Many of the coaches I work with struggle when it comes to setting up their VIP offers or higher-priced programs.

You know your clients need more support and resources to achieve their results, but you worry about pricing yourself out of their range or asking too much.

Sound familiar? I hear this all the time, and it’s understandable.

You don’t want to scare away potential clients by pricing too high, yet you need to be compensated fairly for the transformation you’re providing.

Here’s the thing: if you’re delivering a life-changing transformation, the right clients will pay for it.

The ones who don’t see the value probably aren’t the right fit for your program, and that’s okay.

In this post, I’m going to break down how to design high-ticket coaching programs that are worth the investment. I’ll also show you how to attract the right clients and communicate the value you’re offering clearly.

By the end, you’ll know exactly how to position yourself as a high-value coach, you’ll feel confident charging premium prices.

Let’s dive into some strategies to help you build a high-ticket coaching program that resonates with clients who are willing to invest in their success.

 

---

1. Design a High-Value VIP Program That Solves a Specific Problem

First things first, if you’re going to charge a premium for your services, your program needs to offer a clear solution to a specific problem. It’s not about just adding more coaching calls or throwing in extra resources—it’s about crafting a comprehensive experience that delivers a tangible transformation.

High-ticket coaching clients are looking for solutions that go beyond generic advice. They want personalized support, high-touch experiences, and a path to overcoming the challenges they’ve been struggling with. That’s why designing a program with specific outcomes is crucial.

In one of our recent calls, a coach was designing a VIP package for clients dealing with perimenopause. The key here was that the program wasn’t just “more of the same” coaching—it was specifically designed to help clients manage their symptoms, get off hormonal birth control, and receive personalized hormone testing. This kind of targeted support is exactly what makes a high-ticket coaching program worth the extra investment.

When you create a VIP or high-ticket program, it needs to stand out from the standard offers you have. Whether it’s more frequent contact, specialized testing, or direct access to you, it’s critical to design the program in a way that makes the client feel they’re getting something special.

 

Action Steps:

Identify the Key Problem You’re Solving: What’s the big issue your VIP clients need help with? Is it fixing their energy levels, managing stress, or resolving digestive issues?

Be specific about the transformation you’re offering. Clients are willing to pay more when they know you’ll help them solve their unique challenges, not just give them generic advice.

For example, if your ideal client is a woman in her 40s who’s dealing with perimenopause symptoms, your program should be tailored to address those exact issues. It’s not enough to say, “I help with hormone balance.”

Instead, speak directly to her concerns: “I’ll help you alleviate fatigue, regulate mood swings, and manage your perimenopausal symptoms with a personalized hormone protocol.”

Customize the Experience: A high-ticket program should feel personal. You can include things like personalized testing, one-on-one strategy sessions, or even Voxer access to you for ongoing support. Anything that adds more hands-on, high-touch experience will increase the perceived value.

For instance, adding personalized testing (like hormone panels or DNA testing) gives clients a tailored experience. This also adds more value since the client knows you’re not offering cookie-cutter advice.

If you’re going to offer Voxer support or direct messaging, make sure you communicate how often clients can use it. The more they feel like they have access to you for help, the more valuable the experience becomes.

Highlight the Results: Focus on what your clients will achieve, not just the features of the program. For example, instead of saying, “You’ll get six sessions and a food journal,” frame it as “You’ll have personalized support to fix your chronic fatigue and get your energy back.”

Always position your offer around the results. If your program includes functional testing or private coaching calls, tell the client how that’s going to make their life better. Will it help them finally heal their gut issues? Reduce stress? Sleep better at night? You’re not selling the process—you’re selling the result.

 

---

2. Charge Based on the Value You Provide, Not Just the Time

Here’s something I tell all the coaches I work with: Your pricing should reflect the results and transformation you’re providing, not the amount of time you’re spending. If you’ve spent years learning your craft, getting specialized training, and helping clients get amazing results, that’s worth something.

You’re not just charging for your time—you’re charging for your expertise and the life-changing outcomes your clients experience.

Recently I worked with a coach who was struggling to figure out how to price her new VIP offer. She felt unsure about charging more than her standard packages, even though the new program included additional testing, one-on-one support, and even Voxer access.

My advice? Don’t get caught up in feeling like you have to justify your rates based on the number of calls or hours spent with a client. It’s about the total value you’re providing. It’s about the transformation your client is going to experience by the end of the program.

Think about it: If you’re helping a client overcome years of chronic fatigue, manage debilitating perimenopausal symptoms, or finally recover from burnout, that’s a huge win. Those types of results are priceless.

You’re not just solving a temporary issue—you’re improving the quality of their life long-term.

 

Action Steps:

Shift Your Pricing Mindset: Stop thinking of your time in terms of an hourly rate. Your clients aren’t paying for the hours you spend—they’re paying for the transformation you’re delivering.

You’re not just trading time for money, so don’t feel obligated to calculate your fees based on how much time you’re putting in.

Remember, your clients don’t care how long it takes you to help them—they care about the results. Whether it takes 10 minutes or 10 months, the outcome is what they’re paying for. So price your programs based on the value of the result, not the number of hours you’re working.

(Now, if you’re weighing raising prices or adjusting your offer, this post helps you decide confidently.)

Consider What the Transformation Is Worth: Think about the cost of not solving the problem. What does it cost your clients to stay stuck? For example, if you’re helping a client overcome burnout, imagine how much more productive, happy, and fulfilled they’ll be once they get their energy back.

Let’s say your client is a business owner who’s been burnt out for years. If you help them recover from burnout, not only will their health improve, but they’ll likely be more effective at work, leading to increased revenue. What’s that worth to them?

Consider the ripple effects of solving your client’s problem, and price your services accordingly.

Communicate the Value Clearly: When you’re selling your high-ticket coaching program, don’t get bogged down in the details. Focus on the life-changing results your clients will get.

Instead of listing out features like “6 sessions and a workbook,” talk about how they’ll feel after working with you—more energized, healthier, and ready to tackle their goals.

If you’re offering one-on-one sessions or access to high-quality tests, don’t just list the features. Instead, tell your clients what they’ll get out of each aspect of the program. Help them visualize the outcome they’ll experience by working with you.

 

---

3. Make Your Pricing Clear and Easy to Understand

One thing I’ve seen over and over again is how confusing or vague pricing can prevent people from booking a call or signing up for your program. Your pricing should be crystal clear, especially when it comes to premium offers.

The last thing you want is for a potential client to back out because they don’t understand how much they’ll be investing or what they’ll get in return.

I recently supported a dietitian that was struggling with clients who were hesitant to book a call after seeing her pricing information. The feedback I gave was that the pricing wasn’t presented in a way that made sense—there were too many numbers and not enough clarity on what the client was actually paying for.

When your pricing is complicated or unclear, it creates confusion and hesitation. Clients want to know exactly what they’re paying for and what they’ll get in return. If you make them do mental math or guess what’s included, they’re more likely to move on to another coach.

 

Action Steps:

Simplify Your Pricing Explanation: If you’re offering payment plans, make sure the total investment is clear.

Don’t make your potential clients do mental math to figure out what they’re paying. State the full amount upfront and, if you offer a payment plan, explain how that breaks down.

For example, instead of listing out a confusing array of numbers like $500/month for 6 months plus an additional $200 for supplements, say something like, “The total investment is $3,000, and we offer a payment plan of $500/month for 6 months.”

This way, your clients know exactly what they’re paying, and they’re not left wondering what hidden fees or additional costs might come up later.

Frame the Investment in Terms of Results: Instead of saying “This costs $3,000,” say something like, “For $3,000, you’ll get a step-by-step plan to overcome your fatigue, personalized support, and everything you need to transform your health in 6 months.”

Help your clients see the value in the transformation, not just the price.

People don’t make buying decisions based on features alone—they buy based on emotion and how they believe a product or service will change their lives. So, when you’re explaining your pricing, focus on the benefits your client will receive and the transformation they’ll experience.

Be Transparent About What’s Included: If your program has multiple components, like group sessions, one-on-one calls, and digital resources, make sure your clients understand what they’re getting. But don’t over-explain—keep it simple, clear, and focused on the results.

Your pricing should reflect the value you’re delivering. Be upfront about what’s included, but keep the focus on the results. You don’t want to overwhelm potential clients with too many details. The goal is to get them excited about the transformation, not bogged down by features.

 

---

4. Follow Up With Potential Clients

Don’t be afraid to follow up with potential clients who show interest but don’t immediately sign up. One of the most effective ways to convert hesitant prospects into paying clients is through personal follow-ups.

A quick email or message can often be the nudge they need to book that call or move forward with your program.

In the coaching call, we talked about how a lot of clients sign up for webinars or show initial interest but don’t follow through. If that’s happening to you, don’t assume they’re not interested. Sometimes they just need a little extra push, or maybe life got in the way, and they forgot to take the next step.

Following up personally shows that you care about their progress and that you’re committed to helping them succeed. It also reminds them that your high-ticket coaching program could be the solution they’ve been searching for.

 

Action Steps:

Send a Personal Follow-Up Email: If someone registers for a webinar or expresses interest in your program but doesn’t book a call, send them a quick, personal email. Something like, “Hey [Name], I noticed you were interested in my program but didn’t book a call. Do you have any questions or concerns I can help with?”

Even something as simple as a friendly reminder can get people back on track. Sometimes, life gets in the way, and they just need a nudge to move forward. Personalize the email to show you’re genuinely interested in helping them achieve their goals.

Invite Them to a One-on-One Call: Offer them the opportunity to speak with you directly. You’d be surprised how many people just need a little personal attention to take action.

By offering a one-on-one call, you give potential clients a chance to ask their specific questions. They’ll feel more connected to you, and you’ll have an opportunity to address any hesitations they might have. This personal touch can often make the difference between someone signing up or walking away.

Stay Consistent With Follow-Ups: It’s important to strike a balance between being persistent and respectful. If you don’t hear back after one follow-up, try again in a week or two. Sometimes, it takes a few reminders to get people to take the next step.

Don’t worry about being too pushy. As long as your follow-up is helpful and supportive, people will appreciate the reminder. You’re offering a solution that can change their lives—don’t hesitate to let them know how you can help.

(And if you face objections when following up, here’s how to handle them ethically and effectively.)

---

Conclusion: You CAN Sell A High Ticket Coaching Program!

Building a high-ticket coaching program doesn’t have to be overwhelming. When you design a program that solves a specific problem, communicate the value clearly, and price it based on the transformation you’re offering, you’ll attract clients who are willing to invest in their success.

Remember, your time and expertise are valuable. Don’t be afraid to charge what your expertise is worth and offer your clients the premium experience they deserve.

Implement these strategies today to start attracting high-paying clients who truly value what you bring to the table. With the right mindset and a clear focus on results, you can confidently grow your business and serve your clients at the highest level.

Share this with someone who needs it!