step.

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It's just a coaching

conversation essentially.

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So really go into coaching mode.

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Let them speak 80% of the time.

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I have an earlier episode on this.

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It's about two or three episodes back

from this one on sales conversation.

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Do listen to that if you want

to go deeper into this concept.

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I hope you found this episode useful.

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Like I say, at the end of every

episode, trust yourself, believe

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in yourself and be the wise Gardner

who keeps on altering the seed.

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Microphone (Samson Q2U Microphone):

Thank you so much for listening to this

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episode of Women in the Coaching Arena.

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I have a mess of free resources on

my website joannalottcoaching.com.

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That's Joanna with an A

and Lott with two T's.

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joannalottcoaching.com.

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And I'll also put links in the show notes.

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Let me know if you found

this episode useful.

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Share it with a friend and

leave me a review, and I will

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personally thank you for that.

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Remember to trust yourself, believe

in yourself and be the wise Gardner

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who keeps on watering the seed.

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Get into the arena dare, greatly and try.