Tiered Offers & Coaching Models for Busy Clients

Key Points:

1. Downselling & Tiered Pricing (03:40) – How to offer lower-commitment or ramp-up pricing to win hesitant clients.
2. Objection Handling Framework (06:01) – Techniques to uncover the real reason behind “I need to think about it” and address it directly.
3. Short vs. Long-Term Contracts (08:27) – Pros and cons of 3-4 month contracts with extension options versus 12-month commitments.
4. Confidence in Sales (09:16) – Why clients buy from confident coaches and how to project that, even as a newer coach.
5. Ascension Contracts (10:25) – Using contracts that gradually increase in price and value over time.
6. PAS Assessment as a Sales Tool (11:12) – Leveraging the PAS to ask the right questions and diagnose client needs.
7. Structuring Coaching for Busy Clients (15:39) – Options for one-on-one, group, and flash coaching, and how to tier pricing accordingly.
8. Pairing Coaching with Tax Strategy (19:04) – Integrating coaching into existing tax advisory services for deeper client relationships.
9. Customizing Delivery for Niche Clients (25:36) – Adapting coaching models for professionals like chiropractors who value VIP, high-touch service.
10. Cross-Training Teams (28:42) – Why it’s better to have dedicated coaches rather than training tax professionals to coach.
11. Repositioning & Upselling Existing Clients (35:42) – How to transition “one-off” clients (e.g., R&D credits) into ongoing coaching relationships.
12. Handling Burned Bridges & Trust Issues (36:14) – Strategies for rebuilding trust and repositioning your firm as a long-term partner.

Key Takeaways:

• Offer tiered or ramp-up pricing to lower the barrier for new clients.

• Use direct, specific questions to uncover and address objections.

• Match coaching delivery to client personality—VIP for busy/high-status clients, group or flash for others.

• Leverage PAS assessments to guide conversations and demonstrate value.

• Keep coaching and technical roles separate for best client outcomes.

Notable Quotes:

• “Sales is nothing more than education and fact finding—find out what the pain points are and how we can get there.”

• “If you’re not 10 out of 10 wanting to do this, let’s figure out what your hesitation is.”

• “Not everybody is prepared to be a coach. Not everybody has the skills or the EQ, frankly, to be a coach.”

Action Steps from the Call:

1. Implement a tiered pricing or ramp-up offer for prospects hesitant to commit long-term.
2. Use the objection-handling script at 06:01 to get specifics when a client says, “I need to think about it.”
3. Review and adapt your coaching packages to include one-on-one, group, and flash coaching options.
4. For service-based firms, design a process to pair coaching with your core offering (e.g., tax planning).
5. Use PAS assessments in every discovery call to surface client needs and build trust.

Resources & Tools Mentioned:

• Profit Acceleration Software (PAS): Used for assessments, objection handling, and structuring coaching conversations.

• Group Coaching & Flash Coaching Models: Delivery formats to suit different client needs and price points.

• Custom Groups & Content in PAS: For tailoring group coaching to niche audiences (e.g., chiropractors).

• Objection Handling Scripts: Provided in the call for real-time use.