Selling Sports Training at Your Sports Facility
Any sports professional will tell you that training is not a quick process. Learning the skills required for any sport requires hours of effort, and to excel at any sport requires many more.
Although some athletes learn more quickly than others, there’s almost always a substantial learning curve to understanding proper technique.
With that in mind, make sure you’re helping your clients with their sports training by offering specialized sports training packages that will help them reach their goals as they train at your facility.
First, check out my previous post on creating custom packages, in general. As I mention in that post:
“Your trainers and staff work directly with clients every day and are very familiar with their athletic goals. Employees should be encouraged to create custom packages for them that will help them reach those goals.
For example, if one of your baseball coaches regularly works with a child who is preparing to try out for the baseball team, he could create a discounted package for the child that includes baseball hitting instruction every week until tryouts, plus two batting cage rentals each week to practice and a specialty fielding clinic.”
The main thing to keep in mind: You don’t need to make money on these sports training packages, at least initially. In fact, even if you lose some money, you can think of it as part of your marketing efforts. You’ll make your lost money back many times over as the customer who purchased the original package returns for future lessons and related services.
It’s important to take the objection to the price out of the equation at first so you can demonstrate how your services are well worth the money. (Package prices can be intimidating at first, because customers are used to per session prices). After you sell the package, it becomes your job to make sure that the packages are effective and to follow up with the customer to make sure they’re satisfied.
You should already have a database that lists your clients’ sports interests, so that when you have a new program that pertains to the sport they are interested in, they can automatically be informed via email.
Remember, by offering customized packages to individual clients, you’re demonstrating to your customers that you’re aware of their needs and are willing to do something special to support them. This undoubtedly improves customer retention and increases word-of-mouth referrals to your company.