Question about rates - JP Fitness Forums

Trirunner · 02-25-2008, 01:21 PM

Hi,

I have been a trainer for about 6 years. However, I did group training for awhile and then did some private training at a gym. About a year ago I started my own bus. seeing clients at there house. Right now, I have a client who in the past 2 months has given me three referals, one has turned into a client. At one point, I think I might use thisas a testimonial becuase alot of weight has been lost. During two of our weekly workouts, we go running together outside. During those days, I acually get my workout done when I am with this client. My question is, my clients contract with me is about up. I know she is going to renew, and I was wondering what type of a discount would you give this client? Or, would you give this client any discount at all. The referrals were certainly nice and it's nice that I get my workout done with this client, but I was told that my client wanted to do cardio, and didn't feel they would do it on there own. Do you guys think I just lucked out with this client and I should leave the prices as is? Or, is just say $100 off a eight week program good?

Thanks,

trainerty · 02-26-2008, 05:52 AM

Don't take any of the following as loaded questions or slaps in the face:

- Are you discounting because you feel you are not worth the money anymore?

- Is there a huge difference between your package price and your indivdual session price?

- How friendly are you getting with this client? It sounds like you both may be friends at this point where you feel uncomfortable asking for any money. Do you hang out together? Maybe meet up and do other things outside of training that will confuse the client trainer relationship?

With that being what it is, I feel it is fine to give a little kick-back to a client that refers you to others. However, do not discount your prices so much if you feel you will eventually attempt to increase them. I've seen trainers do this exact thing and lose the trust they worked hard to build with their client.

J Stankowski · 02-26-2008, 08:28 AM

Quote:

Originally Posted by Trirunner

Do you guys think I just lucked out with this client and I should leave the prices as is? Or, is just say $100 off a eight week program good?

As part of your conditioning program, do you really want your client to adapt to lower prices?

Instead, INCREASE THE VALUE YOU DELIVER. This could a gift that supports the overall fitness program (eg: JB's Gourmet Nutrition book) or as simple (read: free) as an 'advanced preview' of an ebook/video/project you're working on.

Just make sure your client knows WHY you're giving it - this will condition them to do more of the same (classical conditioning, ala Pavlov's dogs).

In the case of a referral, the quicker you reward the action, the better - even if the referral doesn't become a client.

It's up to you to:

1) define what a quality referral is
2) close the deal
3) re-define quality referrals and/or do a better job selling if you're unable to close referrals.

-JS-

Jean-Paul · 02-27-2008, 01:48 PM

Do not discount. Once you take that out you can never get it back.

NEVER DISCOUNT....

ENHANCE.

Send your client a gift to let them know how much you appreciate their business. A gym back with a personalized shirt, or a nice bottle of wine. Say thank you with gifts, not discounts!

Tom@foresight · 03-04-2008, 06:41 PM

As said above I would not discount your services in gerneral.

However I have used and found very effective discounts offered to regular customers as rewards. So I might offer a a reduced rate on an initail PT session to boot camp class members. This has the effect of getting clients who may not have experienced a PT product before to try it! And for those who may already be training with a PT or have done in the past to carry this on/renew their interest.

By discounting products to existing clients who know your organisation and therfore generally must like the way you operate and the culture of the business, you are effectively trying to increase their overall spend and cross them over into other revenue streams.

TOM

Trirunner · 03-11-2008, 03:06 PM

I think the reason why I was feeling weird about this is becuase, somehow I let my guard down and I have become friends with this client. I had a heart to heart with him and explained my issue. He was acually nice and said he thought I should continue to charge him what I do everyone else. At this point, I think I will continue with the new contract he signed which is another 60 sessions, but at that point I'm going to have to stop training him. We are becoming to close for me to push him like I should. Also, we spend to much time talking about things that are unrelated to fitness. We also go out some times after our sessions. This has never happened to me before. What do you guys generally do in order to prevent getting to close to your clients. I thought I had this down, but obviously I was wrong.

Thanks

Tom@foresight · 03-11-2008, 05:57 PM

Hi,

Looks like it is too late to turn the clocks back with this client, unless you make some major changes in how you are relating to him. You need to stop all out of session meetings, as a trainer you are there to provide a service and get paid for it, not to meet up with your clients in your spare time for no reward.

You need to control the topics of conversation, you do not need to talk about wellbeing related subjects all the time, and in fact I think it can help to understand a client a little better if you know a little about there life, but you must not become too involved.

One thing I would say that if you feel that you are not giving him 100% and as you say you are finding it hard to push him, i would not re-new the contract at all.

Just my view on it all, from the snap shot you have given us.

Hope this helps you.

TOM

Jean-Paul · 03-12-2008, 07:29 AM

You can recoup this situation. I have become good friends with most of my clients. Many with whom I will do social stuff outside the gym. One of my clients sits next to me at the symphony (we both have season tickets). Another client and I go watch action/horror movies together (our wives hate movies like that). Another one let's me bring my guitar to her singing gigs and play back-up.

When you're in the gym, have your workout prepared ahead of time, use a stop watch, and keep it moving, even if your discussion shoots all over the place. You can still be their friend and keep the workouts on track. No rule against that.

Give them more than one reason to stick with you. It's one thing to be their friend, but they will LOVE you if you deliver consistent results. Remind yourself each time that your client walks in the door that they are paying a pretty substantial amount for that session, and NEVER EVER give them a throw-away session.