 create this video it's an eight step process to how to sell to sell in your soccer training services to clients. Now if this is the first time you're watching our content you're watching these videos go back we've got over a thousand one thousand two hundred videos that we've created on soccer or basketball or baseball and for those that follow my videos you'll know that I focus a lot more on the soccer industry essentially I am a soccer coach and I work with a lot more of the soccer soccer industry coaches that want to grow and scale training businesses so go back have a look we've got a ton of content there for you to have a look at. So eight step process to sell in your training services now this is a few few of these things that actually the majority of the things that are in this video today are stuff that we teach coaches in our accelerator program okay so I'm going to go through them very step by step and very slowly so number one is identify the type of players that you want to train with okay so when you're first starting a training business okay it's good to narrow down the niche that you want to focus on because that just makes your marketing and your selling a lot easier when coaches look to start businesses in this type of industry they want to generalize to everyone they want to have the best players in their area they want to have beginners they want to they want to have everyone but what you start to see as your business starts to grow and scale is that you start to attract a certain type of client and then based on that certain type of client then you can start to grow your business so when I started my academy my goal was to work with players that were either starting out so they were they were beginners they wanted to get into soccer and they wanted to develop and I wanted to play with players that already had some experience of playing but they weren't yet at clubs so my goal was to help those type of players to reach the next level where they can go on and play for club teams so I created my entire academy program around these types of players okay beginner players players that want to get into soccer they want to develop they want to learn and then the other type of players that are maybe in the middle that they have some experience playing or they play with friends but they're not yet at club teams so how can we now get them to that level where they're pushing to play at a club a club team okay the next one is unique selling proposition so once I knew who my audience was once I knew who I needed to market to now I needed to figure out right how can I make my training academy unique so what can I do in order to make it very different to everyone else now that could be a number of things it could be what do you do on the field and what do you do off the field so on the field you might do a you might focus on a specific type of training so it might be fully focused on on the technical aspect and then away from the field okay you might focus on different things or offering different services to your players so your players might get one-on-one training away from group training or you might offer online workshops where you you come on your players come on once a month and you guys talk about a topic it could be confidence development it could be nutrition it could be how to get recruited to play for a pro club right it could be anything it could even be offering your group training players to play at showcase events where you play against local professional academies so what is your unique selling point and what is that one thing that separates your program from everyone else in your local area the third one is build a brand that reflects your unique selling point so when you open your social media accounts such as your Facebook your Instagram first of all you got to work out where your target audience is so when I opened my academy I knew my audience was on Facebook so I needed to create my brand on Facebook and I needed to create it in a way that reflected my coaching so what you can do is you can create content there you can create blogs you can create videos right you can create newsletters where parents register or subscribe to your newsletter and they're getting content on a regular basis talking about specific topics so it could be confidence it could be how to get to the next level what your child needs to live a a healthy lifestyle right it could be anything but it has to reflect what your brand is about okay so anything that you do on social media or if you if you create a blog has to reflect what your brand and what your coaching stands for that you cannot and I'll give you a very simple example say I was working like for example I take my my academy if I'm working with beginners or intermediate players I can't go and then create content that is more targeted towards pro academy players because it just it doesn't align so my content and what I'm selling my brand has to reflect the customers that I'm working with what problems are my customers having that I can create content for them to consume and hopefully helps them to solve a problem and keep them engaged while they're training with me and the fourth one offer a range of services okay I won't go into too much detail because if you need more help with that reach out to us this is something we we help our clients with but creating different ranges of services one-on-one training small groups two-on-one etc so offering a range of services that targets specific types of clients in your local niche fifth one demonstrate your expertise so by demonstrating expertise means simply right showcasing results or putting on certain events in your local area that reflects what you're good at so again type going back to my example when I was targeting that specific type of player I had to look at right what organizations what schools what clubs had the players that I wanted to work with so what I did is I went into clubs and I said to the director I said I want to help out your B your C your D level teams so that I can try and help them get to the A team okay because that was a problem that a lot of players at that level were trying to solve right how can I get to the 18 how can I get in front of my the 18 coaches or how can I get become a better player and a lot of the time the coaches at these teams or these clubs were volunteer parents so I'm coming in I'm demonstrating my expertise to them and that encouraged them to want to do something with me because of the level of expertise that I was demonstrating that was one example then another one is going into schools running events and I did a 3v3 tournament in schools so I went in there and just ran a free event for all the kids and I used that as well as a way of recruiting players from that event into my academy right but I went in there with the focus that I was going to only see what type of players are there that I could then use in my academy and bring in to get to that next level okay I wasn't trying to take the best players at school because most of the best players were already at club teams I was trying to get the players that wanted to play soccer they were keen to learn they wanted to get better but they weren't yet at a club team so how can we then grab them from school take them to my soccer training academy get them better and then get them into a team now the sixth one offer free trial sessions so basically when I first started something that I did was any parent that I spoke to I offered them a free trial session so this might be a free one-on-one session this might be a free group session so it was a way for me to get in front more parents and get parents to know like and trust what I do once I did that once I gained a little bit more trust then parents wanted to then do business with me and pay for my service but at first it was all about getting in front of parents offering a free trial session and trying to attract them into my environment where I can then help their child to get to the next level okay the seventh one showcase your testimonials so once you get you start getting results even if you're working with players on a free basis or a short-term basis so it might be a one-off session or it might be a trial session okay trying to get some testimonials from them is going to be helpful right so after they do the trial session you can maybe text the parent and ask them say how did they find the trial session okay and then use that as a way to showcase and create a testimonial where parents can see what your training is like a lot of problem coaches have is that they they say to me Leo I don't have any testimonials because I don't have any clients yet okay great but if you're offering something for free and you're getting players to come to and train with you how can you maximize that in a way where you can create testimonials from that okay and doing you might with the parents permission you might do like a mini video of them talking about the training session how did you find your free trial session and they can say yeah I liked it I want to come back or I thought we did this really well and you can use that as social proof for parents okay another way as I just mentioned is text messaging just texting parents and ask them how hey Mrs Jones how did your son or your daughter find your your free trial session and they can respond yeah we really liked it he was he really enjoyed this this and this and you can use that text message as a testimonial right so there's a number of ways you can do it without having to have paid clients it's just a way for any parent that comes across your content or your page they want to know that you've already have experienced training and that parents that have done your training they actually like what you do okay right and the next one eight is collect results and adjust a strategy so when I talk about collecting results it's more focused on the sales and marketing aspect right so if we've got to April and in February we had 15 sales calls we had 10 evaluation sessions right now we've we can collect that data and say right what's worked in that process of time and what hasn't worked and then we adjust the strategy to then write now this month how can we do that a little bit better so we can convert more of the sales calls into a free trial session okay so it goes back to my experience when I first started it was all about getting parents to a free session with me that's all I was trying to sell come to a one-on-one session come to a group session okay and then once I had them in my in my ecosystem that's when I could then demonstrate my coaching and sell them on to being a longer term type of client okay if you need more help reach out to me and again make sure you subscribe to the channel to stay up to date with all the latest content and if you want to learn more about our coaching program description below where you'll find a link click on the link and it'll take you to a landing page where you can apply for our program okay thank you for watching and I'll see you on the next one