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And one of my jobs every single day is to connect with coaches all around the world who have sports training businesses, to help them to grow, to scale, get to the next level. Right, so they can make their business better and they can help more, more athletes. So today I want to talk about the second sale. So for those that don't understand too much about what the second sale is, right? The second sale is pretty much when you are about to close a client onto your main thing which might be, for example, a three month training package. Right, that you've been through the process. So you've had the sales, the initial intro call with them. You've invited them to an evaluation session which is essentially an assessment session. While you've gathered all the information, they're a good fit for you. Now you've followed up with them and now you're looking to close them onto your three month training package. So the second sale is essentially now once we have them on that package and once we get them interested and they wanna move forward with you, how can then we get them to purchase something else from us so that we can make that initial sale, right, the profit from that sale bigger, okay? So I'm gonna share with you three ideas and these are three things that I've done in my training business and these are three things that I help coaches with their businesses as well, okay? So the first one is essentially merchandise, okay? So merchandise could be training gear. It could be personalized or customized water bottles that players can take to their training sessions to have. It could be training diaries, right, that they purchase from you to write down every day what they're doing, okay? Or it could be equipment, right? So it could be personalized equipment that you sell. Some coaches that I work with, they create these training, should we say these training packages which is essentially has different types of equipment and items that they offer clients that clients then pay a little bit more once they join their program, okay? So the way this would work is you've got Mrs. Jones on the final call where you're about to close up onto the three month training package. And what you can say is that, okay, Mrs. Jones, we're about to get you registered, signed up for our program. What I would like to offer you as well is we have this, this, and this available, which is a requirement for players who join our academy or training program to purchase before they start their first training session with us, okay? So for example, in my academy and in my training program, what I do is when I look to close a client onto my program, it's a requirement that they purchase their training uniform before they get to the first training session with us. Okay, so on that call, I'm gonna be closing them on the three, six, nine, 12 month commitment package, plus they've also going to upgrade and to purchasing the training uniform. So everything, instead of selling them a $100 three month training package, for example, that you're adding the difference, which is the merchandise, which is the training uniform on top of that. So instead of paying 100s, they're now gonna be paying 150, which gets them ready and set to join your program. Okay, so essentially the second sale, it's a way of adding extra revenue to that final sale that you're making with that client, right? So how can we close that client and how can we make them pay more so that the total amount that we're bringing in is more than the initial amount you've sold them, okay? And essentially, when you sell parents on merchandise, that you can make it a requirement that all new players must purchase this merchandise, so they could be training gear, water bowls, equipment, that you must purchase this before you become a member of our academy, right? This could also be included in your terms and conditions, right, the player contracts that you're getting your clients to sign within it. It can state that it is a requirement to purchase training uniform before the initial training session, okay? So that's one way you can get that second sale and essentially increase the amount of money you make on that first sale, okay? So instead of making $100, just selling them training, you can then upgrade them to purchase in the training uniform which at some point they will need or you can sell equipment to them which could be cones, water bowls, it could be shingards, right? It could be anything that you feel that the player will need for your training sessions. Okay, now the second one is a camp or clinic, okay? So you've got Mrs. Jones on the line, you're about to close her into your three month training package and what you can do is you can say to Mrs. Jones, Mrs. Jones, before we close your account and we finalize your purchase, would you be interested in attending our upcoming camp or clinic in whichever month it is, okay? And what you can say is that as part of being a new member is that all new members who purchase our upcoming camp or clinic, they get a 50 or 20% discount of the total amount, okay? So if the camp is $100 and your new client is about to sign up and register with you, you can upgrade them so that they get that camp or upcoming clinic 50% off, okay? And essentially they're getting more training with you which is a good thing. And you've also not just sold them a training package, now you've sold them into your camp or clinic, okay? So the initial sale was the training but now you've made them make the second sale which is the camp or clinic, okay? Now the third idea is extra training, okay? So if Mrs. Jones is looking to do a three-month commitment with you, she's ready to purchase, she's ready to finalize and make the payment, what you can do is you can offer her an upgrade to her current package. So instead of three months, she could pay six months at a discounted rate so that her son or daughter stays with you for longer and essentially it works out cheaper doing a longer-term commitment. Now some parents may go for that because if they see a lot of value and they like you, they trust you, they will be thinking in their heads that do you know what this makes sense to do? If we want our child, our daughter, our son to get great results with Coach Leo, then I want them to be training with him for longer, okay? So instead of three months, we're gonna commit to six months but what you can do, you can set it up where, if you're selling a six-month package, what they do is they get the six month for free and they're only paying for five months. So that's one idea. You can also do the same if you're selling a nine-month package and you can sell them on an extra eight months worth of training and the last month is free or the last two months are free and they're only paying for the remainder. Okay, so these are free ideas that you can make an extra little bit of income on that initial final sale that you're making with the parent. Okay, so when you have gone through your process, you're ready to make, well, your client's ready to make that payment, okay? You can then offer them other alternatives and other extras that they can purchase now at a discounted rate so that they're paying more with you and committing longer into your program, okay? Now, companies, big corporations, big companies do this all the time, okay? If you go, for example, to a McDonald's, right? And you've gone into a McDonald's or you've gone through the drive-through, right? And all you want is a quarter pound of burger, right? Essentially, when you're ready to make that payment, the lady or the man behind the counter is gonna say to you, would you like to add a milkshake? Would you like to add fries? Would you like to add a drink to your final purchase? Okay, so what happens is you've gone in, you've gone into McDonald's to buy a quarter pounder, but because you've been offered an extra, you're thinking to yourself, do you know what? Okay, I might get thirsty after eating that burger. I'm gonna go for a milkshake. I'm gonna go for a soda, okay? So that is the second sale and companies do this all the time. The ones that are really good at doing it is supermarkets, right? Supermarket grocery stores, essentially when you're going into one of these stores, most people go in there, right? I need to buy a bottle of milk, but when you go in there and then when you come out, you realize, do you know what? Instead of going in there for one item, I've come out with four items, okay? And that is how these companies make so much money and that's how they essentially create the second, the third, the fourth, the fifth, the sixth sale with their customers. And you can do the same in your training business, okay? So if you need more help with this and you need more help setting this up and getting contact with me, right? Like I said, I've done it in my business and I'm helping coaches who are currently have a business and they're looking to grow and scale to the next level, okay? Thank you for watching and I'll see you on the next video.