STEP 3.2: A CASE STUDY
Crafts Her Tiers
Maria has her Value Ladder blueprint. Now it's time to get specific about the value each offer provides by translating features into real-world results for her clients.
The Challenge
How does Maria explain her $997 coaching program in a way that makes clients feel it's a wise investment in their well-being? Listing components like "weekly modules" feels flat. Maria needs to build a bridge from what the client *gets* to how their life will be *better*.
The Action
Maria uses the 'Feature-Benefit-Outcome Matrix' for her Core Offer, the "6-Week Burnout Recovery Program".
Feature: Weekly modules with actionable frameworks.
Benefit: ...So you get a structured, step-by-step plan, saving you from guessing what to do next.
Outcome: ...Which gives you a sense of control and clarity, allowing you to proactively manage your energy instead of just reacting to stress.
Feature: One-on-one coaching calls.
Benefit: ...So you get personalized guidance tailored to your specific challenges, ensuring the strategies fit your real life.
Outcome: ...Which means you feel deeply supported and understood, giving you the confidence to implement meaningful changes.
Feature: A "boundary-setting" script library.
Benefit: ...So you have the exact words to use when you need to say "no" or protect your time, avoiding awkward conversations.
Outcome: ...Which empowers you to reclaim your time and energy, creating space for what truly matters and rebuilding your sense of personal agency.
The Outcome
By completing the matrix, Maria now has powerful language for her sales page and marketing. She's no longer just selling a coaching program; she's selling:
- Clarity and control over your work-life.
- Confidence to set healthy boundaries.
- A sustainable path to success without burnout.
When it's time to talk about her program, Maria won't lead with "Get weekly modules." She'll lead with "Regain control of your calendar and your life."