Value Add or Part of the Deal? - Personal Trainer Community - Forum

[Dinah]

Hoping you experienced trainers can help me on this one.

I'm currently setting up my process for dealing with new clients (pre-screening form, waiver, health profile). As part of this process, I am also planning to include fitness testing, which includes alignment, posture, etc. I believe that this is more extensive than what other trainers are providing, but it gives clients a real benchmark of where they are from a fitness perspective. And most importantly, it provides more precise information for me to build a customized program for them.

But this takes time. And as we all know, time = money.

I figure this will take at least 45 minutes. Do I charge a flat fee for this comprehensive fitness assessment? Is it just included with my rate? But then it would eat into a workout session.

Not sure how to reconcile this. Any advice would be most appreciated.



Dinah

[Christina]

Dinah, this is how I do it. I am not saying it is the right, best, or only way. What I do is I always give my first session away free of charge. I tell the client that they are not obligated to sign up with me. It allows the client to get to know me and vice verse. During this time I have the client fill out paperwork, I take baseline assessments, we write out goals, and then if there is any time remaining I have them do a few exercises. At the end of the session I ask them if they would like to continue training with me (I don't think I have ever had anyone say 'no') and then we plan our next session. You could consider doing something like this. No, you won't make any money during that hour, but you could also be gaining a long term client. What is one hour of your time if this client continues to train with you for months or even a year or more?

Christina

[Dinah]

Wow, interesting! So that is your "free consultation" mentioned on your Web site? I was wondering how that worked.

Yeah, I'm really torn -- maybe I need to offer this free of charge right now to get people in the door.

So clearly this must separate you from your competition -- but instead of charging you do it as a relationship builder. Hmmm...I have to sit on this one.

As always, thanks for the advice. You're tops!!!

Dinah

[Christina]

Relationship building is a big part of my business. I think that is why my turnover rate is pretty low.

Christina

[megfit]

Relationship building is a big part of my business. I think that is why my turnover rate is pretty low.

Christina

Dinah,

I cannot emphasize how important Christina's words are, here! A great book that all business professionals should read (and although you are a personal trainer, you are a BUSINESS PROFESSIONAL first!), is "Raving Fans" by Ken Blanchard.

When I first started my training business, I would offer my 2-hour initial assessment/evaluation session for free! Most people who contacted me signed up to work with me after that assessment, but there were a few who were quickly ruled out (or referred to their docs when a contraindication was discovered during the assessment).

Only when I had a strong practice up and running did the free initial sessions end, and then I started charging $200 for them. Funny, but that didn't slow down the interest.

So, FIRST focus on what you can do for your clients/potential clients. What do THEY need? Then focus on what you can realistically afford. If spending that 'free' time with a potential new client is outside of what you can afford, then, yea, you may need to find other ways of 'thanking' them for considering you. But most new trainers have plenty of time! And, this is how you end up making your money!

Margie