Selling coaching by the hour caps your income and creates a revolving door of one-off clients. Packages create commitment, deliver better results, and generate predictable revenue. Here's how to design packages clients actually buy.
3 Package Structures That Work
The Starter
4–6 sessions over 6–8 weeks. Best for specific, focused problems.
- 1 discovery session (60 min)
- 4–5 coaching sessions (45 min each, biweekly)
- Email support between sessions
- Session recordings and action items
- 1 resource pack (templates, frameworks)
The Signature (Most Popular)
8–12 sessions over 3 months. Deep transformation with accountability.
- 1 deep-dive discovery session (90 min)
- 8–11 coaching sessions (60 min each, weekly or biweekly)
- Slack/email support between sessions (48-hr response)
- Custom resource library (worksheets, frameworks, templates)
- Mid-program review and goal adjustment
- Final action plan document
The VIP
6 months of intensive support. For clients who want maximum accountability and access.
- 12–24 sessions (weekly 60 min)
- Priority Slack/Voxer access (same-day response)
- Custom templates and resources built for them
- Quarterly intensive sessions (2–3 hours)
- Done-for-you elements (audit their business, create their plan)
- Lifetime access to your resource library
How to Price Your Packages
Three pricing methods:
- Value-based: What's the result worth? If coaching helps someone earn an extra $50K/year, a $3,000 package is a 16x return. Price relative to the outcome. Read our pricing psychology guide.
- Market-based: Research what coaches in your niche charge. Position yourself at, above, or below market depending on your experience and differentiation.
- Income-goal-based: Work backward. Want $8K/month? At $2K per package, you need 4 clients. At $1K, you need 8. Choose the price that matches the number of clients you can handle.
Use ToolKit.dev's Invoice Generator to create professional coaching invoices. Offer payment plans (3 monthly payments) to reduce price resistance.
The Freelancer Business Kit
Coaching proposals, session planning templates, client onboarding checklists, and invoice frameworks.
Get the Kit — $19The Discovery Call Framework
- Current state (10 min): "Tell me about where you are right now with [topic]. What's working? What's frustrating?"
- Desired state (5 min): "If we fast-forward 3 months, what does success look like for you?"
- Gap identification (2 min): "So the gap between where you are and where you want to be is [summary]. Does that feel accurate?"
- Solution (5 min): "Here's how I'd approach closing that gap. [Describe your process, reference a past client result.]"
- Package presentation (3 min): "The program is [X sessions over Y months]. The investment is $[amount]. [Explain what's included.]"
- Close (5 min): "Does this feel like the right fit? What questions do you have?"
Never pressure. If they need time, say: "Take a few days to think about it. I'll follow up on [date]." The best clients self-select when the offer is clear and the fit is genuine.
Frequently Asked Questions
New: $50–150/session. Established: $150–500. Executive: $500–2,000+. Packages over sessions: 6 sessions at $200 = $1,200 package. Price based on transformation value, not time.
Sessions (6–12 over 3–6 months), discovery session, between-session support, resources/frameworks, and a clear outcome. Optional: recordings, priority access, done-for-you elements.
Focus on the client's goals, not your service. Discovery call: understand their situation → identify the gap → explain how you bridge it → present the package. Diagnosis before prescription.
Both, but steer toward packages. Single sessions ($75–150) as tasters. Packages for real transformation. 80%+ of revenue should come from packages.
Build a Coaching Business That Scales
Coaching packages need financial tracking. The Side Hustle Finance Kit helps:
- Revenue tracking per client and package
- Tax planning for coaching income
- Pricing calculators and worksheets
- Cash flow projections
- Session scheduling optimization