FBC TRAINERS


FOR FITNESS STAFF, INSTRUCTORS, PERSONAL TRAINERS & REHAB, SPORT & WELLNESS PROFESSIONALS


PACKAGES VS MEMBERSHIPS:


How Personal Trainers Should Charge in 2017


Create financial stability for you and get better results for your clients


Y


our dream is about to come true. You’ve always wanted to start your own personal train- ing business, and the time has


finally come. You’ve completed your fitness education, and you’re ready to dive right in! You’re sorting out the best soft-


ware to use, how you’ll take client payments, your company name and branding, and if you should build the website yourself or hire a pro. But before all this, and definitely be-


fore you start prospecting for clients, you need to decide how your clients will pay for your services. It’s a critical question: should you


sell personal training packages or memberships? Over the years, one of the biggest


challenges in personal training has been that trainers are only paid when the client completes a session. In the- ory, this makes complete sense; they get the service, and then they pay for it. But things aren’t always as simple


as they may seem. Slowly but surely, fitness


22 Fitness Business Canada November/December 2016


professionals have realized how much money they leave on the table when clients pay for packages of sessions. For example, let’s say your new cli-


ent David, bought 48 sessions with the expectation he would redeem them twice a week (eight times per month) for six months. Unfortunately, David got sick


and then went on vacation. Then he missed more sessions when his kids got sick and when life got busy at work. Then he had to go out of town at the last minute to snag a new account for work. The next thing you knew David was


seeing none of the results you prom- ised him, and he took two additional months to complete his sessions. But here’s the really bad news:


As his trainer, you didn’t fulfill your promise to help get him to his goals, plus you didn’t get paid dur- ing months seven and eight while he finished his original six-month program. So how can we rectify this scenario?


How can we create a situation that in- corporates client accountability, which


BY JODI RUMACK


is so critical to meeting goals? And how can we set up a more predictable income for trainers that eliminates in- come peaks and valleys? The solution is the personal training


membership. Over the last few years, this concept


has been implemented over and over and it is changing the face of personal training. Here’s how a personal training


membership differs from a personal training package. A membership has these characteristics:


• It provides a set of sessions pur- chased based on the frequency of training per month e.g., 2x/wk, 3x/wk or 4x/wk.


• It has no expiry date (which means you don’t need to ever re- sell the client—YES!).


• It typically has a minimum com- mitment of 3, 6 or 12 months.


• It automatically renews after the minimum commitment (e.g., 3, 6 or 12 months) and can only be cancelled when the member gives 30 days notice.


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