Bridget thought she was worth less online. That’s basically what she said. She runs a weight loss program out of a clinic, brick and mortar, and she felt like her value got smaller the second she wasn’t sitting across from the person.
Within her first month working with us, that program went from about $30K a month to $50K. Three months in, it’s been between 50 and 60 every month, and last month came in just under $57K.
Same program. Same person. She just stopped believing the screen made her worth less.
Zero online experience and no idea what to charge
Bridget was super honest about where she started. Zero online experience. Zero digital skills. And both of those stressed her out.
On top of that, she said she had no clue what her price point should be, what her value was, or how to communicate it. Which is wild when you think about it, because she was already doing around $30K a month with this program in her clinic. She obviously knew how to get people results. She just couldn’t put a number on it or say it out loud with any confidence.
I see this a lot with clinics, trainers and practitioners. They’re great at the work and bad at explaining what the work is worth. In person they get away with it because the setting does some of the talking for them. Online you don’t have that. You have to say it.
What I’d do if you’re in that spot is write down what a client walks away with. Pounds lost, how they feel, what they can do now that they couldn’t before. Then price it against that, not against what it costs you to show up for a session. That’s how you start saying the number without flinching.
Why selling on a screen felt cheaper to her
This is the part I want people to sit with. Bridget believed her value dropped online because she wasn’t in front of the person.
I get why people think that. But think about what the client is paying for. They want to lose weight. People don’t really care what they’re getting, they just want results. If your process gets them the result, it doesn’t matter if you’re in the same room or on a Zoom call.
It’s like a good trainer. If his programming works, it works whether he’s standing next to you at the rack or texting you your workout. The plan still works. The food still works. And Bridget said exactly that, she’s getting the same results for people online that she was getting in clinic.
Once she knew that, the price stopped feeling like a stretch.
Confidence was the thing she was missing
When my team asked her what made the biggest difference, she didn’t name some tactic. She said confidence. The confidence to take the product and services she sold person to person in her clinic and sell them high ticket online.
I think a lot of people wait to feel confident before they try anything. It goes the other way. Confidence comes from getting results, and results come from action. Bridget got one month of proof, $50K, and now it’s not a question anymore.
She also said she’s willing to work hard and already had the skill set, she just needed the coaching and a process she could feel confident in. Honestly, that’s the kind of person I want to work with. The skill is there. They need a process that’s been tested so they’re not making it up as they go.
The math on waiting
Bridget said if she hadn’t pulled the trigger, she’d have cost herself about $60,000 by now. Let’s check that. She was at about 30 a month. She’s been running between 50 and 60. Call it an extra 20 grand a month, give or take. Three months, that’s 60 grand. Her number checks out.
That’s what people miss when they’re sitting on the fence. Waiting feels free. It isn’t. Whether you see it or not, you are absolutely losing money. Every month she spent thinking about it would’ve been another 20K or so she didn’t make.
She also said the investment wasn’t even a question for her, because she knew she’d get the return, and she got it way quicker than she imagined.
One program, nearly twice the revenue
She described it as growing her business almost twofold. And notice she didn’t build a new offer, hire a big team or open a second clinic. She took the thing she was already selling and started selling it in a second place.
That’s what I’d tell anyone with a practice that works in person. You already have the program. You already know it gets results. The only question is whether you’re willing to sell it to people who can’t drive to you.
It’s been about 12 weeks for her. Her coach on our team said it’s only the beginning, and I’d agree. Three months into the online side is early.
So if you’ve got a program that works in person and you keep telling yourself it won’t sell the same online, Bridget’s the proof that it can. Figure out your price, learn to say what it’s worth, and go sell it. That’s it.
Want to know what’s capping your business right now? Take my free 90 Day Ceiling Plan. Answer 18 questions and get a written plan, built on your own numbers, that names the one thing holding you back and what to fix first.
