Boost Your Earnings: Shift from Single Sessions to High-Value Programs

If you’re a health and wellness practitioner and you’re still offering a single-session, pay-as-you-go model, you’re missing out big time—and more importantly, so are your clients.

When I turned 40, I hired a personal trainer. She was the best in town. I called her up and explained that I was about to turn the big 4-0 and wanted to look and feel amazing, be in the best shape of my life, and work with her! I asked if she could help.

"No problem," she said. "It’s $30 an hour. Let’s get you scheduled." It sounded fair enough—not super exciting, but I agreed.

At first, I showed up consistently. Then, I began to skip sessions when anything came up, it was just $30 so no big deal - right? What happened next was devastating. I actually gained weight, showing up less and less until not at all. I was worse off than before I started.

. . . It’s been three years, I’m about to turn 43, and still feel bad about this experience.

So what was the mistake the practitioner made? What could she have done differently to truly help me? How could she have benefited in this process?

I picture her saying something more like this:

“Michelle, what you’re experiencing—overwhelm, fatigue, and weight gain at 40—is so common. I’m sorry you’re going through this. It sounds like you have big goals, and I’m

glad you found me because I’m not your average trainer. I work with people who are fiercely committed. Would you like to hear how I typically work with clients?

. . . Normally we work together for 3 months, meeting twice a week. In between sessions, I give you ‘homework’ as we stay connected regarding your diet, exercise, and mindfulness. What’s neat is that you’ll find the changes you desire will actually take place in between our in-person sessions as we work to shift your day-to-day habits.

At the end of the three months, I can’t guarantee you’ll be at your lowest weight ever but I can guarantee you’ll feel amazing knowing you did everything you could to shift your old habits and create the wellness routine and life you desire. I normally charge $1,500 for three months of support. You can get started today with a $500 activation, and we’ll get you scheduled for our first session! How does this feel?”

This would have been an offer I couldn’t refuse. In fact, I would have paid double!

Can you feel the difference?

Not only did the practitioner 4x her rate by better articulating her impact, but she saved herself time in scheduling and rescheduling, no longer wondering if I would show up. Her income for the next three months was clear, and now I was fully committed (and supported).

Money is a powerful activator and inspires us to do incredible things. When you take someone’s money, even $500, the brain gets a hit of dopamine and the “I’m doing it” feeling, and we take action.

Here’s the thing! Learning how to shift how you offer and deliver your services this way is so simple, yet few practitioners are doing it. This is not about creating a “package” (single sessions at a discount). This is about serving and supporting the whole person—body, mind, and spirit.

You are so much more than a $30 session at the gym, walking around telling someone what to do. You provide life-changing services to clients, and you have the power to change their lives, habits, and relationships forever.

About the Author

Michelle Rockwood, ACC, has sold real estate in one of the world's wealthiest communities, served in the US Peace Corps, and once raised a million dollars for charity over a single lunch. Now a personal coach and widely recognized sales expert, she has helped hundreds of heart-centered coaches discover sales methods that transform their businesses and their lives.

Join the Joyful Selling Reading Challenge

Join the Center for Health and Wellness Coaches' upcoming 6-week guided reading challenge, featuring two live discussions with the author, Michelle Rockwood. Approved for 2 CCEs by the National Board for Health and Wellness Coaching and 4 CCEs by the International Coaching Federation.

Dates: October 7-November 17, 2024

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Book Reference

Rockwood, Michelle. Joyful Selling. A Better Way To Yes For Heart-Centered Coaches. Lioncrest Publishing, 2023.