How to Get More Sports Coaching Clients WIthout Lowering Your Price

Hey, what's going on, coach? Welcome back to my channel. Today, I'm gonna answer a question that I got from a coach on Instagram. He said, should I run discounts to fill open spots in my business? Reader's Digest version, no, shouldn't be doing that. But I'm going to show you a clear-cut difference between running discounts and running promotions because I haven't spent enough time on my YouTube channel explaining what promotions actually mean, how it works. And first, let's talk about the discounts and why you shouldn't be offering discounts to your training program. The thing is, is if you have customers already, they've paid a certain amount of money and you talk to new leads and you tell these new leads, hey, this is what these clients are paying. This is our program. And then these new leads are like trying to come down on price. If you are offering the same service to these new leads that want to come down on price as the service as where you're getting I'm getting paid in full from. real customers, what you're doing is you're disrespecting your current customers who paid you the amount that you're worth. And you're basically telling the new customers, hey, you can pay me this. And to me, that's disrespectful to your current clients. That's disrespectful to yourself. And if you are, you know, a dad or a mom watching this, that's disrespectful to your own family because you're basically undercutting yourself with your price. I hate that. I don't think any coaches should ever do that to clients, to themselves. So I'm very firm. You should not be running discounts to new customers, right? Now, let's put that into a box because what I'm about to explain is very, very different, very different, right? So let me give you this example. If you have like 20 spots available in your program right now and you want to start selling spots and you don't want to do a discount because you're like anti-discount like me. Instead, what we do is we put together a promotion, right? Now, a promotion is something that we run for seven to 10 days. This is something like, you know, I'm not going to like toot my own horn here, but this is something I have pioneered in my soccer training business. Every coach that I work with right now is running at least one promotion per month to people who are not in their program. So this is a revenue generating system that I use with all the coaches that I work with. And I have, you know, I'm not going to hold it back. I do this with every single coach I work with. The ones that run it every month are making way more money than the coaches that don't do it. Right. The difference with the promotion is we have something that's very tight knit. It's for a certain amount of people. It's going to last for a certain amount of time. And the goal is to turn the current client, previous client, or a person that's never trained with you in their life. They've never given you money. The goal is to either upgrade people or turn people into a customer in some fashion, right? So let me give you this example because I want this to be really, really clear. So a couple of Black Fridays ago, one of the coaches that I worked with, he was like, hey, Hey, there's a bunch of people that... They're like on the fence. They want to work with me, but they haven't signed up yet. And I want to run something specific directly to them. And I was like, okay, cool, man. What's the price of your normal program for 12 months? And he told me it was $4,000. I was like, all right, so 4K, that's what we're charging. All right, so it's 4K. We're not going to come down on that. So it's $4,000. And I was like, let's think through something that is a really, really good deal for the customer and for you. Because if someone is hesitant, on signing up, sometimes we need to give them a better offer. That's just how, that's just how it is in life. Like sometimes people need a different way of looking at it before they hand you $4,000. And so with him, this is what we drew up. And I have since drawn this up for a lot of coaches that I work with, and this offers worked really good. And it doesn't have to be on Black Friday. We can do this any month. It doesn't matter. But what we did was we said, hey, between this time and this time, when you commit to the program, we're going to give you a year for free. And the investment's the same amount, $4,000. Where there is a string attached is the way that you get the free year is you have to bring two customers in within the first 12 months of training. To get the second year. So this is what it's doing. It's protecting the coach. Because let's say someone's like, oh, I want that second year free. I'm going to pay the 4K. Now I'm going to get basically an entire second year free. If they want to do that, they got to bring you two customers. So that means every client that buys this $4,000 thing, they're bringing you two other clients that are spending $8,000 total. So that's like basically worth $12,000 to the business owner. And then they're going to give one of those customers the second year free, right? So this is a classic. promotion that I like to run with coaches where in a short time window we have this deal set up and this can be for people that haven't trained people who used to train to get them back and it can also be for current clients it's a great deal for everybody we're not doing a discount we're not saying it's normally four thousand dollars we're going to give it to you for a thousand dollars when you sign up we're saying no it's four thousand dollars we're going to give you this second year free but you have to do this you have to bring in new customers within the first 12 months and if you don't do that, then the second year is not free. So they paid the same amount as they would have if they were a normal customer without the discount. So that is an example of running a promotion. And that is different than doing a discount. So I hope there's a very clear divide because most of the time when coaches discount their program, they'll tell parents, hey, it's $100 per session. And the parent's like, can you do it for 60? And the coach is like, sure, whatever. That is very different than what I'm talking about with a promotion. Promotion, you're getting way more money up front. There's real buy-in. And there's contingencies involved where they're going to grow your business for you in that first year. So giving them a second year for free is a no-brainer. It's a no-brainer to offer that to them. And it's a no-brainer for your business. And so that's where you have to understand negotiating and discounting and coming down on current price is not the good move. That shows weakness in your business. But running a promotion is very different, especially if you have your Your contact was set up the right way. especially if you're good at communicating on social media. And this is sort of like, if you follow what I do on social media, I run this sort of stuff all the time for my business, right? I do it all the time. Like I promise you, if you stop this video and go watch some of the stuff I'm doing, probably in the next 24 hours, you'll probably see stuff that I'm doing actively. It works all the time, right? And so you can use that sort of stuff in your business. So should you run discounts to fill open spots? No, but you should be creating promotions to fill those open spots. and incentivizing your clients to buy it within a short time window. That's it for today's video. If you have any questions for me, you wanna connect with me, all you gotta do is go below this video here, click on the first link that you see, put in your name, email, phone number on that page. I'll send you a personal text. I'll connect with you right then and there. Can't wait to chat with you. Have a blessed day. See you later.