Teachers often ask me how I respond when a potential private client tells me the rate for a private lesson is too high. I’ve got an answer you won’t likely expect. Let me know what follow up questions this brings up!
10 Responses to “{video} How To Respond To a Potential Private Client Who Says The Price Is Too Expensive”
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Hi Francesca! I love this video so much and think it’s wonderful that you are sharing all that you are with teachers. I really appreciate you acknowledging how important it is to not make any assumptions about where people are coming from financially and also what their responsibilities are with the money that they have. I think it’s Yoga Teacher’s it’s really important that we are sensitive to where people are coming from and hold a safe and acknowledging space for our students to be open and comfortable sharing with us as much as they are ok with regarding their financial abilities.
I especially love how when we skip making assumptions it both creates an opening for those who either do or don’t have the disposable income to come to us.
I have been teaching private yoga for 15 years with over 100 students over time and can’t agree enough with what you say in this video. I had nearly the same experience that you did of a colleague who charged less than I did passing along a couple to teach. Before we met, the couple said my rates were too high. My solution was to circle back to them offering a slightly lower rate for a three session package and then if they wanted to continue, it would have to be at my rate. I also offered to meet less often to make it more feasible. In the end, they both agreed to pay my rate and requested that we meet three times a week that was eight years ago and we’ve continued ever since!
I also have several students that I meet periodically when their budget/time allows and it works out great for everyone.
In the end, I love the lesson of keeping yourself open to letting things go that aren’t a right fit and being open to the unexpected by putting yourself forward.
Thanks for creating all of the great content you do. As a teacher of two decades I am really in awe of all that you do!!!
Peace & Gratitude
Ruah
@ruahyoga
Hi Ruah! It is so lovely to meet you and I really appreciate this feedback from a fellow long time teacher. It sounds like we have walked very similar paths! I’m happy we’re connected now. <3
Thank you for the post. I really appreciate the advice to keep curious and be inquiry-based. Sometimes I find the latter a little challenging as I feel I may be or perceived to be, becoming from a place of need This is a reminder to keep going and show up authentically, and that my role is to serve their current wants.
I heard once, we give students what they want so we can get to a place where they get what they need.
You are so welcome Ann-Marie! I’m really happy you found this helpful. And I love the saying you shared so much. It sounds a lot like something I teach in my trainings, “Give your students what they need packaged inside of what they want.” 🙂
This is such a lovely way to interact with potential clients, Francesca — the exact opposite of what I experienced when I was on the other end (the potential client). It turned out that the teacher offered only one very high-ticket package to work with her. She had recently quadrupled her rates, which came as shock. When I said that I couldn’t afford her rate, in a nutshell she took the tactic of speaking to my “pain points” and asking wouldn’t it be worth it to put it on a credit card (aka go into debt!) to solve those? She’d give me a discount if I signed up right now (still making it thousands, but not as many thousands). In hindsight, very sleazy marketing, but I hate to say it worked for her. While I didn’t pull out my credit card, I did pay up. I felt like I would be a bad person if I didn’t and I had fear around what she would think, like I just didn’t want the solution bad enough. I completed all my sessions and in the end felt like I might as well have thrown the money down the toilet; I’m still scrambling to make it all back in order to pay my property taxes at the end of this month. But of course it was my fault that I didn’t get all the promises. Sigh.
Long story, I know, but I wanted to give an example of how NOT to engage with your potential clients around this. Yes, I am a grown up and I still fell for this type of marketing. And now I am wiser and I aim to listen to AND HEED my gut if something like this every happens in the future. LESSON LEARNED THE HARD WAY.
It’s certainly taught me how NOT to interact with others.
M
Hey M. Thanks so much for sharing your story here. I have experienced those kinds of sales tactics too and they are INTENSE. I get why they work. I want to stay as far away from that kind of communication as possible. I so appreciate you being here and sharing your story and I’m sending you lots of love.
Thanks so much for this very timely video Francesca! After doing a lot of market research, considering the cost of living in my area (Loudoun County, VA), and thinking about what I am comfortable charging, I will be raising my rates in January. My marketing coach recommended I only offer 5-session packages (currently I give students the option of single sessions or a package of 5). While I am going to ONLY offer 5-session packages (at least in my marketing), I will DEFINITELY remember to be flexible for people who say they cannot afford my rates. Thank you, thank you!
You are so welcome Jennie! Congrats on raising your rates! <3
Hi Francesca
This is a brilliant video and I highly appreciate you sharing this with me. Yes you hit the nail on the head that there will be people who don’t necessarily understand the value of a private class until they actually do it a couple times. I know I am trying as a new and upcoming teacher to find creative and supportive ways to give people their space to decide what they want but also being true to myself and my yoga services by offering to teach with an open heart and dedication.
Yes yes yes! You are so welcome. I know this is a delicate balance to walk and it sounds like you are doing a great job. Sending so much love your way Priyanka. <3