Most coaches don’t struggle because they can’t coach.
They struggle because they sell sessions one at a time… and their calendar turns into a mess.
One week you’re slammed. The next week you’re chasing payments, sending reminder texts, and trying to “fit people in.” Parents ask, “How many sessions should we do?” and you freeze because you don’t want to sound sales-y.
That’s exactly why session packages (packs of 5/10/20) work so well. They make buying simple for the client, and they make your income more steady.
And if the admin side is what’s holding you back, platforms like AthleteCollective handle your scheduling, payments, and client management so you can focus on what you do best — coaching.
Why training packages sell (and single sessions don’t)
Selling one session at a time feels “easy,” but it creates three problems:
Clients don’t stay long enough to get results
Most athletes need weeks of reps to improve. If they buy one session here and there, progress is slow. Then they think training “didn’t work.”
Packages fix that because they build consistency.
Your income becomes random
One-off sessions = feast or famine.
Packages = you get paid up front, and you can plan your month.
You end up discounting by accident
When you sell one session at a time, you’re always negotiating:
- “Can we do shorter sessions?”
- “Can you do a deal?”
- “Can we pay later?”
A clear set of training packages stops the back-and-forth.
If you want a bigger picture view of pricing options, check out our breakdown of session pricing strategies: packages vs per-session vs monthly retainers.
The basics of coaching packages (what you’re really selling)
A coaching package isn’t just “10 sessions.”
It’s a simple promise:
- a clear plan
- a clear timeline
- a clear result you’re working toward
Parents don’t really want “sessions.” They want:
- more playing time
- making the travel team
- confidence
- speed and strength
- cleaner mechanics
- fewer injuries
So your package should connect to a goal, not just a number.
Example:
- “10-session shooting package” (better)
- “10-session shooting package to raise your FG% and confidence in games” (best)
Want help thinking like parents? This article nails it: what parents actually look for when hiring a private coach.
Personal training package pricing: a simple way to set your numbers
Here’s a clean way to price session packages without overthinking it.
Step 1: Pick your single-session rate (your “anchor” price)
This is your base rate if someone insists on paying per session.
Example anchor rates:
- Newer coach in a rec area: $50–$70/session
- Solid private coach in a busy suburb: $80–$120/session
- High-demand coach or major metro: $130–$200+/session
If you’re unsure, start with our guide on how much to charge for private training sessions.
Step 2: Add small discounts for bigger packs (but don’t go crazy)
Discounts should reward commitment, not crush your income.
A simple structure that works:
- 5-pack: 5% off
- 10-pack: 10% off
- 20-pack: 15% off
That’s it. You don’t need 30% off. You’re not Costco.
Step 3: Run the math (real numbers)
Let’s say your single-session rate is $90.
- Single session: $90
- 5-pack (5% off): 5 × $90 = $450 → $427.50
- 10-pack (10% off): 10 × $90 = $900 → $810
- 20-pack (15% off): 20 × $90 = $1,800 → $1,530
Now you’ve got personal training package pricing that:
- feels fair
- pushes people toward 10 or 20
- still pays you well
The “good, better, best” session packages that sell the most
Most coaches do this backward. They lead with the cheapest option.
Instead, set up your packages like a simple menu:
Good: 5-session package (the starter)
This is for families who are nervous or new to private training.
- Best for: trying you out, short-term tune-up
- Your goal: help them get a quick win and roll into a 10-pack
Example:
- 5 sessions / 30–60 days to use
- Great for: “pre-season tune-up”
Better: 10-session package (your main seller)
This should be your most popular option.
- Best for: real skill change
- Your goal: consistent weekly work
Example:
- 10 sessions / 90 days to use
- Great for: “in-season performance plan”
Best: 20-session package (your serious athletes)
This is for the kid chasing a roster spot, a starting role, or a big jump.
- Best for: long-term development
- Your goal: lock in a season of training
Example:
- 20 sessions / 6 months to use
- Great for: “off-season build”
Pro tip: Put the 10-pack in the middle and label it “Most Popular.” That tiny cue helps parents decide faster.
Real examples of training packages (with simple, practical numbers)
Let’s make this real with a few common situations.
Example: Youth basketball skills coach (45–60 min sessions)
Single-session rate: $85
- 5-pack: $85 × 5 = $425 → $405 (5% off)
- 10-pack: $850 → $765 (10% off)
- 20-pack: $1,700 → $1,445 (15% off)
How you pitch it:
- “If your goal is better handles and finishing by tryouts, the 10-pack is the sweet spot.”
Need help planning sessions? Use a drill library like our basketball drills for private training sessions and build your package around it.
Example: Strength & speed coach for middle school athletes
Single-session rate: $70
- 5-pack: $350 → $332.50
- 10-pack: $700 → $630
- 20-pack: $1,400 → $1,190
How you pitch it:
- “Speed and strength take time. If you can do 2x/week for 10 sessions, you’ll feel a real difference.”
Example: High-demand baseball hitting instructor (premium pricing)
Single-session rate: $150
- 5-pack: $750 → $712.50
- 10-pack: $1,500 → $1,350
- 20-pack: $3,000 → $2,550
How you pitch it:
- “If you want a swing change that holds up in games, we need enough reps. Most serious hitters do 10–20.”
Second angle: packages when your schedule is tight (and demand is high)
Now let’s flip the situation.
What if you’re already busy and you’re thinking, “I don’t want discounts. I’m booked.”
Good news: coaching packages can still work — just change what the package includes.
Option A: Keep price the same, add value instead of discount
Instead of 10% off, do:
- video review between sessions
- a simple home program
- one free small-group workout
- text check-ins (boundaries matter)
Example:
- 10 sessions at $100 each = $1,000
- Bonus: 2 video reviews (normally $40 each)
Parents feel like they got a deal. You keep your rate.
Option B: Use packages to protect your calendar
When you’re busy, packages help you control time.
You can set rules like:
- packages are for clients who book recurring times
- sessions must be used within 90 days
- limited prime-time spots
This is also where having a real system matters. Instead of juggling Venmo, texts, and spreadsheets, AthleteCollective lets parents book and pay online while you manage everything from one dashboard.
Option C: Raise your single-session rate (anchor) so packages still pay well
If you’re booked, your price is telling you something.
Example:
- Single session: $120
- 10-pack at 10% off: $1,080
You’re still doing great, and you’re rewarding commitment.
If raising rates makes you nervous, read how to set your coaching rates with confidence (and stop undercharging).
The simple rules that make session packages work (and prevent headaches)
Packages fail when the rules are fuzzy. Here are the rules I’d put in writing from day one:
Set an expiration date (use it kindly, but use it)
Without an expiration date, packages turn into “forever sessions” that hang over your head.
Common options:
- 5-pack: 60 days
- 10-pack: 90 days
- 20-pack: 180 days
Have a clear cancellation policy
This protects your income and your time.
A common standard:
- Cancel/reschedule at least 24 hours ahead
- Late cancel = session is used
If you need language you can copy, use our private training cancellation policy template.
Decide if packages are refundable (most coaches say no)
Refunds get messy fast, especially with minors and busy schedules.
Many coaches do:
- “Packages are non-refundable but transferable to a sibling” (optional)
Track sessions like a pro
Nothing kills trust faster than arguing about how many sessions are left.
Use a tracker:
- simple spreadsheet (fine)
- notes app (okay)
- or a platform that does it automatically
Common mistakes with training packages (I’ve made most of these)
Making too many options
If you offer 5, 8, 12, 16, 24… parents freeze.
Stick to 3 options: 5 / 10 / 20.
Discounting too hard
A 25–30% discount tells parents your regular price is fake.
Keep discounts small. Or add value instead.
Selling sessions instead of outcomes
“10 sessions” is not a goal.
Tie it to something real:
- “Get ready for tryouts”
- “Build speed for spring season”
- “Fix mechanics and stay healthy”
No boundaries on scheduling
If you sell a 20-pack but let them book randomly, you’ll lose momentum and results.
Encourage a rhythm:
- 1x/week for skill work
- 2x/week for speed/strength blocks
Forgetting the legal basics when working with minors
Packages mean you’ll be working with families longer, so protect yourself.
At minimum, look into:
- liability coverage
- waivers
- background checks (depending on your area and facility)
Start here: liability insurance for sports coaches: what you need and what it costs and working with minors: legal requirements every youth coach must know.
A simple how-to guide to create coaching packages that sell this week
Here’s the exact process I’d use if I was rebuilding my packages from scratch.
Choose your “best-fit” client and goal
Pick one:
- 12U athlete trying out for travel
- high school athlete trying to start varsity
- beginner who needs confidence and basics
Write the goal in one sentence.
Set your single-session rate
Don’t guess. Look at:
- your area
- your experience
- facility costs
- demand
If you’re still unsure, pair this with how much private sports coaches actually make so your pricing matches your income goals.
Build 5/10/20 session packages
Use the simple discount structure (5/10/15%) or add value instead of discount.
Make sure the 10-pack is your “Most Popular.”
Write one short pitch for each package (keep it human)
Example (basketball):
- 5-pack: “Quick tune-up before tryouts.”
- 10-pack: “Build skills and confidence over 8–10 weeks.”
- 20-pack: “Serious off-season plan for big improvement.”
Add rules in plain English
Put this on your invoice or checkout page:
- expiration dates
- cancellation policy
- refund policy
- how to schedule
Make buying easy (this matters more than you think)
If parents have to:
- ask for your Venmo
- wait for you to send times
- guess how many sessions are left
…they won’t buy the bigger package.
Set up a clean system. If you want an all-in-one option built for coaches, set up your business on AthleteCollective to handle the admin side from day one.
And if you’re building your process step-by-step, our guide on setting up a booking and scheduling system for private training is a strong place to start.
Bottom Line: Key takeaways for session packages that sell
- Session packages create consistency, and consistency creates results (which creates referrals).
- Keep it simple: 5 / 10 / 20 is the sweet spot for most coaches.
- Use your single-session rate as the anchor, then offer small discounts (or add value).
- Make the 10-pack your “Most Popular” option and build your pitch around outcomes.
- Protect your time with expiration dates and a cancellation policy.
- Make it easy to book, pay, and track sessions so parents don’t have to chase you.