Join us, Saturday, April 4th, 9:00 am EST / 3:00 pm CET for our Free Online Coaching, Pricing, Business Models and Q & A, Webinar with Dr. Bell & Ales Potre. Click “here” to register.
We have been flooded with questions on all aspects of moving your Personal Training Business from Face-to-Face to remote training. I’m going to touch on them.
I want to address the most popular question first, but before I even get into that, I want to give you some hard truths.
I have been repeatedly asked if online Personal Training is a viable option. I’m going to be honest with you, it’s not only a viable option, but it’s a new reality. Right now, remote Personal Training is a lifeline. It might be the only thing that keeps your head above water, so your business doesn’t drown. When this is all over many businesses are not going to recover.
Industries all around the world are being shut down. Not for a day, or a week, we could be talking months. I’m not going to sugar co the situation. It sucks.
It’s ok to be angry, it’s ok to feel overwhelmed. But we all have a choice. We can wallow, do nothing and let our businesses fail, or we rise.
Have the mindset, I’m going to do this no matter what. With this attitude, the only roof you are going to hit is the limit of your own creativity.
Make the choice right now, you are going to make this work and you will prevail.
We are here to assist you in any way we can. We will get through this together IFPA Family.
Let’s get at it!
The number one question we have been receiving is price structure. What should you charge for your remote services?
This is a complex question. Let me break it down for you. I’m going to use different models, due to the many variables involved with this equation.
The most traditional scenario is a Personal Trainer that trains clients face-to-face, one on one. These clients travel to you, or you travel to them. The question is should you charge the same amount that you normally would face-to-face for online training?
The answer is: what are you delivering? What services are you offering?
Model 1: Online, One-on-One, Live, Personal Training Sessions
If you plan to use Facetime/Whatsapp for example and are creating customized workouts for each session and doing a true “Live” session with your clients, I would charge as close as possible to what you normally charge.
While trainers are now getting Online as a necessity, “Online” is the normal platform many trainers use as part of their business model.
One of my dear friends and longtime IFPA Personal Trainers, Stephanie Groover, tapped into this business model years ago when she had a client move away, but wanted to continue training. Stephanie did not change her pricing. She was still training her client “live” creating custom nutrition and exercise prescriptions each week.
This extraordinary global situation aside, if it were me personally, I would be charging the exact same amount.
However, this is not business as usual and many clients may not have the income or necessarily find training online appealing. You personally might not be comfortable charging the full amount for your sessions because you are not actually in person one-on-one with your client.
The good news is you won’t have any real expenses except paying for data usage. Some of our trainers that have used this business model for years, discount their online sessions, due to these considerations.
If you want to take a 10-30% cut on your live one-on-one sessions, that is perfectly acceptable as well. But I would NOT go below 30%.
For example, if your current face-to-face training session is $100, I wouldn’t go below $70.
Model 2: Group Online Live Sessions
As we mentioned in last week’s webinar, there are a lot of sexy programs and apps out there to move your business online. If you want to go that route and have the income to do so, that’s great. But if you are in desperate need to just get started and not invest a ton of money, use something as simple as “Facebook Groups” and live stream Group Classes. Charge a monthly fee, for clients to tune-in and join you.
I’ll give you some hard numbers as an example. But please be aware, your area is going to dictate pricing.
Add different package options, so clients can choose exactly what they need.
A monthly price for this could be $50-$100 depending on your region.
Monday-Wednesday-Friday evening workout, live stream package. $39 a month.
Additional Saturday morning, live stream stretching session. $55 a month
Additional Weekly, live stream, Nutrition Guidance and Check-ins. $79
Again, these are rough numbers, it will vary depending on your location. A trainer in LA, California, USA will charge more than someone located in Cebu, Philippines.
Model 3: Online Support
This scenario involves emailing incoming clients, assessment forms (IFPA Health History Questionnaire, IFPA PAR-Q, etc.) like you would normally fill out with a client during the Consulting Phase. Then performing a live video assessment with the client. Now, you prepare a custom training program and nutrition prescription for the client according to their goals, which they will perform on their own. You schedule a once a week video call with the client for check-ins, adjustments, etc.
Personal Trainers that have already been using this model, are receiving an increase in client consultations. For example, there are a ton of young athletes, that need to maintain their numbers and fitness level. One of my Goddaughters needs to maintain her time for her upcoming time trials, but her training center is closed. We had to get a little creative with a training schedule for her.
There are tons of kids in this situation. This is a great market to tap into.
Pricing is difficult with this one because it really varies with what you are offering. It can be anywhere from $120-$300 per month depending on the needs of the client.
For a rough example, you could create a 3-workouts a week, custom program with nutrition prescriptions and an end of the week progress check, for $75.
Model 4: Generic Templates
This is the most basic option. You create generic templates and just check in with the clients on a weekly, bi-weekly, or monthly basis. You can offer a wide range of generic templates, as simple or complex as you like. The more options you have, the better. You can appeal to different markets for Senior Fitness, to Post Natal, etc.
Prices will also differ greatly depending on the complexity of the template and everything that is included.
How Do You Receive Payment?
The next most popular question we have been receiving, is how do you receive payment? We like to suggest PayPal because that is something we use in the office. You can send invoices via email to people that do not have a PayPal account and PayPal’s fees tend to be cheaper than most services. Our trainers have also reported having success with Stripe
You want to keep things as simple as you can with all aspects of this process.
Simplicity is key.
The more complicated it is, the more clients are going to be wary to try it. Or after one session, decide it’s not for them. Keep it simple with receiving payment as well.
How Do You Get Reluctant Clients to Give Online Training A Shot?
Another common question many of you have asked, “how do I get my clients to give this a try?”
It is important to remember your clients rely on you for accountability and your expertise. Recognize your role in your client’s life before you approach them. They train with you for a reason. They need you.
It’s just like the very first training session you did with the client, that convinced them to do more with you. You just need to get through that first initial online training session, to get them hooked.
Therefore, there are a few ways to entice them.
(1) You can offer them just one session (no contract, no pressure to continue) the normal rate and explain to them, if they decide it wasn’t a good session, you will refund them in full.
(2) You can offer them just one session (no contract, no pressure to continue) at 50%.
Or number 3, I would never normally even suggest this, and I still don’t unless you have exhausted all other options and you are desperate need of clients.
(3) You can offer them just one session (no contract, no pressure to continue) complementary to show your client this is completely doable, and you know they will get a great workout in.
Ales Potre and I will be doing more webinars to answer your questions. As things continue to evolve, we will encounter more obstacles. We are here to assist you in any way we can.
Our next live Webinar to go into more detail on the Price Structure for different programs as well as answer any new questions you have will be on Saturday, April 4th 2020 at 9:00 am (EST) / 3:00 pm (CET).
Until then, take this day by day. Keep moving forward. Stay positive. We will get through this together.
For those of you thinking I have never done anything like this before or I don’t like the idea of online training or I just can’t do it. Please stop and think. The ideas outlined above and the Webinar we will provide you free of charge and everything we are doing for you is to help you survive through this crisis!
Please move out of your comfort zone so you can survive, your business can survive and your clients and family can have some degree of normalcy through this unusual time.
I look forward to seeing you all on Saturday Morning.