You’ve stopped charging hourly in your personal training business, now what?
The standard business model for the personal training industry is not very sound from a sustainable business-model perspective.
Think about it: if charging hourly or per-session, the trainer’s income relies on client consistency. Any time a client cancels or reschedules for any reason, reliable cash-flow is out the window.
The business of fitness feels clinical and can often make self-employed trainers feel like becoming “more of a business” may threaten the relationships they have with their clients.
Here are some ideas for ways to “beef up” your membership model so it’s a positive experience for both you (the trainer) as well as your clients.
If you haven’t, read this post first.
Add-in templated programming that clients get access to as a part of their membership.
Hold 1-2 group training classes throughout the week. Allow clients to access group training as a part of their membership.
Host 1-2 monthly webinars, workshops, or coaching calls. If doing online, record each one and create a virtual library for clients to access on their own time if they cant’ make it live.
Having an additional container outside of sessions for clients to learn and implement while working with you is mutually beneficial.
You can explain it to your clients like this:
“All options to work with me function as membership. Here’s what’s included in each membership tier:
(All numbers are simply examples and are not part of a secret success formula.)
Tier 1: One session per week for 12-weeks. You’re paying for 10 session, but can use up to 12. This means you can cancel up to 2 sessions at no loss to you. This way, you’re rewarded for consistency. You also receive access to additional workouts sent to you via a free-to-you app called TrueCoach.
Cost: $900 or 3 monthly payments of $300.
Tier 2: Two sessions per week for 12 weeks. You’re paying for 20 sessions, but can use up to 24. This means you can cancel up to 4 sessions at no loss to you. This way, you’re rewarded for consistency. You also receive access to additional workouts sent to you via a free-to-you app called TrueCoach.
Cost: $1500 or 3 monthly payments of $500.
Tier 3: Three sessions per week for 12 weeks. You’re paying for 30 sessions, but can use up to 26. This means you can cancel up to 6 sessions at no loss to you. You also receive access to additional workouts sent to you via a free-to-you app called TrueCoach.
Cost: $2100 or 3 monthly payments of $700.
The additional container of TrueCoach* used above is an example– plug and play from any of the ideas.
To keep it simple and streamlined, I recommend using the same container throughout all tiers.
*TrueCoach is my preferred online training platform. There are many to choose from.
Full disclosure: I get an incentive if you use my TC referral link. I’ve used TrueCoach for years and continue to use it for my fitness clients to this day.
Why this works:
If/when a client cancels a session, you can point them in the direction of the coral.
You can say: “Hey, no problem Bob. I’ll see you inside TrueCoach until your next session. Feel better soon!”
This way, your clients aren’t losing anything by cancelling a session for any reason.
Having containers/corrals solidifies the validity and benefit of being a part of a membership model.
Your clients have support from you whether they show up for a session or not. This allows your clients to take more responsibility over their fitness experience and empowers them to rely less on you all while you get to worry less about your income dropping.