Are you, like me a coach, consultant, personal trainer, or service-based business owner struggling with trading hours for income? You’re not alone. In this post, I’m sharing how moving away from hourly rates and creating structured packages transformed my business – and how it can transform yours too.
Why Moving Away from Hourly Rates Matters
Back in 2019, I was working 1:1 with clients how I think most people do – booking the next session at the end of the previous one. Sometimes there would be weeks or even months between sessions. It was inconsistent for me and for my clients, and the results were limited.
I was at full capacity, stressed, and constantly trading my time for money. I knew there had to be a better way.
When I finally created structured packages, my monthly income quadrupled – and my clients achieved better results too.
The Problem with Hourly Rates and One-Off Sessions
Charging by the hour feels simple, but it comes with hidden costs:
- No continuity for clients: They don’t have a structured plan to follow.
- Unpredictable income for you: Your schedule may be full, but your cash flow isn’t.
- Limited client results: Sporadic sessions make it harder for clients to make meaningful progress.
- High stress and burnout: You’re always chasing the next session instead of working on growing your business.
If this resonates, it’s time to consider a different approach.
The Turning Point: Structured Packages
I created a six-session coaching package and nervously offered it to clients. The response? Out of 10 calls, 9 clients signed up.
Packages aren’t just good for your business – they’re good for your clients too. They provide:
- Continuity: Clients follow a structured plan.
- Predictable outcomes: Results are clear and measurable.
- Relief: Clients can relax knowing their progress is taken care of.
This model works across all service-based businesses, whether you’re coaching, consulting, personal training, or providing therapy.
Benefits for Business Owners
Offering packages changes the game:
- Predictable income every month.
- Lower stress and reduced admin.
- More time to work on your business, not just in it.
- Space for strategic growth and scaling.
It frees you from the cycle of trading time for money while creating stability in your business.
Benefits for Clients
Your clients benefit just as much as you do:
- Structured support and continuity in their development.
- More consistent results.
- Peace of mind knowing there’s a clear path forward.
When clients feel secure, they can relax and fully engage with your expertise.
Pricing Mindset Shift
One of the biggest lessons I learned is to price based on value, transformation, and impact—not your time.
Think about:
- What transformation will your client experience?
- How will their life or business improve after working with you?
Set an “up your game” price – slightly higher than what feels comfortable. It stretches you and positions your service as high-value. If you feel a little nervous quoting the investment, you’re probably pricing it right.
Get Clear on Your Clients and Marketing
Clarity is key before launching a package:
- Who is your ideal client?
- What problem or challenge are you helping them solve?
- What can they expect from working with you?
Once you’re clear on these, your marketing strategy will naturally align. Confidence in your value is essential – if you don’t see it, your clients won’t either.
Practical Steps to Create Your Own Packages
- Define the problem you solve for clients.
- Identify your ideal client and outline what they can expect.
- Plan logistics: number of sessions, timeline, format, and deliverables.
- Design for maximum impact, leveraging your expertise.
- Price based on value and transformation, not hours spent.
- Make it an “up your game” price—stretch yourself and the value you offer.
This approach maximizes results for both you and your clients.
How This Works Across Service-Based Businesses
Packages work for any service-based business, including:
- Coaches and consultants
- Personal trainers and S&C professionals
- Therapists and counsellors
- Freelancers or any expert offering transformation
Packages help retain clients longer, reduce admin, and create predictable income.
Encouragement and Mindset
Feeling nervous about making this change is normal. Shifting your business model takes courage, but the rewards are huge.
For me, offering packages brought clarity, higher income, and better client results. Start small, test your packages, and refine as you go.
Think about what package you could offer that provides real value to your clients while freeing you to grow your business.
Closing
Moving away from hourly rates benefits both you and your clients.
- Packages create continuity, predictability, and better results.
- Pricing based on value and transformation changes the game.
- Confidence and clarity about your clients and what you offer is essential.
Start structuring your services around impact, results, and continuity, and watch your business thrive while your clients achieve real transformation.
If this struck a chord, I’d love to hear your story. Book a free discovery call today.
Sarah.
