Don't forget that building a business is not all about what you charge, retention and referrals are much more important. I'd rather have a client that I see 4x/month @ $75 who refers me to 2 of their friends because they can afford my rate, than someone I see 2x/month @ $90 who can't afford to see me more frequently and knows that thier friends are in the same boat.
Also make sure that you continue to build value in your services session after session. Obviously the bast case is to get the person that can afford $90 2x/wk and has a bunch of rich friends, but if they loose precieved value in your service they won't want to pay it even if they can afford it. It's easy to get into an autopilot mode with your regulars, but when money gets tight and they're looking to trim the fat in their budget you've got to be sure that you are valuable enough to make the cut. This will also help you in the referral category. The more a client values your service the more they will brag to their friends and want to pass your business cards around. I also offer discounted session packages for clients that refer me to people that begin training with me. It doesn’t have to be a lot, even a few bucks off each session for the next week or month will show your appreciation for helping to build your business and give them an extra incentive to be your salesperson. As you all know referral clients are always much more solid than any other type of new client so make sure to wow them right from the start.
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