Learn how to increase personal training sales by giving a price break!
Congratulations! You have started a fitness business and living the dream of enjoying what you do every day. That was a godsend for me and I was so happy to have my own business, consistent clients, and not be under the gun of a big corporate boss.
For me it was stressful in the beginning finding a new gym, getting insurance, and most of all transitioning all of my clients from the big corporate giant to my fitness studio.
The good news is that it went better than I planned. I figured I would only be able to get a few core clients to my new studio, but somehow I ended up with over 90% of my “tribe” in my new facility.
Get Me Out of the Corporate Gym!
Now that I had most of my clients at my new facility, I began selling personal training packages. I did this because it was easy in the beginning and it was what I learned from the big corporate gym.
And to be honest, it is really easy when you are just starting out. You just sign up for a merchant account to accept credit cards, set your pricing, and start collecting revenue!
However, after a few months of business, I had way to many inconsistencies. It was not a bad thing, but I needed more consistent income to stay in business. I knew I would have my good and bad months, but I didn’t care, I wanted more…
How to Increase Personal Training Sales…by charging less!
Now that I decided I wanted to make some changes and bring income, I took a look at my personal training package rates…
- 1 on 1 Personal Training Packages of 4 or 8 sessions
- Group Training monthly and per session rates
That was it!
I offered my training packages based on the number of times someone would train in a month and they would pay for their training at the beginning of the month. Sounds like a good plan right?
Well I can say it is easier to budget based on that method than the 5 or 10 session packs that some trainers sell.
Let’s look at the numbers and see why a different option is better…
To make the math easy, say you charge $70 a session and offer 8 session per month training packages. And you have 10 clients on this training regimen training twice a week.
Technically your monthly revenue should look like this:
70 x 8= 560 x 10= $5600!
Not too bad for working 20 hours a week right?!
But on the package plan it doesn’t work like that because people fall off and go on vacation. So here what your 6 month average could look like…
Month 1 $5600
Month 2 $4480
Month 3 $5040
Month 4 $2800
Month 5 $4480
Month 6 $3920
6 Month Revenue = $26320
Average Monthly Revenue= $4386
Based on this scenario where you have a great start but people fall off, go out of town, or fall into financial hardship. Either way it’s hard to budget because its soo inconsistent!
And, you haven’t taken into consideration gym fee’s, merchant fee’s, or other expenses.
How to Increase Personal Training Sales with EFT
Lets take that same scenario and your same clients. You give them an option of staying on their current training schedule, but instead of paying for packages they get a discount for opting into your monthly program.
Let’s do the math…
So instead of charging $70 a session you are going to charge $60 a session for the same package rates.
Thats $60 x8 sessions= $480 x 10 clients = $4800 a month
$4800 of revenue per month x 6 months = $28800
So, in this scenario, you offered a discount to your clients and now they are all paying monthly for the same training program!
You have increased your average revenue from $4386 to $4800 all with the same amount of clients!
With that one simple change you have increased your annual revenue by almost $5000!
But how likely is this scenario? Pretty close…
It is very similar to fitness trends. You start off with a bang in January and slowly trickle off until June. Then once summer hits, its feast or famine!
Your gym fee’s are the same, but your revenue is like your pre-workout shake…
Great in the beginning, but the crash is not worth it!
How to Sell EFT
Now that you want your clients on EFT, how do you do it? Well, that part is easy!
First, get set up on EFT ….I use this system that put my business on autopilot!
Then once you have the forms, just present it to your clients like this:
“Hey Joe, I have this new program that can save you $80 a month for your training…would you be interested?”
Who wouldn’t jump on that deal?
…here is how it works.
If you train 2x a week, that is 8x a month on average. Based on 12 months that is 96 sessions a year! Some months have more than 8 session and you don’t pay any more. Also, if you go out of town, you can miss a session since this is based on a 48 week calendar.
It is a win-win for you and your client! Personally, I use this as a month to month agreement and they can cancel at anytime. Without a contract they don’t have to think about it!
And now, all you have to do is concentrate on getting them in shape! You are paid consistently, and if they go out of town, you still get paid.
And that will keep you in business longer, and will keep your clients coming back!
How to Increase Personal Training Sales: Making the Transition
It’s simple, make more money with EFT!
- Get set up for EFT (electronic funds transfer) with Mindbody
- Use their software to put your business on autopilot
- Make more money!