“What is a VIP day?”
VIP Day is a one-day coaching offering targeted to address a specific problem/challenge for your client. It can be delivered in-person or virtually over the phone or via Skype. It typically consist of a series of working sessions during which you, as the coach, would break down the solution into digestion chunks with exercises in between.
“Why add VIP day to my offerings?”
VIP day gives your clients the opportunity to get all the content and coaching to achieve a goal or solve a particular problem in a very short period of time (one day!). This is attractive to some people – especially those who have a busy or unpredictable schedule, those who are reluctant to commit to a 3- or 6-month program and those who are very driven to see results fast.
VIP day is not a tremendous investment – from both money and time perspective – so requires less commitment than a 6-month high-end program and therefore easier to “sell” in just one discovery/enrollment conversation. It is, however, not as small an investment as, say, a group program or a product, making the time you spend for a discovery session worth the while.
VIP day also allows your client to go deeper with your work, giving them the opportunity to get to “know, like and trust” you and therefore creating the perfect situation for you to invite them to further work with you in a longer-term coaching program.
Since a VIP day is easy for your potential clients to commit to, it allows you to bring in revenue fast. You also complete the “program” in one day, which means you can quickly deliver a few of these within a short period of time without impacting your schedule for other coaching clients.
“I am sold. How do I structure a VIP day?”
Typically a VIP day consists of 4-5 hours of coaching. You can divide the day into four 45 to 60-minute segments, with 10-20 min breaks in between sessions, as well as a longer lunch break. You can also consider two “VIP half-days” if that suits you and your client’s schedule better.
Each segment can include content delivery, coaching/discussion as well as integration (e.g. help your client create a plan to take action.)
At the beginning of the first segment, you want to reinforce the reason your clients are working with you – highlighting the problem they want to solve and the desired outcome. At the end of each segment you can ask them to share one or two AHA moments to reinforce the value of your work.
As you conclude the day, you would want to ask your clients to sum up the value they get that day and give them options to continue working with you. You can highlight the problems that came up during your time together, and invite them to a longer-term coaching program or another VIP day to address those challenges.
“One day seems like a lot of time… Do I have enough content to deliver?”
Don’t even worry about it – you know more than you can deliver in a day! Remember, don’t “fire hose” your clients with information – when they get overwhelmed, they get “paralyzed” and become unable to take action, rendering your coaching ineffective!
For each segment, plan for 20-25 minutes worth of content – which means you need less than 90 minutes worth of content for the entire day!
Make sure you deliver digestible chunks of information, and check in with your client often to make sure it’s making sense to them. Most people don’t want a load of facts (so do, and you can just ask them!) – they just want the action steps that will help them achieve the results.
After you deliver the content, you want to highlight the action steps and create a plan so your client can implement the changes into their lives. Discuss any concerns, identify any potential blocks and coach them on overcoming their hurdles to achieve success.
“How much should I charge for it?”
Ooooh yeah. Let’s not forget about pricing!
Instead of giving you a number – which may or may not be appropriate for where you are in your business – I would recommend pricing your VIP day on par with your 3-month private coaching program.
If you have a 5-tier sales funnel (tier 1 being the free offer and tier 5 being your highest-end program), I would place the VIP day at high-tier-3 or low-tier-4 level.
To increase the perceived value of your package and make it more enticing to your clients, you can add bonuses such as a home-study program on a topic related to the VIP day’s focus, 1-2 weeks of email support after the VIP day, membership to your exclusive clients-only facebook support group or a special discount to purchase additional programs or sessions from you.
“I am READY TO ROLL! What’s the fastest way to put it all together?”
Check out these DONE-FOR-YOU Programs – they will give you a great starting point to put together your content, resources and handouts. Grab a couple, divide the content up into 20-25 minute chunks, and you are ready to coach away!
Bonus tip – position the content as answer to your target market’s problem. See, they don’t care what content you give them, they want to know the content can solve their problems.