Selling coaching by the hour is a race to the bottom. Packages communicate transformation, create commitment, and provide predictable revenue. Here's how to structure them effectively.
Why Packages Beat Hourly
- Value framing - Clients buy outcomes, not time
- Commitment - Prepayment increases follow-through
- Predictability - You know your revenue in advance
- Flexibility - You can include additional value without losing money
Package Components
Core Coaching Sessions
The foundation—regular 1:1 sessions. Typical packages include 6, 12, or 24 sessions over 3-6 months.
Assessment and Discovery
Initial deep-dive assessments that provide baseline data and accelerate understanding.
Between-Session Support
Email or text support for questions, accountability, and quick wins.
Resources and Tools
Worksheets, frameworks, recordings, and materials they can use independently.
Special Sessions
Intensive days, emergency sessions, or check-in calls after the engagement ends.
Pricing Your Packages
Don't just multiply your hourly rate. Consider:
- The value of the transformation
- Your market and positioning
- What's included beyond sessions
- Your capacity and business needs
Tiered Package Strategy
Offer 2-3 options:
- Essential - Core sessions only, lowest price
- Premium - Full package with all components (most should choose this)
- VIP - Intensive access, premium pricing
The middle option becomes the default choice.
Presenting Packages
- Lead with transformation, not deliverables
- Explain why the structure supports their goals
- Offer payment plans to reduce price objections
- Include a deadline for special pricing
Stronghold makes package tracking easy—monitor session usage, renewal dates, and package values all in one place.