Transformation-Based Pricing: How Coaches & Consultants Can Earn More While Working Less

On Tuesday, I shared the story of a client who realized her $375/month coaching package required 27 clients to hit her income goals.

She nearly passed out when we did the math.

(Spoiler: she was working way too hard for way too little.)

👉 If you missed that email, catch up here: 27 Clients or 7? The Pricing Strategy That Saves Your Sanity

Today, I want to go deeper.

Because the solution isn’t just to raise your rates.

It’s to redesign your offers from the ground up.

Most service providers—coaches, consultants, agency folks, freelancers—price themselves based on:

• Number of sessions

• Number of deliverables

• Hours per month

• Time in the seat

And then they wonder why they’re burned out and still not making what they want.

Here’s the truth: Your value has nothing to do with your availability.

It has everything to do with your outcomes.

How to Own Transformation-Based Offers

This is the structural change that changes everything:

1. Start with the Result

What is the high-stakes transformation your client is desperate for?

It’s not a report. It’s clarity.
It’s not a call. It’s self-confidence.
It’s not a funnel. It’s financial freedom.

Start there.

2. Reverse Engineer the Journey

Here’s where most service providers get stuck:

They build offers based on how long it takes them to deliver something…

Instead of what it actually takes to create the result.

It’s not about 6 calls or 3 months or 20 deliverables.

It’s about:

→ What shifts need to happen?
→ What tools or help create those shifts?
→ What gets your client from stuck to solved?

Let’s break it down:

IF YOU’RE A COACH: Design for insight, integration, and identity shift

Your clients don’t just need your presence.

They need clarity, awareness, and consistent behavior change.

Here’s what that might include:

Step 1. CLARITY

Before they can take action, they need a better understanding of where they are—and why.

Your job is to:

• Surface the confusion and struggle they’re wrestling with

• Name the patterns and limiting beliefs they can’t yet see

• Reframe the story they’ve been telling themselves

• Identify what’s keeping them stuck

• Illuminate what’s truly possible

This is why I LOVE the assessment as a first offer.

It gives them insight.
It gives you trust.

And it gives you the perfect moment to say: “Here’s where we go next. And why it’s worth every penny.”

🛠️ Might include: assessments, guided journaling, recorded reflections, values exercises, 1:1 insight session, a written summary + roadmap

Step 2. INSIGHT

What truths do they need to realize in order to move forward?

• Facilitate “aha” moments through strategic questions

• Offer reframes or metaphors to shift perspective

• Model possibility through stories or case studies

🛠️ Might require: coaching sessions, curated content, deep-dive discussions, identity work, guided journaling

Step 3. INTEGRATION

How do you help them turn new awareness into new action?

• Set up clear experiments or habit changes

• Create structure for consistent reflection + feedback

• Build accountability that feels empowering, not punitive

🛠️ Might require: async check-ins, habit trackers, voice notes, weekly pulse check forms, access to community or peer support

Step 4. IDENTITY EVOLUTION

Who do they need to become to sustain the transformation?

• Reinforce new beliefs with intentional action

• Celebrate evidence of growth to keep them motivated

• Anchor the shift in their identity (not just their outcomes)

🛠️ Might require: final reflection work, future-you exercises, celebration + graduation rituals, post-program planning

IF YOU’RE A CONSULTANT: Design for clarity, strategy, and operational leverage

Your clients are rarely as self-aware as they think.

Remember: Your buyers are rarely problem aware. They are symptom aware.

So if you sell a solution to their underlying problem, they won’t be interested.

And if you rely on them to dictate what they need you to do, it won’t deliver the results you know you’re capable of.

They come to you describing surface-level symptoms:

→ “We need more leads.”
→ “Our team feels burned out.”
→ “We’re not growing fast enough.”

But you know better.

That’s why your first step must be a strategic diagnosis—not a deliverable.

It’s the only way you can go from being an order taker to position yourself as the strategic partner that you are and that they deserve.

🔍 1. DIAGNOSIS

You’re not just there to do the work.

You’re there to figure out what work even matters.

This is where the audit or assessment becomes your power tool.

Your job is to:

• Uncover root causes they didn’t realize existed

• Connect symptoms to systems

• Identify operational gaps, brand inconsistencies, or decision bottlenecks

• Provide a clear, data-backed diagnosis of what’s really going on

That diagnosis?

It becomes the proof point for why your full-scope, higher-ticket engagement is not only necessary—but inevitable.

🛠️ Might include: stakeholder interviews, tech stack audits, messaging or brand analysis, workflows, survey data, an executive summary with a recommended roadmap

Step 2. STRATEGY

What’s the smartest path forward?

• Define a high-leverage game plan

• Set clear priorities + phased implementation

• Build buy-in around the why, not just the what

🛠️ Might require: strategic roadmap, phased plan, prioritization matrix, executive summary, working sessions

Step 3. ASSET CREATION

What needs to be built to make the strategy real?

• Templates, playbooks, SOPs

• Messaging docs, brand decks, process maps

• Forecasts, reports, or internal tools

🛠️ Might require: behind-the-scenes build time, async reviews, working sessions, iteration rounds

Step 4. IMPLEMENTATION SUPPORT

How do you set them up for success after you’re gone?

• Support internal handoff + onboarding

• Train the team to execute

• Provide recommendations for future optimization

🛠️ Might require: recorded trainings, async video walkthroughs, debrief docs, office hours, post-project support

Why this Premium Pricing strategy serves both you and your clients

Whether you’re a coach or a consultant, this is the shift that changes everything.

Your clients aren’t paying for time.

They’re paying for clarity. For strategy. For momentum. For confidence.

And when your offers are designed around those things?

→ You become more than a service provider.
→ You become a strategic partner. A trusted guide. A catalyst.

And the pricing?

It stops being a question.

It becomes a yes.

Because they finally see what they’re saying yes to.

What you need to remember:

You don’t need more calls.

You don’t need more deliverables.

You need offers that are built for transformation—backed by clarity and designed with intention.

This is how you command higher rates, without burning out.

This is how you build trust faster, and close premium clients more easily.

This is how you become the Solo CEO version of you.

Want help building your own assessment-based intro offer?

Want the full workshop where I walk you through how to design and price your transformation-based offer?

👉 Grab the training here and learn how to build a high-value offer you can confidently sell at a premium. This is THE secret to going from low ticket projects to high-ticket retainers.

Because once you stop selling time, and start selling transformation?

Everything changes.

Especially, your client’s results and your income.

In love and growth,
Kasey