Did you know, research as shown that about 20% of clients like to choose a premium program option wherever it’s available? A program that gives them extra privileges, makes them feel special and gives them their desired results quicker, more easily, more powerfully etc.. Do you currently meet this need in your business? If not you are not really servicing these clients fully AND you are leaving money on the table. Read on to find out what signifies a high end program and how you can implement one very quickly.
A Premium program is often called a Platinum Style program, it’s your high end offering for clients who would like a premium service from you.
1. Personalised Attention: Your Premium Program ideally is the only one that includes your personalised attention. Your clients are being served/coached using the same signature system you use in all your offerings, however they will have your expertise and attention to help them apply it to their personal situation. This is a hugely valuable service and includes your personal time one on one or in very small groups. Please note: It’s not the amount of time you spend with them that’s so valuable, it’s the value you create for them during the interaction. So don’t include a huge amount of your personal time in here, while at the same time being a lot more available for your premium clients than for others.
People who already trust you and recognise you as the expert, will recognise the enormous benefits they’ll get from working with you one on one, it will save them time figuring out what you are able to see within a first glance and it gives them access to enormous experience that can adapt the ‘textbook rules’ to your specific situation.
This principle is applicable to every coaching/training/consulting business and attracts a premium price tag (eg. Tony Robbins charges his coaching clients 1 million dollars per year for a monthly coaching session and people pay it because they feel they get more than 1 million dollars worth of value from it). You can either offer advice /coaching in this format or you can provide a ‘done for you’ service, for example an accountancy service that always keeps you compliant with the newest regulations.
2. A Premium Experience: People like to feel special. A touch of pampering and luxury is definitely a must for a Premium Program. This doesn’t have to cost a huge amount of money eg. you could provide a upmarket looking notebook, you could have people picked up from the airport in a limousine if they come to see you, you include a nice working lunch into the package. This creates the special experience and your premium clients will appreciate it.
3. Exclusivity: The nature of Premium Programs is their Exclusivity. Your personal time is the most valuable asset you possess because it is the only truly limited resource you have. There is a limit to the amount of clients you can work with in this way, so your Premium Clients know they belong to a privileged group of people. Communicating this helps clients to appreciate the value they are receiving and justifies a premium price tag.
Setting up a Premium program doesn’t take very long. You don’t need to create new content for a Premium Program, you simply personalise what you have for your client.
Here is how to structure the Premium Program: You can provide a Premium program on an individual basis or in a small group. If you are just getting started, it’s often easier to start with an individual program. It can spread over a day, two days or several sessions over a longer period of time, depending on your business. You can include other components such as audio programs, books, group teleclasses etc into your program as long as they compliment the value you are creating with your program.
It all comes down to one thing: Create the value your clients are longing for and they will value what you offer much higher than what you are charging them for it. Its a true win-win situation.