Before pitching a coaching program, ask prospects what they've spent on similar programs before. Someone who spent $300 previously will balk at $10,000, while someone who spent $30,000 signals they can handle premium pricing. This one question shapes your entire offer.
Sometimes you'll, you'll ask like, okay, have you had any coaching programs in the past? Like sometimes somebody will say like, oh yeah, I had this one coaching program. It was really expensive and something, something. You're like, okay, like just out of curiosity, like how much was the coaching program? And they're like, oh, it was like $300. And I'm thinking of this myself in the call. I'm like, uh-oh. Where someone's like, yeah, I've invested in a ton of programs. How much would you say you invested total in like all of those programs combined? Like, ah, I don't know, like $30K. And you're like, okay, totally different person you're dealing with. I kind of want to know what am I in for when I drunk this price. If someone said that to me on a call, I'd be like, okay, we're going to be fucked when I drop this price. Like, if I told you right now that the investment for our program was like $10K, would, would that be like completely out of the question? Like, I might just price drop right there. I'm just trying to get a sense for like what's going to happen when I present X so I'm not totally blindsided.
