The 3 Easiest Profit Centers To Add On To Any Personal Training Business

 

A Post On Personal Training Business Profit Centers By Pat Rigsby

 

Every personal training business wants multiple streams of income.

The good news is that adding revenue streams to your business is easier than you think.

If you’ve got a handful of clients or a few people in your database, you can add 1, 2 or even 3 more revenue streams to your business almost immediately.

But instead of just telling you what those 3 additional profit centers are, I’m going to show you step-by-step how to implement them in your business.

So here is personal training business profit center number 1:

The Weight Management Program –

As a fitness professional you’re well versed in the role supportive nutrition plays in your clients’ success, so a Weight Management program is a natural fit.  We began running Weight Management programs in our own business about 4 months after we opened, not fully knowing what to expect and the results were incredible.

The first month we sold over $5000 worth of Weight Management programs, not to mention the additional sales of meal replacement and other supplements that it lead to – as well as more training sales.

For us, adding a Weight Management program easily increased our monthly revenue by 25% and it can do the same for you – so here is your step by step plan:

Step 1: Decide Your Format – We started our program offering 1 on1 sessions that were 30 minutes long where one of our coaches met with the client once a week for 10 weeks.  Over time we tested 4, 8, 10, 12 and 16 week programs – both delivered 1 on1 and in groups. We eventually found that for us, 12 week group programs or 4 week 1 on 1 programs were best.

The 12 week group format allowed us to break the program fee up into 3 monthly payments and let us better leverage our best weight management coach (Holly.) The 4 week 1 on 1 program was an alternative we could sell at a higher per session price point to those people who couldn’t make our group classes.

Step 2: Figure Out The Logistics – You need to decide where you will deliver the program, what you will include and how much you will charge and when you will offer it.

If you have your own facility, the ‘where’ is easy.  If not, you may have to get creative.  In most communities, you can get a small conference room inexpensively at a variety of places.  Ask the local library, community center and members of your personal network first.

The program could also be delivered using a service like Go To Webinar or Instant Teleseminar if you can’t find a suitable space or simply choose not to.

As far as pricing goes – the easiest way to set the price is to match or slightly exceed what you’d charge for the same time commitment for group training or bootcamps if you’re delivered it in a group format or match your 1 on 1 training rates if you’re delivering it individually. So if you normally would charge someone $199 for 12 sessions of bootcamp, then at minimum, you should be charging that for your Weight Management program.  However – because it’s a ‘one time’ program, you can charge more if you like.  We charged $297 typically for our programs, but did occasionally offer them for $199 as special offers to our clients.

What you will provide is relatively simple.  We used a handbook that contained all 12 lessons plus weekly homework, a few one page handouts and weekly emails to keep the students on track.  You can find the exact resources we used in the Prograde Pros Resources section here: http://www.NutritionMoneyMachine.com

When you will offer the program depends on a few variables:

• Where will you be offering the classes?
• What else are you doing?
• What time of year is it?

My suggestion is to pick times that fall right after sessions or camps if you can.  For us, some of the best time slots were:

Monday – Thursday at 7 p.m.

Any Weekday at 10 a.m.

Saturday Morning at 10 a.m.

Remember, finding the perfect time isn’t as important with this as it is with something like a bootcamp since it’s only 1 day per week.

As far as what time of year – the period season we found challenging was the time between Thanksgiving and Christmas.  During the Summer there was the occasional vacation but a personal 15 minute call with the student to cover what they’d miss was more than enough to overcome that.

Step 3: Marketing The Program – The easiest people to market the program to are your current clients.  Tell them that you’re launching a new program and you’ll be limiting the first class to 12 people and you want to make it available first to your current clients before you open it to the public.  Odd are, you’ll fill up all 12 slots only presenting it to them.

If you don’t fill up the program through personal offers to your current clients or choose to go beyond one class to start, individually contact former clients & unconverted leads.

Outside of those groups, you can market this program virtually the same way you’d market your training business.  A couple of things to remember:

• Most / all of your students will be women so focus your fitness marketing efforts there.
• This type of program will allow you to reach the Weight Watchers, Jenny Craig, NutriSystems & Curves audience that may not necessarily be interested in your training offerings.  This means that Weight Management program can often be good front end programs to get people into your training programs.

Step 4: Delivering The Program – I won’t spend too much time on this since you can get all the materials and the course outline free at Prograde here: http://www.NutritionMoneyMachine.com, but here are a few tips.

• Group sessions should last about an hour, while 1 on 1 will be less than 30 minutes.
• Begin each session with a recap of the previous session, go over the homework from the previous session and address any questions the students may have over the material previously covered.
• Next, cover the lesson for the week. Deliver the content & answer questions the students have to provide clarity.
• Finish with a homework assignment related to the material covered.

Tips For Success – Here are a few tips to make the most of the program:

• Take before and after photos of all participants.  This will be your most powerful marketing tool moving forward.
• Take measurements – weight, circumference, bodyfat – every 4 weeks.  Accountability is important.
• Provide some sort of general exercise programming for the people who aren’t currently training clients and get them involved in a free trial of what you offer.
• In addition to the lesson related homework, have your students hold themselves accountable for a couple weekly tasks like ‘I will take my VGF consistently between now and next class’ or I will drink 64 ounces of water daily between now and the next class. By saying this publicly in front of the group they are more likely to follow through.
• Be a problem solver.  If a student struggles with eating a supportive breakfast – provide a solution.  If they eat out too often – provide a solution.  If you give them simple solutions you’ll be amazed at the progress they can make in 12 weeks.

That’s it – a simple program that you can use to add 10, 20 even 30% to your monthly revenue.  Plus, if you sell Prograde or another supplement, you’ll see your sales go up significantly as these will become your best customers. And best of all – you’ll find these clients have the highest lifetime value of anyone you work with because they get the best results, learn the most and are the most connected to you.

To get all the resources you need to run your own Weight Management Program for free, enroll as a Prograde Pro here:

http://www.NutritionMoneyMachine.com

Next post, I’ll cover how you can add a killer Fitness Coaching Program to your personal training business.

Dedicated to your success,

Pat Rigsby

Pat Rigsby is a Co-Owner of the International Youth Conditioning Association & the youth fitness franchise Athletic Revolution as well as a fitness industry consultant serving thousands of personal trainers and fitness entrepreneurs. Sign up for his fitness business free newsletter to discover proven marketing, sales and business strategies, along with blog updates, news, and more! While you’re at it, follow him on Twitter.

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