Introduction

Most trainers love coaching. Very few enjoy talking about money.

You know your time has value, but conversations about price changes, late cancellations, and unpaid sessions can feel uncomfortable. It is easy to give a small discount here, make an exception there, and before you know it your business is a mix of different prices and one off deals that are hard to remember.

Running a training business without clear pricing and policies is a lot like running a practice with no plan. Every player shows up asking what drill they want to do, you change directions based on whoever speaks first, and at the end you are not sure what anyone actually improved. The same thing happens with money. Every time a parent asks, "What do you charge" and you hesitate or negotiate, you start second guessing yourself and spend time with people who may never really be a fit.

The good news is that you do not need a complicated system to fix this. You just need clear pricing, simple packages, and straightforward policies that everyone sees before they book. In this guide, we will walk through how to set that up and how TrainU can support you.

1. Why Money Feels Awkward For Many Trainers

When pricing is unclear or inconsistent, a few problems usually show up.

• Parents do not always know what a session costs

• Each new family asks the same questions in DMs or texts

• You feel pressure to adjust your price on the spot

On top of that, one on one training often carries a higher price point. That is fair, but when your only offer is a higher priced session, you limit how many families can ever work with you. You may also find yourself spending time in long conversations with families who were never going to commit at your true rate.

It is similar to letting anyone jump into your workout without checking their level or goals. You put in energy, but not everyone there is ready to do the work. Clear pricing and packages help filter for people who are serious and aligned with what you offer.

They also solve both sides of the money issue. They make your value easy to understand and they create more than one entry point for families.

2. Build A Simple Pricing Ladder

You do not need a long menu of options. A basic pricing ladder gives structure without confusion.

Think in terms of three levels.

1. Single session rate
   This is your highest price per session. It reflects the flexibility of booking one at a time.

2. Package rate
   Families who commit to several sessions at once get a better per session price. You get more predictable work and income.

3. Group rate
   Small groups are priced lower per athlete than one on one, but your hourly income is higher because you serve multiple athletes in the same block.

Here is an example for a 60 minute basketball trainer:

• Single one on one session: 90

• Four session package: 320 total

• Small group of 4 athletes: 45 per athlete

You would adjust these numbers for your experience, market, and sport, but the structure stays the same. One clear top rate, a package that rewards commitment, and a group option that opens the door for more athletes.

Once you decide on your numbers, keep them consistent. TrainU lets you set these prices inside your offerings so every parent sees them before they book.

3. Create Packages That Work For You And Your Athletes

Packages are powerful because they create commitment. When families invest in several sessions, they are more likely to show up consistently and follow through on the work. You also avoid constantly selling the next session.

A few tips for packages that stay manageable:

• Choose one or two standard sizes such as 4 sessions and 8 sessions

• Keep the discount clear and simple, such as a flat total price that is easy to remember

• Make all package sessions the same length so your calendar is easier to manage

For example:

• 4 session package at 320

• 8 session package at 600

In TrainU, you can offer these packages directly. The software keeps track of how many sessions remain, so you are not counting on a whiteboard or in your head.

4. Write Clear Policies That Protect Your Time

Policies are not about being strict for the sake of it. They are about avoiding confusion and making sure everyone knows what to expect.

A short policy page can cover:

1. Cancellations
   Decide how far in advance someone can cancel or reschedule without being charged. Many trainers choose 24 hours. If an athlete cancels outside that window, the session is still charged. TrainU can show this to families when they book so there are no surprises.

2. No shows
   Make it clear that if an athlete does not show up and does not communicate, the session counts as used. This protects your time and makes parents more likely to respect the schedule.

3. Late arrivals
   Clarify that sessions start and end on time. If an athlete arrives late, the session still ends at the scheduled time.

4. Weather and location changes
   For outdoor sports, explain how you handle bad weather or field changes. For example, "If weather does not allow training at the field, we will move to an agreed indoor location when possible or reschedule within the normal cancellation rules."

Keep the language friendly and direct. The goal is to show families that you run things professionally and that you value both their time and your own.

You can place a short version of these policies on your TrainU profile and inside each offering so clients agree before completing a booking.

5. Use TrainU To Remove Friction Around Money

Once your pricing, packages, and policies are set, the next step is to let your system handle the awkward parts.

TrainU supports you by:

• Showing your prices clearly on your public profile and inside each session or package

• Taking payment at the time of booking so you are not collecting cash or waiting for transfers

• Applying your cancellation rules so sessions outside the allowed window are still charged

• Tracking package usage automatically so you always know how many sessions an athlete has left

This shifts money from a personal conversation to a simple part of the process. Parents see the price and policy, choose what works for them, and complete payment. You spend more time coaching and less time talking about who owes what.

6. Communicate With Confidence

The final piece is how you talk about your pricing.

When someone asks, "What do you charge" you can respond with a clear, confident answer.

For example:

I offer single sessions at 90, a 4 session package at 320, and small groups that start at 45 per athlete. All of that is listed on my TrainU profile and you can book and pay there.

You are not negotiating on the spot. You are pointing to a structure that already exists. If a family needs a different option, you can always talk it through, but your baseline is solid.

Conclusion

Money conversations feel awkward when your pricing and policies live in your head or in old text threads. Once you put them into a simple, visible structure, everything gets easier.

Build a basic pricing ladder, create one or two clear packages, and write short policies that respect everyone’s time. Then let TrainU display those details and manage payment and cancellations for you.

The result is a training business that looks and feels professional, gives families confidence, and gives you the freedom to focus on what you do best: developing athletes.