How to Offer Package Deals for Coaching Sessions

Less time selling. With packages, you sell once and coach many times. One sales conversation locks in 4, 6, or 12 sessions. Your ratio of coaching time to selling time improves dramatically.

Stronger relationships. When a client commits to a package, you're not a one-off resource. You're their coach. There's continuity, accountability, and a shared commitment to their goals. This deeper relationship produces better results and better testimonials.

Package Structures That Work

The right structure depends on your niche, your clients' needs, and how long your typical engagement runs. Here are the three most common structures.

The 4-Session Starter

Duration: 4 weeks (weekly sessions) Best for: Clients new to coaching, focused problem-solving, trial engagements

Four sessions is short enough that clients don't feel locked in, but long enough to make real progress on a specific goal. It often serves as a stepping stone: clients start here, see results, and upgrade to a longer package.

The 6-Session Growth Package

Duration: 6-8 weeks (weekly or biweekly) Best for: The core coaching engagement, most niches

Six sessions is the sweet spot. It's enough time for meaningful transformation without requiring a massive upfront commitment. Most coaching methodologies show measurable results within 6-8 sessions. This should be your anchor offer.

The 12-Session Intensive

Duration: 3-6 months (weekly or biweekly) Best for: Deep transformations, executive coaching, high-ticket engagements

Twelve sessions represent a full coaching engagement. This is where the biggest transformations happen: complete career pivots, business scaling, leadership overhauls. The longer timeframe allows for implementation, course correction, and sustained accountability.

How to Price Your Packages

The core principle: offer a meaningful discount over single-session rates, but not so much that you're leaving money on the table.

The Discount Sweet Spot: 10-20% Off

Why not more than 20%? Steeper discounts undercut your perceived value. If your single session is $200 and you offer 12 sessions at $120/session (40% off), clients start to wonder why the single session costs so much.

Why not less than 10%? A 5% discount on a 6-session package saves the client $60. That's not enough to motivate someone to pay $1,140 upfront instead of $200 at a time.

Real Pricing Examples by Niche

Career Coach ($175/session)

Executive Coach ($350/session)

Wellness Coach ($100/session)

Payment Options: Upfront vs. Installments

How clients pay matters almost as much as the price. The right payment structure removes friction and makes higher-ticket packages accessible.

Full upfront payment works best for packages under $800. You get maximum cash flow and commitment, but sticker shock can slow down the sales process for bigger packages.

Monthly installments (2-4 equal payments) work best for packages over $800. They can increase conversion rates by 20-40% by matching how most people budget.

The hybrid approach offers both: a small discount (additional 5% off) for paying upfront, with an installment option at the standard package price.

Example:

• 6-session package, installments: $1,020 (3 payments of $340)
• 6-session package, paid in full: $969 (additional 5% off)

This gives clients a choice and creates a natural incentive to pay upfront without pressure.

Session 0: The Discovery Call as Package Opener

One of the most effective package strategies is including a discovery call as "Session 0," a preliminary conversation before the formal coaching engagement.

It reduces buyer risk. The biggest objection to packages is: "What if I don't like working with this coach?" A discovery call lets the client experience your style and build trust before committing. It turns a leap of faith into an informed decision.

It improves your coaching. Session 0 gives you critical information about the client's goals, challenges, and communication style. When Session 1 starts, you can hit the ground running with a tailored plan.

It increases conversion rates. Coaches who offer a discovery call before presenting packages convert at significantly higher rates than those who pitch packages cold.

How to Structure Session 0

Duration: 20-30 minutes Cost: Free or low-cost ($25-50, credited toward the package if they sign up) Agenda:

1. Understand the client's current situation and biggest challenge (5-10 minutes)
2. Explore what success looks like for them (5 minutes)
3. Share your coaching approach and how you'd work together (5-10 minutes)
4. Present your package options and answer questions (5 minutes)

The key: Session 0 is not a full coaching session. Give them enough insight to see your value, then present the package as the path to the full solution.

When describing packages, frame the discovery call as part of the experience. Example: "The Momentum Package includes a complimentary 30-minute discovery session where we map out your goals, followed by 6 focused 60-minute coaching sessions over 8 weeks." This makes the package feel more comprehensive and reduces the perceived risk.

Package Naming Tips

A well-named package feels like a curated program, not just "a bunch of sessions."

Use outcome-oriented language. Clients are buying the result. Names like "Career Accelerator," "Revenue Breakthrough," and "Leadership Edge" point to what they'll achieve.

Create a clear progression. "Starter" > "Growth" > "Transformation" tells a story. "Bronze" > "Silver" > "Gold" signals tiers of access, not progress.

Keep it short. One or two words. "Leadership Intensive" works. "The 12-Week Executive Leadership Intensive Coaching Program" is a description, not a name.

Match your niche vocabulary. Business coaches: "Sprint," "Scale," "Accelerator." Wellness coaches: "Reset," "Journey," "Balance." Career coaches: "Pivot," "Launch," "Breakthrough."

How to Present and Sell Packages

Lead with the Middle Tier

Present three options (single session, mid-tier package, premium package) and highlight the middle one as "most popular" or "recommended." The premium package makes the mid-tier feel like a smart choice, while the single session makes the mid-tier look like a better value.

Show the Math

Make the savings explicit. Don't make clients calculate the deal.

• Single session: $200
• 6-Session Momentum Package: $1,020 (save $180)
• 12-Session Transformation Package: $1,920 (save $480)

Feature Packages on Your Booking Page

On platforms like Talkspresso, you can create multiple service offerings with different pricing. Set up your single session and your packages as separate bookable services. Feature the 6-session package prominently so it's the first thing visitors see.

Upsell After Single Sessions

Not every client will buy a package right away. The single session is your best sales tool.

After a strong first session, present the package within 24 hours while the value is fresh: "Based on what we covered today, I think you'd benefit from a focused 6-session engagement. I offer a Momentum Package that includes six sessions at 15% off. Want me to send the details?"

When clients complete a package, proactively suggest renewal: "We've made great progress over these 6 sessions. If you'd like to continue, I have a 12-session intensive for going deeper. Want to talk about it?"

Putting It All Together

Here's a complete package lineup for a business coach charging $200/session.

Momentum and Scale offer pay-in-full (additional 5% off) or monthly installments.

This lineup gives every client a path in. The curious prospect books a single session. The action-oriented client grabs Quick Win. The committed client goes straight to Momentum. The executive with a big vision signs up for Scale.

Mistakes to Avoid

Too many options. Three tiers plus a single session is plenty. More creates decision paralysis.

Discounting too aggressively. A 30-40% discount makes the single session look overpriced. Stay in the 10-20% range.

No expiration dates. If a client buys 6 sessions and uses one per month, you're holding capacity for half a year. Set a usage window (e.g., 6 sessions within 10 weeks).

Skipping the discovery call. Selling a $1,000+ package to someone who's never spoken with you is an uphill battle. Include Session 0.

Burying packages on your booking page. Lead with your recommended package. Make it the most visible option.

No refund policy. Spell out what happens if a client cancels mid-package. Common approach: unused sessions are refundable at the single-session rate, so the client loses the package discount on sessions already used.

Start Building Your Packages

Coaching packages are the fastest path from unpredictable income to a stable, growing business. Bundle sessions at a 10-20% discount, include a discovery call, offer payment flexibility, and present the package as the natural next step for clients who want real results.

Start with a 6-session package at 15% off your single-session rate. Set it up on your booking page, present it as your recommended offer, and watch your revenue per client multiply.

Compare all platform fees in our 9 best platforms for paid video calls, or see the full Talkspresso for Creators feature set.

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