But here’s where most of us get it wrong when it comes to keeping members happy and attracting new ones: we focus on selling what we’re great at instead of focusing on how our strengths can meet our clients’ specific needs.
For example, let’s say you have a volleyball club with a fantastic roster of coaches. You might think you offer “elite youth volleyball training,” but that’s not what your clients actually need. What they need is to make sure that their kid gets the best chance to play volleyball in college.
See the difference?
When you focus on meeting your clients’ needs instead of focusing on marketing your own skills, that’s when you really succeed — and that’s exactly what Momentum Volleyball Club in Centennial, Colorado, has done.
The MVC leadership understands that most of their players are aiming for the college level, and that sports-specific training is just one factor in getting them there. They also understand that their clients are willing to pay much more than they’d pay for just skills training to get a package that completely solves their problem.
When you join a team at Momentum Volleyball Club, you get great volleyball training as well as these benefits:
- Speed and Agility Training. Being a truly elite volleyball player requires high endurance, a strong core and a high vertical jump. MVC has developed a close partnership with a local speed and agility training company that works with their athletes exclusively on such athletic fundamentals. The trainers have an office in the MVC building and work with the same teams all year long, building relationships with them and tracking their progress as the months go by.
- Yoga. Again, MVC leaders know that you need every athletic edge to play at the elite level, including flexibility and mental focus. They’ve developed a great relationship with a local yoga instructor, and that instructor is familiar with the flexibility needs of volleyball players and is dedicated to working with their group over the long-term.
- Recruiting. Not all MVC players will want to go on to play in college, but the ones who do will get help with creating a web presence for recruiters, showcasing their best video clips, and proactively reaching out to college coaches across the country.
Does joining a Momentum Volleyball Club team cost more than their it does at competing clubs? Of course — because their players are getting much more value. In fact, Momentum players actually pay less per hour of instruction than they would at Momentum’s competitors! Parents understand that they’re getting a great value for their money, and that their daughter will have everything she needs to pursue volleyball at the college level. That’s why they keep coming back, and why MVC is doing very well with at least 3 or more full teams per age group.
Even if you don’t host your own sports facility teams, you can put the customers’ needs first with custom packages and programming. And if you want to develop a speed and agility program so that you can offer the complete package for your own teams, here’s what to keep in mind. If you have questions, email me — I read all of them!
Momentum Volleyball Club uses eSoft Planner, my company’s scheduling software. Click here to see if eSoft Planner could be a good fit for your own volleyball club or sports facility.