Ok, well I have read a lot on the internet and right now I am offering packages with a slight discount for more sessions. What i have found is that those big numbers scare a lot of people. I mean a 12 week program comes out to well over 2g's.
You have people like Phil Kaplan who preach selling one session at a time, then you have the other side that likes to sell big packages, getting the money up front. I think it would be a hassel to handle one at a time.
My question is how do you guys package your training? Does anyone use weekly, monthly rates ect? Any info is appreciated I am just trying to get some ideas to get around the hesitation that someone has shelling out 2 grand. It may boil down to just holding your ground and thats what im doing at this point. I dont back down my prices, i stress the value. Still id like to hear some opinions.
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"Luck is what happens when preparation meets opportunity."
-Seneca
I don't think that single sessions or giant packages is the best way to go. Go with a contracted amount of training and have them pay monthly.
So rather than have someone drop $2000 for 12 weeks of training have them contract to do 12 weeks of training and each month they will pay 1/3 of the price. This allows it to be a bit more manageable pricewise for them and gives you a much more steady stream of income.
I think that you really limit your customer base when you only look at people who are willing to drop $2000 at once. You can push value all you want, but if the person in front of you doesn't have the money than you are stuck.
Most of the people I sign up come into training with the assumption that we are going to train for a set amount of time (typically 6-12 weeks) and then they will taper to less training or go out on their own. After that time period about 80% of people I work with keep training, and a lot of my people have been with me for around a year now. Most of the same people will never spend $2000 on training at one time but over the course of the year will spend way over that.
My 2cents...
Danny
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Limitations are for people who have them.
I don't think that single sessions or giant packages is the best way to go. Go with a contracted amount of training and have them pay monthly.
So rather than have someone drop $2000 for 12 weeks of training have them contract to do 12 weeks of training and each month they will pay 1/3 of the price. This allows it to be a bit more manageable pricewise for them and gives you a much more steady stream of income.
I think that you really limit your customer base when you only look at people who are willing to drop $2000 at once. You can push value all you want, but if the person in front of you doesn't have the money than you are stuck.
Most of the people I sign up come into training with the assumption that we are going to train for a set amount of time (typically 6-12 weeks) and then they will taper to less training or go out on their own. After that time period about 80% of people I work with keep training, and a lot of my people have been with me for around a year now. Most of the same people will never spend $2000 on training at one time but over the course of the year will spend way over that.
My 2cents...
Danny
Very good response. I think like you and have been toying with the idea of a monthly payment plan with a long term contract. I think you just gave me incentive to go ahead and use it.
Any other opinions welcome...lets discuss.
__________________
"Luck is what happens when preparation meets opportunity."
-Seneca
The rate in my gym is $65 per session. If you buy 10 sessions you get two "free" sessions (12 total: breaks down to $50 per session).
We would also sell big packages that ranged up in the 2-3K range, but we would let them pay it through a draft with our billing company. They could do all the sessions up front, but take the year to pay them off. Surprisingly, this really workout out well. It also helped stabilize our monthly cash flow.
Do you (OP) really have clients that will pay you 65/session for 3/week training for 12 weeks? Even 50/week/3-a-week seems really out of reality for me (not out of line necessarily but out of reality). At 600+/month - I can think of other things to spend 600/month on.
How do you get people to go for this model rather than, say, 1 training session per week and on their own the rest of the week? What on earth do you offer in value for 3/week? (not a dig, just curious).
Do you (OP) really have clients that will pay you 65/session for 3/week training for 12 weeks? Even 50/week/3-a-week seems really out of reality for me (not out of line necessarily but out of reality). At 600+/month - I can think of other things to spend 600/month on.
How do you get people to go for this model rather than, say, 1 training session per week and on their own the rest of the week? What on earth do you offer in value for 3/week? (not a dig, just curious).
I don't want to be rude at all, but you should research things a bit more. That is a very competitive rate for training, considering i drive to the clients home, set up a meal plan, throw different exercises at them every workout and most of all motivate them to do something that they wouldnt do on their own at all.
This sadly is not something for the poor or needy. This is an upscale business. I worked at a YMCA for many years and helped a lot of people...by doing so I was poor myself. Was this a waste of time? NO I love helping people, but I also must make a living. If you look on this site you will see rates ranging all over the board, but 65 per is about middle of the road for training. Sadly people do need at least 2 sessions per week for great results, with 3 being optimal. JP had a fantastic idea about the buy 10 get 2 free, which comes out to 50 per.
P.S. I also offer group training, with 6 or more clients they can workout for 20 per and get support from each other as well, so i throw different options at them that are more affordable.
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"Luck is what happens when preparation meets opportunity."
-Seneca
Group training really is the way to go. Leverage your time. If you do one-on-one sessions I would also suggest doing 30-minute sessions. Once they know their own warm-up and cool down, they have the bread. They just need the meat!
I'm finishing my first year as a studio owner and have learned through errors about charging...
I did packages as well, pay less as you buy more type of thing. I didn't like it and too many people stretched out their packages way too long. I wasn't explicit about expiration dates. This really messed up my accounting.
I asked for payment up front and think I lost some sales there with sticker price shock.
What I will change to for next year is what was suggested above. I will do monthly charges based on sessions they want per month and the sessions will NOT carry over to the next month.
What I will do too to add value without adding free hours of my work, is gift ebooks, free group sessions, etc. That's the plan anyway. Let's see if it works a little better than my current methods.
I also second the group training suggestion. I try to get my 1-on-1s out of my hands by getting them fit enough to join a group. Some I keep as privates in addition to group training clients and others I just move to a group and every 6 weeks or so they come in for a few sessions for a new home/gym program. Being in a group helps a ton with consistency and accountability and the other group members seems to do most of the selling for me.
Salut i felicitat,
Kaisa
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Do you have JOY? Do you bring JOY to the lives of others? This what matters in the grand scheme of things.
In terms of my packages, i do block bookings of 10, 15, 20 and 25 sessions. I agree when the client is faced with the price for all the sessions it can be a put off. So what I always do is talk in terms of the individual session cost.fficeffice" />
eg
'if you pay as you go it will cost you £40 per session, but if you pay for 10 up front this price will come down to £35 per session'.
This method has worked well for me and the rest of my training team.
We are currently looking at monthly contracts too, where by a person will sign up to a given number of sessions per week and will be billed at the end of the month for them. This will be done at a discount on the individual session cost, depending on the length of time of the contract, eg 3, 6, 9 or 12 months.
TOM
Packages vs. Single Sessions
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