You Should Stop Selling 1-on-1 Session as a Sports Coach (here's why)

What's going on, coach? This is Ben Neighbors. In this video, I'm going to answer this question that I've gotten from a lot of coaches that are looking to grow and scale their private soccer or basketball training business. And this question is a really good one. So the question is, should I stop selling one-on-one sessions and permanently switch to 12-month programs? Now, this is a really nuanced question because a lot of this is going to come down to you and In your situation. But I'm going to try to give you this answer in a way that I know can be really helpful to you no matter where you're at, okay? Because most coaches that ask me this question, obviously they already have clients. Like very few people start their business where they just start offering 12-month programs. I've never really met anybody in my life that's in this industry that started their program and that's like how they run it. They're just running pure 12-month type of commitment. This means you have experience, you probably already have clients right now, and you're looking to grow your business. You want your clients to become more committed right now than they have been in the past. The fastest way to be able to do something like this, it's not take your current clients and just get them to sign up for 12 months. The thing that we want to do is we want to be able to take new customers and get them to sign up on something like that. And the reason why I'd want you to take new customers and try that with them first is because new customers, they're going to come in at whatever offer you give them. They're only going to know. What you're talking about on your sales call, they're not going to know what you've done in the past. They don't care about what you've done in the past. And if you've watched any of my recent videos, I talk about this all the time, but it's easy to test things like this in your business when you are a good marketer. If you're a good marketer, that means you're drumming up sales calls all the time. If you're not getting sales calls, it's going to be pretty intimidating to offer one or two people per month a 12-month type of program. Because there's going to be more pressure on you. And you probably rather than just sign up for, you know, sessions instead of a longer commitment, because you don't have a lot of opportunities that month to actually get clients. So this is why on your end to really test this out for your business, you need to have like a marketing sprint within like a seven to 14 day period of drive a lot of calls. into your ecosystem and you present a 12-month type of offer. Now, the easiest way to figure out what to charge for something like this is you take what you charge per session, you multiply that times four, so that'd be that coming one time per week, and then you multiply that times 12 months. So if you charge $100 an hour right now and you want to train clients once per week, That's $400 per month. And then if you multiply that times 12. That's $4,800. So that's a $4,800 program. And the way that you could sell it, and whether this is for one-on-one or groups, it doesn't matter. But the way that you could sell it is when someone commits to your 12-month program, there's two different ways they can join. They can either pay monthly. So it's 400 per month for 12 months, which equals $4,800. Or they pay $4,000 up front And they save 800 bucks. And when clients have those options in front of them. You're going to be surprised. There's going to be more people than you think that are going to take the $4,000 upfront offer than the people who pay $400 per month because they're getting two free months when they take that offer. Now, I'm not going to go into the details of like what else to include in your program because like if you're just selling sessions. And that's what you're known for right now. The easiest way to move to a 12-month type of offer is you just multiply out what I just showed you and you start drumming up some calls and you take the risk on those calls. And to me, there's very little risk doing something like this if you start with new prospects, because I've seen coaches in the past, what they do is They're not really wanting to talk to new people about it. They want to just get all of their current customers over to that type of plan. But the thing is, the current customers you have, they will switch over to something like that, but you're going to have more confidence getting them switched over to something like that when you already have believed and you've seen new people have already bought it. That's why I try to go in the opposite order. Try to go to new prospects first. Let's see how that goes. Then we go back to previous clients. And then at some point, everybody gets switched over to. that type of model. Now, you could replace 12 months with six months or three months. But the reality is, the lower you go on the spectrum, the more you have to resell to your customers. And that's really hard to do if you have 50, 100, or 200 customers. That becomes a part-time job having to resell to people when their agreement is done. This is why I like the 12-month offer Because if you set that up properly. They're in for 12 months. Ideally, you're getting referrals within those 12 months. They get great results over 12 months and they want to stay in your program for years. The whole point of this business for you, it should be long-term development with the kids that you train. It should not be short-term development and then you have to get new customers all the time. That's why coaches burn out. And that's why I get these types of questions all the time because coaches are burnt out with running a lot of sessions, but they're not really running consistent sessions with consistent clients. This is why for you, you want to be able to ramp up the commitment level of your customers to truly grow and scale your business. You need clients you can rely on. That's how this works. So hopefully this answers your question. If you like this video, you want more of my one-on-one help to actually grow your business, go right below this video. You can tap on the link there. You can book a free call with me. I can audit your business. That call is like 20 minutes. And all of the coaches that I've ever worked with that you've seen on this channel all started with that first free call. So go there right below, go book the call. I'll see you soon.