Payment, packages, deals etc

[John Prophet]

Okay, not sure if this has been discussed. In short, how do you get paid?

1) I am assuming most people sell "packages". if so, how do u set that up? Are you giving a discount for larger packages?


2) If they buy a large package, lets say 50 sessions, do they have to pay that all at once or do u let them split the payment?

3) How do you handle when they ask you "how much do u charge?" or they might say "how much for a session?" Do u just answer that straight up or do you explain what u offer first as far as "selling yourself" etc. What price do u quote....a single session type price or a package price or what?

4) how do you handle price objections? in other words they may say something like "wow, thats a lot" or "thats more than I was expecting to pay"

5) if price is an issue for someone and they cant afford your price for 3x per week, would u train them, say, 1x per week?

[kserajuddin]

Haha -
I know where you're going with this Prophet - you know the answers -
But here's how I do it -

IMO, if you answer that questions "how much do you charge" directly with an answer, you're dead before you've even started -

I try to divert it and start talking about them and their goals - get them focused on the solution - I start giving value and begin the training relationship - this is either in person or online -

After that, I sell only a three session introductory package - I discount this package so that I don't get initial sticker shock or price resistance - even the richest people will give you price resistance - (I train people in 7 million dollar mansions that start to bargain with me)

You let them know that you want them to try out your training first so that they get a feel for what it's about - you mention they may even begin to see results in this time -

You also tell them they are on probation - that you can't accept everyone and that you have a specialty that not everyone can live up to - this creates scarcity and more buyer interest -

In the three sessions, you over-deliver, and then in the second or third session you tell them your full rates - by this time they love you, know everything about you, and if you're a good trainer and good person you should never lose a client -

But I only up-sell to a 10 session package - that's because the training relationship is just beginning so you've still got to go slow - I usually only continue to sell in groups of 10 because it creates little buyer's remorse, and gives me the option to raise prices, which I do usually every 6 months - IMO, the big training packages are dead -

This cycle is field-tested by me to death - I don't keep records, but it gives me probably a 100% conversion rate - (you just can't look or sound like **** at the time of the first appointment) -

I wrote a post on some of this on my blog:
http://super-trainer.com/sales-training-the-hundred-thousand-dollar-question/

but I think this description was a little more detailed -

[EMISGOD]

Okay, not sure if this has been discussed. In short, how do you get paid?

1) I am assuming most people sell "packages". if so, how do u set that up? Are you giving a discount for larger packages?

When I did this, I offered 1 hour blocks of time (1 session), which were used for either consultation or training or both. I told them how many I had available in a given month and then let them choose how many they wanted. Whatever they wanted, they paid for in advance and when they got close to running out, I'd remind them that their time was nearly finished. Some paid monthly, some paid for entire quarters or semesters. That was about as far out as anyone would go.


2) If they buy a large package, lets say 50 sessions, do they have to pay that all at once or do u let them split the payment?

I would not let them choose sessions without paying for them. In other words, if they chose a session, but the money they gave me did not cover it, that block I considered open, which meant someone else could take it. I didn't really run into this problem much, actually, of someone wanting multiple sessions but only paying for a few.


3) How do you handle when they ask you "how much do u charge?" or they might say "how much for a session?" Do u just answer that straight up or do you explain what u offer first as far as "selling yourself" etc. What price do u quote....a single session type price or a package price or what?

Again, this rarely, if ever, came up, thanks to the referrals, but I had a few people ask for discounts and things like that. I would either just say "no" or tell them that I would give them a discount if they could give me a good reason why I should do such a thing.


4) how do you handle price objections? in other words they may say something like "wow, thats a lot" or "thats more than I was expecting to pay"

I never ran into this. Sometimes people would make comments, but I would usually ignore them, unless they had a direct question. I did have an answer ready, which was if they said they didn't want to pay that much. That answer was, "Don't then. I wouldn't pay it either, if I were you. It's your life. You're probably happy staying the way you are and don't need me anyway." This was in conjunction with me getting up, telling them "good luck" and walking off, but I never wound up having to do this, despite having it ready. :)


5) if price is an issue for someone and they cant afford your price for 3x per week, would u train them, say, 1x per week?

I tried to severely limit things that I thought were beneath my time. If someone did not choose enough sessions to progress in the way I thought they were capable, I would tell them my thoughts and if they still didn't want to follow those, without a good reason, I wouldn't take their money or them on as a client. In my view, 1X per week would be next to useless in almost all cases and I probably wouldn't find it worth the bother. There are always exceptions, so I can't say that arbitrarily, but it would have to be a very special case for me to go forward in that scenario.

[Sikk]

Okay, not sure if this has been discussed. In short, how do you get paid?

1) I am assuming most people sell "packages". if so, how do u set that up? Are you giving a discount for larger packages?

I sell packages of 6 weeks, 3 training sessions per week for an hour each. They are 18 session packages and I do vary it at times to meet ppl's needs. Some ppl want to meet once a week, twice a week, or all 3 times. But I only train on MWF so they have to adhere to that, I'm in school full time Tues/thurs and not in the gym.

I don't sell packages greater than that because if you miss 3 sessions with me I cancel you and I don't give a refund. Because of this, I don't want someone buying a years worth, bailing after 3 months and arguing with me about their money. If they want more, they can buy more after the 6 weeks is up.



2) If they buy a large package, lets say 50 sessions, do they have to pay that all at once or do u let them split the payment?

I ask for payment in full up front.



3) How do you handle when they ask you "how much do u charge?" or they might say "how much for a session?" Do u just answer that straight up or do you explain what u offer first as far as "selling yourself" etc. What price do u quote....a single session type price or a package price or what?

If ppl ask how much I charge per session I tell them $65 but I offer a 6 week package of 3x a week for a discount as well. If they ask the package price I tell them, otherwise I just quote my hourly rate.



4) how do you handle price objections? in other words they may say something like "wow, thats a lot" or "thats more than I was expecting to pay"

I tell them that my price reflects my experience and knowledge of training and that I am worth the money and willing to provide a list of refrences to back that up. I'll also joke that "This is California, everything is expensive" or some variation of that. But I've only heard that once and I found it funny as the lady wore a different pair of Nike Shock shoes everyday, had at least a 3 carot ring on and drove a $100k Benz. For the most part though, ppl in the gym I train at are on the wealthy side, monthly membership is around $100.



5) if price is an issue for someone and they cant afford your price for 3x per week, would u train them, say, 1x per week?

Yea for the full regular session price, but they wouldnt get the package discount.

[alikaeos]

Okay, not sure if this has been discussed. In short, how do you get paid?

1) I am assuming most people sell "packages". if so, how do u set that up? Are you giving a discount for larger packages?

14 @ 77 = 1078 usually 2 payements of 539 , or 21 @ 75 = 1575 3 payments of 525, or 42 sessions @ 71 = 2982 usually 4 payments of 787.50

payments every 30 days




3) How do you handle when they ask you "how much do u charge?" or they might say "how much for a session?" Do u just answer that straight up or do you explain what u offer first as far as "selling yourself" etc. What price do u quote....a single session type price or a package price or what?

We usually give 3 free sessions, I show them the prices at the end of the first session. Very few people will use all 3 and not buy. I tell them they are already getting 3 for free.



4) how do you handle price objections? in other words they may say something like "wow, thats a lot" or "thats more than I was expecting to pay"


I ask them how much they were expecting to pay and fit a package by slowing down there usage.



5) if price is an issue for someone and they cant afford your price for 3x per week, would u train them, say, 1x per week?

absolutely, I feel if some one who never works out trains 1 a week with full body strength training they will see a substantial difference in a year. If they are already working out I feel that 1x a week with me in a addition to there program they will see a change. I explain to them that the change will not be as rapid but there is a definately a benifit. I have one girl who is a trained dancer (ballet) her legs are solid, she squat a good amount of weight, jump high, but her upper body was very weak. She had the upper body of an 90 lb er and the lower body of a 120 lb er. So she bought 14 sessions for 1 x a week and I explained to her, the goal is to even out the upper and lower body so we do 90 pct primary upper body. She enjoyed it and perchased 42 sessions the next time around still 1 x a week. Other 1 x a week clients have turned into 3 x a week. So I say take everyone and do the best you can with in that time frim. If its a girl with no butt just squat with her for the whole hour, she'll be real happy after 3 months.

[John Prophet]

If ppl ask how much I charge per session I tell them $65 but I offer a 6 week package of 3x a week for a discount as well. If they ask the package price I tell them, otherwise I just quote my hourly rate.



this is 1 thing ive wondered about. for instance where u might quote a certain price that is higher than what u actually expect to recieve. lets say youd be happy with $50/session. Then u might say "Well, I charge $65/session but if I were you Id definitely just buy 10 (15, whatever) sessions at $50/session" or something along those lines.


I am basically at the place where I need to increase my rates, believe it or not, about 2-2.5x, lol. Thats why I have these questions. I have been seriously undervaluing myself and my lengthy gym experience and I am not very happy training "bargain shoppers" at this point.

One thing working somewhat in my favor is that there is a guy in the gym already charging what I want to charge...so I sort of have that angle to work, such as "well, I am not the only trainer charging $xx. If I were to charge less id have to convince myself that he is giving more value than me and I cant see that being true" or something like that...and then id have the chance to explain why.

One thing holding me back is that I dont have my nsca cert yet, but I have study materials. As soon as I have that I have the nice fallback of "well, that is pretty much the goign rate for a certified trainer". In my gym there are basically 2 groups of trainers....non certed making bottom dollar, then there are 1-2 certed guys making approx 2.5x as much. Obviously I am determined to move from the lower group to the higher one, lol. But frankly I value my experience as much as someone elses piece of paper so I shouldnt let the temporary lack of a cert bother me.

[John Prophet]

absolutely, I feel if some one who never works out trains 1 a week with full body strength training they will see a substantial difference in a year.

yeah, they could easily see good improvements if they hit a fullbody 1x per week and then they came in to do cardio on 2 other days or something like that

one bad thing with that setup though, is that theyd generally be sucked in to doing free cardio classes etc and people in the classes would just tell them "why pay, just do classes" lol.

cest la vie. my reply to that would be to tell them to look at half the people in those classes who r still fat after a year of classes

[jules_d1]

Okay, not sure if this has been discussed. In short, how do you get paid?

1) I am assuming most people sell "packages". if so, how do u set that up? Are you giving a discount for larger packages?

At the moment I am doing 10 session packages. Depending on the client/situation, the package will either be cheaper or will be some deal such as 11 for the price of 10.

I do allow for single session payments but they are more expensive. I try and sell packages wher ei can. i show clients that it is cheaper this way and by buying packages you are making a good investment in your health.

I do like the idea of a 3 session package stated above. The gym I work at recently had a memebership + PT session package. The cheapest 1 was 1 month membership and 4 30 PT session. I took a few of these clients and the majority have stayed on as regulars or periodical clients (for rehab review purposes)


2) If they buy a large package, lets say 50 sessions, do they have to pay that all at once or do u let them split the payment?

In my area such large packages would be VERY difficult to sell. I would ask for it all up front but charge slightly more for instalments of 2 or 3


3) How do you handle when they ask you "how much do u charge?" or they might say "how much for a session?" Do u just answer that straight up or do you explain what u offer first as far as "selling yourself" etc. What price do u quote....a single session type price or a package price or what?

Once again I owuld ask what their goals are and how often they would want to come to give them the impression that you are calculating there needs and taloring a package to suit their needs. This makes it more personalised. as others have stated, try and get them interested and sold in what you can provide before giving a price.



4) how do you handle price objections? in other words they may say something like "wow, thats a lot" or "thats more than I was expecting to pay"


Honestly never had anyone ask this before but I would stress the fact that i have higher qualifications than all trainers at my gym and that there are added extras (diet analysis, body measurements).

I'd also give them the "Your body is your most important asset/ without your health you have nothing" speech.


5) if price is an issue for someone and they cant afford your price for 3x per week, would u train them, say, 1x per week?


To start with i would take anyone. at that stage you cant pick and choose who you train. now if people wanted to train once a week i would firstly tell them that the results will not be as significant and that they would need to do other exercise during the week.

I am wary of this though as many dont do extra exercise and then their progress is a bed relfection on my training

[John Prophet]

I'd also give them the "Your body is your most important asset/ without your health you have nothing" speech.






yeah, the ol' "how much is your health worth to you?"

[wide lats]

I have a massive "package" but nobody wants to pay me for it LOL :D

I would go pay as you train, you dont train you dont pay, pretty fair. If someone wanted to buy a load of packages i would not know what to charge.

[DaJager_Meister]

Lot's of good info guys, thanks a lot. All of this will def. come in handy within the next year or so when I start putting my cert to good use.

[jules_d1]

I have a massive "package" but nobody wants to pay me for it LOL :D

I would go pay as you train, you dont train you dont pay, pretty fair. If someone wanted to buy a load of packages i would not know what to charge.


the problem with this is, some clients dont feel committed to the training. As its pay as you go, there is no need for them to keep a consistent training schedule as they can just cancel every now and then.

[John Prophet]

I would go pay as you train,

problem being..u have no way to know how much youll make in a given week or month. It just doesnt work. Plus youll tend to have way to many cancellations

[EMISGOD]

Lot's of good info guys, thanks a lot. All of this will def. come in handy within the next year or so when I start putting my cert to good use.

I think it's important not to get caught in what I call the "price trap", meaning trying to get clients by undercutting nickels and dimes. You should not be selling price and if you are, stop immediately and find a different field. What you should be selling is value. If you wind up being presented with price shopping frequently, you are doing a poor job of either representing or selling value.

If you really want to worry about the price point, tell them to buy X amount of sessions at your price and tell them that if they don't think it's worth the price at the end, you'll give them Y sessions at no charge. If they ever take you up on it, though, immediately cut them loose at the end.

[njmuscle66]

I think it's important not to get caught in what I call the "price trap", meaning trying to get clients by undercutting nickels and dimes. You should not be selling price and if you are, stop immediately and find a different field. What you should be selling is value. If you wind up being presented with price shopping frequently, you are doing a poor job of either representing or selling value.

If you really want to worry about the price point, tell them to buy X amount of sessions at your price and tell them that if they don't think it's worth the price at the end, you'll give them Y sessions at no charge. If they ever take you up on it, though, immediately cut them loose at the end.

Perfect answer............Never ever discount in my opinion. It devalues your service immediately.

If you are really hurt and go to a chiropractor does he say well if I only had to see you once I would charge you X but since I need to say you three times a week for 6 weeks I will charge you less. Nope it doesn't happen.

Two excellent resources in terms of marketing your training business are phil Kaplan and ryan lee.


http://www.philkaplan.com/
http://www.ryanlee.com/