Business Tips, Tricks and Q&A

[Jewbacca]

@j4gga2

Sprint training service is brand-new, but I’m trying to aim that at people 18-25 who just finished and now miss High School sports

They have no money. Probably no time, either. As they are working to get money.

Kids and 40 year olds.

[j4gga2]

@EmilyQ

the lead box is a tried-and-true marketing strategy

Awesome! I’ll set some up with some local businesses

@Jewbacca

I’d be tempted to go offer your services on the super cheap at a local country club (and these are your bread and butter people – rich active people who can afford your services – trophy wives and such). And they presumably have a nice green to go run on.

Yeah I’ve been doing this for a while now, working for 0-30AUD (0-20USD) per hour for the last year or so, but still troubling to attract the right clients. I’m only getting young adults (18-22), since that’s the age of my first few clients. Problem is they have jack shit money, as you already pointed out.

Any tips for pivoting?

@Voxel

I believe your selling point could (not going to say “should” as that depends more on what it is that you yourself want) be that you can train someone that has injuries.

I’m starting to lean into this more and more, now I need to get my hands on more injured people to get testimonials up and ready.

@Voxel

Golf-swing hurting? Let me help you swing without pain.

That’s a really solid idea, I could definitely do this with my outdoor sessions

@EmilyQ

sell that you’re going to be very tuned in to limitations people may have, whether injury-related or to do with flexibility or whatever. Non-athlete things.

I agree, I honestly do think that’s what my top selling point is. I’ll work to make that more obvious with by website, social media and ads

@EmilyQ

You could even offer to consult with clients’ providers (ortho, say) and really position yourself as not-just-another-meathead-trainer.

Hahah I just started doing this! Once I build up referrals for that, it’s a nice little niche. Also thanks for the advice about the sprint training age groups. Do you think I might need a slightly different strategy to reach older adults? I’ve noticed that the social media ad campaign I’ve made has had its best engagement with younger individuals.

@Voxel

See if there’s anything you can piggyback off of geographically.

Unfortunately for me the area I live has already got practically everything. It’s a pretty affluent area, and thus there are training facilities and rehab pros covering

• team sports
• track and field
• climbing
• tennis and golf
• swimming

As well as about a billion physios and box gyms, all within a 10 minute drive. The only under-serviced population i believed there is here is meatheads.

@mnben87

why not try to market to parents of kids playing sports.

Honestly I don’t know why I didn’t think of this, but yes, I will do that. I’ve also recently been negotiating providing a speed camp for the juniors at a rugby club I’ve already worked for as a medic

@mnben87

think without a reputation, you will have to offer more in value than you are receiving in payment (maybe by a lot). Think of this as an investment in building your reputation and client base.

I agree, I’m starting to get somewhat of a reputation for my personal training (I think), and I’m seeing it grow at a snail pace which is better than nothing. Good call on groups.

[j4gga2]

@danteism

Tell who you are and ask if you can call at a spesific time/timeframe again. After you’ve succesfully called them and set up a meeting either email or text them the details: adress, time etc. also mentiin that if the time needs to be changed they should inform you.

thank you mate, I’ll do this

@danteism

have them fill out a basic info form via Google forms.

Yeah I’ve been doing this, which I’ve found super helpful

@danteism

Use the stuff they told you to back yourself up

I like this strategy!

@danteism

Remember that your prices are your prices. Don’t give random discounts. If someone doesn’t want to play you, they probably won’t be too motivated anyways. Offering a way to pay in multiple parts is a great way of mitigating the “I don’t have money” claim.

A problem I’ve had is I picked up most of my clients with free sessions with lots of uni students. None of them can afford proper pricing, so I’ve got to discount them! That’s just my bad, and I’m starting to be able to pick up better-paying clients now.

Also, how do you approach the conversation of increasing your rate with clients? I feel really bad/awkward about it.

@danteism

That being said, don’t lie. If you don’t know something just say it. Making BS claims is an easy way to make Cash quick, but most likely it wont las

I like to think I do this already, thankfully

@danteism

try to book a couple of sessions right away. Get them started on the right track. And always tell them to inform you at least 24 hours in advance if they know they can’t make it.

On recommendation from a “mentor” of sorts, my introductory personal training offer is:

• 1x movement and cardiovascular assessment
• 1x personalised strength training program for them to take home
• 3x pt sessions

For $50. Hopefully that works out.

@danteism

Nothing in you calender? You do not say that.

Ill start doing this.

@danteism

If you have a website, make sure it looks professional and has easy to find contract forms and all the neccessary info. Websites are rather easy to make nowadays and cost next to nothing to maintain. Highly recommended.

Apart from that, having exercise demo videos, info booklets, clean looking programs etc is always a good thing.

Personally, I think this is where I shine! I’m fairly proud of my website, although I probably should update my blog more often.

[danteism]

@j4gga2

None of them can afford proper pricing, so I’ve got to discount them!

For this you can have a student discount. The thing with any discounts is that they have to be visible, easy to see; just never give discounts when they are not warranted.

Of course getting better playing customers is always a great idea, at least financially

@j4gga2

Also, how do you approach the conversation of increasing your rate with clients? I feel really bad/awkward about it.

I actually don’t have to do this too much, as most of my clients are not on a month-by-month schedule, but rather a year-by-year type of thing.

Usually I sell training as a 6-24 month package deal. When I increase my prices it does not affect the people who have agreed to train for, say 12 months with a 3600€ package deal.

With my monthly people I inform them 1-2 months ahead. I like to “reward” my older clients by making their price increase smaller. So if my prices go up by 5€/session, theirs go up by onyl 2,5€. Makes the discussion easier and they feel appreciated

@j4gga2

my introductory personal training offer

That’s a really solid deal, only a madman wouldn’t try it. I like it a lot.

@j4gga2

Personally, I think this is where I shine! I’m fairly proud of my website, although I probably should update my blog more often

Great! Yeah, you can never be too active on social media, be it blog, instagram, whatever you like to use.

If you got any questions or want to discuss something regarding this, just tag me (or reply), I like to discuss this stuff a lot.

[mnben87]

@danteism

For this you can have a student discount. The thing with any discounts is that they have to be visible, easy to see; just never give discounts when they are not warranted.

Exactly this.

@danteism

Nothing in you calender? You do not say that.

Another really good idea.

@danteism

Usually I sell training as a 6-24 month package deal. When I increase my prices it does not affect the people who have agreed to train for, say 12 months with a 3600€ package deal.

This might be a hard sell starting out.

I like the honest up front approach. Say you are giving them a deal for X months. Provide a ton of value, then make the price increase minimal. As a client I wouldn’t have an issue with it if the value is there. Just my opinion though.

[EmilyQ]

@j4gga2

Do you think I might need a slightly different strategy to reach older adults? I’ve noticed that the social media ad campaign I’ve made has had its best engagement with younger individuals.

Can you have older friends and relatives sprinkle your ads around through their own social media, and maybe make those ads either health-focused (e.g. “increase cardiovascular health”) or kid-focused?

I think kids and groups are a great idea, btw. You could consider marketing to the un-athletic kids out there with a subtle focus on improving self-esteem, but you’re going to have to paint yourself as being very gentle and accepting. Dorky kids are terrified of athletics and jocks.

Edit: whether kids or older adults “supportive environment” is a key phrase you’ll want to use.

[EmilyQ]

Now I’m all excited and want to go into business WITH you, and bring all my awkward clients with me, lol.

[Chris_Colucci]

@j4gga2

As someone starting up a personal training / strength and conditioning service, I’m really struggling with running a business properly.

You should give a read-through of the Personal Trainer’s Thread, too. Some good info got put up in there from other trainers. Feel free to bump it with more specific questions.

The Personal Trainer's Thread

I thought it’d be useful to have a thread where trainers and coaches can talk about making a living in the gym. I know there are more than a few people here who have clients and have worn the “Staff” t-shirt in the gym, so get in here. Maybe toss a quick intro with some background about your work, training education, and all that. This thread’s not for advertising your services, so no plugging your blog/social accounts/whatever. Let’s talk the business side of things, brainstorm client situati…

Sprint training service is brand-new, but I’m trying to aim that at people 18-25 who just finished and now miss High School sports

Another avenue toward this is to find local rec leagues (softball, basketball, dodgeball, whatever) and offer to do seminars about S&C, injury prevention, nutrition, etc. When I got into working with paintball athletes, I contacted a few local fields and did a quick little presentation. It definitely helped a bit.

Knowing how to price my service

A paraphrased quote from Alwyn Cosgrove on this (who, as you should know, is The Man for setting up a fitness business): Would you be comfortable charging $1 per hour for your services? Of course not. Would you be comfortable charging $1,000 per hour for your services? Of course not. So the key is finding the point in between where you believe you’re providing an appropriate service at an appropriate rate.

[hardartery]

As was mentioned, online presence is everything these days. Get people to post positive reviews. Post pics of training.
Sometimes doing coaching with a local team or school as a volunteer for off-season work can win you clients. It gives you a chance to build a reputation based on your actual work, which costs a little time but also wins points as a “Good guy” helping some local school team - for an example. It plays good with people that you do volunteer work, and some people are going to be happy to pay for separate coaching if they think you are good.
Offer tiers. One on one, custom programs with limited one on one, custom programs without one-on-one, cookie cutter programs for free, coaching via Zoom or some other video service.

[j4gga2]

@danteism

The thing with any discounts is that they have to be visible, easy to see; just never give discounts when they are not warranted.

I’ve never thought or heard of this, but I can see why that would be good business practice

@danteism

With my monthly people I inform them 1-2 months ahead. I like to “reward” my older clients by making their price increase smaller. So if my prices go up by 5€/session, theirs go up by onyl 2,5€. Makes the discussion easier and they feel appreciated

Solid tips, thank you! Have you always charged your clients for annual packages?

@danteism

just tag me (or reply), I like to discuss this stuff a lot.

I really appreciate that, thank you!

[j4gga2]

@EmilyQ

I’m all excited and want to go into business WITH you, and bring all my awkward clients with me

Hahah I’ve got a few awkward clients myself

@Chris_Colucci

You should give a read-through of the Personal Trainer’s Thread, too. Some good info got put up in there from other trainers

Thanks Chris! I’ll have a looksie

@Chris_Colucci

offer to do seminars about S&C, injury prevention, nutrition, etc.

This got mentioned earlier and I think it’s an awesome idea! I live near a bunch of sports clubs

@Chris_Colucci

the key is finding the point in between where you believe you’re providing an appropriate service at an appropriate rate.

Well everyone is telling me I need to charge more, but I just don’t think I’m that good of a coach yet, if that makes sense? I’m being mentored by one of the best PL coaches in the state (has numerous natonally internally-ranked athletes) and he wants me to charge the same as he does, $70/hour, but I feel like I’d be scamming my clients if I charged what he does, since I’m nowhere near as successful and experienced yet.

Does that make sense? I hope it wasn’t too rambling, sorry

@hardartery

doing coaching with a local team or school as a volunteer for off-season work can win you clients

Yeah I’ll have to start going around to my local sporting clubs, this has been mentioned by numerous posters now so I’m fully convinced haha

@hardartery

Offer tiers.

Good call. Right now I’ve got one-on-one, programming only, and a train around pain service (rehab plus exercise modification). There’s definitely room to diversify

[hugh_gilly]

I used to do PT and have swapped to doing Esports coaching and the most important thing in order to scale and create demand and good income streams is to create content on everything and display your skills that way. Word of mouth is powerful but nowhere near as much as someone being able to directly see your work and get in contact with you through that.

[danteism]

@j4gga2

Have you always charged your clients for annual packages?

I’ve always had the option, yes. Wether the client goes with a package or month-to-month is up to them

[Voxel]

I have a friend working in a really different industry than you but he was also very uncomfortable with charging. He took himself out of the equation in a way, he had a price that was essentially what he needed to make ends meet and then just started to - with new clients - progressively overload the price to find out what he was actually worth in other people’s/companies eyes.

He’d essentially figure out how many new clients he needed that month, and they were offered the lower price which he had already established people were willing to pay and the rest he offered the higher price point.

@j4gga2

• team sports
• track and field
• climbing
• tennis and golf
• swimming

Here’s an idea, if you could offer tech companies a way to get their workers active so they are less likely to develop RSI, back pain, shoulder pain, etc. with the pitch being centered around activating a bunch of people that don’t ordinarily necessarily enjoy physical activity by trying to find an appropriate fit on an individual level that could open up a B2B contract for you for which you can charge quite a lot I’d imagine.

You don’t have to adopt a hands-on approach where you do interviews with people to figure out what motivation they need to go and do shit, you could just have say 8 weeks where each week you have a sign-on sheet for a different activity that you’ll bring along the interested parties to so that they themselves can find out what appeals to them.

[Voxel]

@dt79

smart dudes

and smart gals

[dt79]

It was just a general term including everybody. We’ve not turned into PC-Nation yet, have we lol?

[Voxel]

I’d say guys is more inclusive than dudes, but maybe that’s just me (people is the ideal word-choice, IMHO). Maybe someone wants to view that through a PC-lens, but to me it is more about “using the appropriate word from a linguistics”-standpoint although I admit I can be expend some extra effort ensuring my language is purposefully inclusive.

PC seems like such a slur these days, but, I’d be remiss to not make an effort for including all of our long-term community members when appropriate

[dt79]

Alright, you know what I meant now. So does every guy and gal who reads this. That’s all that matters. So let’s not derail this thread, ok?

[EmilyQ]

@danteism

Usually I sell training as a 6-24 month package deal. When I increase my prices it does not affect the people who have agreed to train for, say 12 months with a 3600€ package deal.

With my monthly people I inform them 1-2 months ahead.

Which is a good time to flip them to an annual package.

Edit: thanks for the attentiveness, @Voxel. I tend not to need a lot of care in that direction, but I deeply appreciate people who stand up for what they see as the right thing.

[danteism]

@EmilyQ

Which is a good time to flip them to an annual package.

Absolutely, if that is what they want and/or need