Jeffrey, a follower of our weekly show, Coach’s Corner, asks: “I’m currently spending too much time one-on-one with my clients, should I automate more or be more selective? What do you think?”
Here’s my answer to Jeffrey:
I don’t believe in charging one-on-one for services. It’s not leverage-able and it’s not scalable. You can’t scale one to one. The best way I found to transition from helping clients at a really high level and getting them results is through a group environment or a group coaching program. I don’t enjoy doing one-on-one because I can’t scale that and I could be helping 10, 50 or a 100 people at the same time.
If you’re doing one-on-one, you need to rethink your strategy. I talked about the value of doing hourly in my previous episode. I don’t believe in charging hourly because if you don’t do the hours, you don’t get paid. Being more selective is a big thing because the better the clients you get, the more you can actually help them get the results they want.
For example, you have 50 clients right now, you could just eliminate 25% of your client base by increasing your fees and be much better off and make more money with fewer clients. I love being selective. I’ve refused multiple 5-figure deals for coaching and consulting because it didn’t fit what I’m doing or just because I didn’t like the person. Sometimes I just feel that there’s not a right fit and I want to work with people that I like and I enjoy.
I would really recommend being selective. If you have too many clients right now, here are two things you need to do: one, increase your prices because it will help drive people who are less serious away and you’ll get higher quality clients. Two, create a group environment. Doing one-on-one takes a lot of time. I would rather do a weekly group coaching session like Periscope only for clients or for people who paid money and have them in smaller groups.
If you have a 100 people, it’s going to be difficult to help them one-on-one. What I would do is I would offer an initial one-on-one session then, putting them into a group environment so you can scale the business. For me, there’s always a much better and effective way of delivering value and helping clients than doing one-on-one. The bottom line is: increase your prices and be more selective, don’t accept everyone.
There are businesses for which you need to do one-on-one because everyone has a different story and different issues, so you might need to do one-on-one. In that case, do an initial session and then put them in a group environment being 5, 10 or 15 people at most. You meet once a week online, it can be on GoToWebinar, Skype or Google Hangout, just a private group only for clients and you could keep that interaction going and still deliver amazing value. Keep them accountable through homework and stuff to do every week from session to session.
Try to transition from one-on-one to group sessions. That’s my overview and approach on things. That’s what we do and that’s what we’ve done for years. I think it has much more value for you and it gives you more freedom. One-on-one is not a way to automate your business. Doing a one-on-one is creating a treadmill for yourself and what happens if you want to go on vacation? What happens when you’re sick? If you do one-on-one and you want to take a few weeks off, you don’t get paid.
If you do a group environment, you can scale. You can be delivering a group coaching or a group session when you’re on vacation. You can be on the beach and still be able to deliver your content and help your clients. If you’re doing one-on-one in person, you’re kind of stuck.