Pricing, Positioning & Masterclass Format: Coach Roundtable

Key Points:

1. Celebrating Wins & Scaling Up (00:46) – Coaches share client wins, hiring milestones, and the impact of helping others launch new ventures.
2. AI & PAS Tools for Research & Lead Gen (07:03) – Using AI for website analysis, prospect research, and building confidence before sales calls.
3. Role Play & Assessment Fulfillment (10:52) – Exploring the value of live role play, breakout rooms, and scenario-based learning for PAS assessments.
4. Friday Call Format: What Works? (15:02) – Open discussion on how to structure Friday sessions for maximum value, including rotating topics and deeper dives.
5. Objection Handling & Real-World Examples (33:11) – Brainstorming how to quickly adapt strategies to different business types and handle objections in assessments.
6. Tiered Learning & Group Structure (41:23) – Debate on “high school, college, MBA” levels of training and the value of blended, real-time learning.
7. Pricing Models & Confidence (48:23) – Honest conversation about setting fees, tiered pricing, and the evolution from low-ticket to premium offers.
8. Value-Based Selling & ROI (59:29) – Using PAS to anchor pricing to client ROI and the importance of being ready to close on the spot.
9. Peer Support & Advisor Access (31:53) – How to get help from advisors, the Facebook group, and peer feedback on pricing and positioning.
10. Continuous Improvement & Feedback (1:01:30) – Commitment to evolving the call format and content based on coach feedback and needs.

Key Takeaways:

• Anchor your pricing to client ROI using PAS or assessment results.

• Start with confidence: Know your value and set your price accordingly.

• Use role play and peer feedback to sharpen your pitch and objection handling.

• Leverage AI and PAS tools for research, onboarding, and lead gen.

• Be ready to close: Have your pricing and checkout process set before the call.

Notable Quotes:

• “Do something for free sometimes. And it comes back.”

• “If Alan can do that, every one of us can.”

• “It’s always harder to raise your prices than it is to lower them. But once you lower them, getting them back to where you want… that’s tough.”

• “You have to know your value. And you get there by searching what other coaches charge, and by understanding the true value you bring.”

Action Steps from the Call:

1. Review your pricing model and anchor it to the ROI you deliver (see 59:29).
2. Practice your close and objection handling with a peer or in a breakout room.
3. Use AI or PAS tools to research prospects before your next call (see 07:03).
4. Prepare your checkout process and pricing page before every sales conversation.
5. Share your pricing and offer sheet with a peer or advisor for feedback.

Resources & Tools Mentioned:

• Profit Acceleration Software (PAS): For ROI-based pricing and assessments.

• AI Research Tools (ChatGPT, CoPilot): For website analysis and prospect research.

• Role Play Dojo: For practicing sales conversations and objection handling.

• Facebook Group: For peer support and rapid feedback.

• Breakout Rooms: For targeted practice in lead gen, sales, and fulfillment.