Your value is worth more than a time-based barrier.
Did y’know a time-based barrier isn’t just around the time you dedicate towards client work and projects that aren’t your own? They’re also the limits you put on your own income and potential by making everything you do about time and not value.
I did a quick Google of “power hour strategy session” — I mean, I could have chosen either phrase, but I went it with both, to see if it made sense to include them both in the title of this blog post.
My answer: Yes, absolutely, yes. Both the terms of “power hour” and “strategy session” confirm that as a standalone offer, it kinda-definitely sucks.
I know, I know. If you lead with one, you’re probably hating on this idea right now, but it’s all in good faith — you’re doing yourself and your clients a disservice, and there’s a better way.
But before we get to this better way I’m hinting at, let us start with the reasons why the idea of a “power hour” straight-up puts you 10 steps back in your online biz.
Your prospects and clients perceive the cost of your time, rather than your value.
Back to my quick Google search, and for each of the offers at the top of the page, I found the following pricing structures:
- 60 minutes. $497.
- 60 minutes. $129.
- 60 minutes. $125.
- 60 minutes. $250.
- 60 minutes. $199.
- 60 minutes. $297.
- 60 minutes. $147.
Yup, you guessed it. They’re all priced the same.
The same, Amie?! Are you mad?
They’re all priced based on what the client will pay for the hour, not what they would pay for the value. However, it is value-based pricing, just without the benefits.
When you package your time, you package the perception of your time.
Meaning the most the client will pay, is the most they believe the 60 minutes is worth. Not the years you spent studying. Not the mountains you’ve overcome from investing in your own business. Not the clients you’ve helped succeed. Not the content you’ve delivered consistently day-in, day-out.
They’re paying for the hour. Not the end result of that hour. The time you provide.
Time. Based. Barriers.
An hourly structure devalues your expertise as a brainstorm.
“Pick my brain” energy.
Old me would’ve said, a power hour is great because it gives people who want to “pick your brain” and work with you in some way an option.
But old me, was constantly on the lookout for new clients. Had a fully booked calendar, with no room to breathe, and collected a sub-$3k paycheck.
Today me? She knows that time = energy = money. Allowing $100-300 energy into your life via custom advice… that ain’t it.
That’s a DIY budget. When you have DIY options in your business, you won’t need to bend over backwards for a low-ballin’ client that expects royal treatment for less than $300.
Often a “power hour” or even if positioned as a “strategy session” (yes, I would say the latter is better if you HAVE to) gives your client the impression that they’re paying you to get instant feedback and decision making irrespective of your value, education and results.
You can disagree now, but once you’re earning what you deserve in your business because you’ve taken control and packaged accordingly, you’ll be thankful you stopped offering a “brainstorm” to prospective clients.
But, Amie… what about the guide I prepare for them after, the notes, the follow-up call, the pre-session research?
Yes… what about all of that? Why are you charging for the hour, when it could be a complete solution, which brings me to my next point.
You’re not providing a complete solution to the problem. Or even one puzzle piece.
An hour isn’t a complete solution.
Yes, clarity — but for how long? For what purpose?
Is it because you don’t actually enjoy coaching or talking to clients over Zoom?
Then, why TF are you offering it? If you hate the thought of jumping on a call, don’t offer calls. There are other, non-F2F contact ways to serve your audience.
Just as there are more in-depth, solutions-focused ways to serve.
Your client doesn’t (hopefully!) expect a complete solution within one hour, which is why they’re not willing to pay for your strategic mind in this container either.
With a complete solution, not a “power hour”, you’re offering SO much more to the client that they can *actually* perceive as solving their problem.
If we’re looking at the reasons why this type of offer could work for your client, it’s likely to be:
- It’s quick
- It seems like an easy way to get answers
- It’s cheap
- Again, it’s usually, most likely, assumed by the client, that it’s cheap
It’s harder to sell the transformation of an hour than the transformation of a problem.
When it comes to the actual sales process, it’s much (much!) harder to sell your value in an hour container than it is to position yourself as an expert worthy of investment.
This comes back to the client’s perception of your time = worth a certain amount of money.
Think of your idols. How much is an hour of their time worth?
Most of the time, it’s not hourly-based. It’s value-based.
The value of them to speak at an event. The value of their course for DIYers. The value of their mastermind to a targeted, buyer-ready audience. The value of their brand to other brands.
You’re always in client attraction mode when you price your main offer as a low, one-trick “solution”.
When I think of an income goal that everyone is striving for, it’s always $10,000, which seems like a lot of money when you lead with a $250 power hour. That’s 40 hours of strategy sessions and 40 individual clients.
Phew, you’d be HUSTLIN’ to get that many clients in your biz.
And you’d be hustlin’ equally as hard to fit all of those calls in to a standard 7-8 hour work day.
You. Just. Couldn’t.
Leading with a low-priced 1:1 offer means that you’ll be in client attraction mode most of the time.
You’ll be relying on your ideal client to only want to come to you for a one-off, ask-me-anything session, when what they really need is anything but.
Between what you’re offering and what your client needs, a power hour can be a waste of time for both parties.
If you’ve got this far, and you’re STILL not on board with getting rid of your power hour and structuring your biz better, then there’s this… a power hour can work when it leads to another offer.
By that, I mean you use your power hour or strategy session to generate leads. They pay you a smaller fee for your time, instead of free as they would a discovery call, and you assess the best options for them as part of your overall offer suite.
But… again, you’re going to have client attraction on your mind.
How can I convert them after the 60 minutes?
When should I pitch them on the call?
Should I even pitch them on the call?
How long until I follow up with them again with a high-ticket offer?
The move from low-baller to high-ticket isn’t a targeted sales strategy. It’s like serving up mac-and-cheese to someone and expecting them to purchase the lobster straight after.
It’s not to say that you can’t convert people who start small. You absolutely can. But it’s not the best leap in terms of considering the customer journey.
Introducing… the Better Way. Capitals for emphasis.
Let’s say your power hour gives the structure or bones to a damn-good Facebook advertising strategy. But packaged as an hour, your client can see $250 as fair for a training sesh/brain-picking activity.
However, if you positioned the offer as a complete solution, e.g. Facebook Ads Strategy Map, you take away the model of an hour = the price.
It’s a complete solution, packaged with an end result. As a leading offer, you could easily price this from $1500-4000 (or more, depending on who you’re serving).
If you’re maintaining that you like to serve really small businesses with no budget (cool, that’s great), then your efforts would more lend to creating an awesome suite of DIY options (templates, workshops, signature course, membership).
With a power hour or strategy session, you’ll always be trading time for money. You’ll always find it hard to attract high-ticket clients when you lead with a low-value offer.
But, Amie, I’ve actually priced my strategy session above $500.
Awesome. But where to from here?! Could it be better packaged as a complete solution, so that your client isn’t also relying on a time-based offer?
Again, there’s no room for growth. There’s only so many hours in a day, and only so many people who will invest in an hour of your time > the solution to their problem.
If you DO want to stick with an hour, position it better. For example, within my VIP Offer Intensive, I work with the client over one day — however, it’s a complete solution. They book 3 days in my calendar, and receive a full strategy that gives them a custom blueprint for:
- Packaging and positioning their expertise
- Structuring their offers for growth
- Launching a digital product or online program
It’s not a day to pick my brain. It has a structure based on my signature framework.
Structure your offers better. Change your life.