As a personal trainer, you might want to take advantage of the online sphere. Not only will this make it easier for you to check in, monitor your clients' progress and therefore help them achieve better results, but ultimately you will be able to increase your revenue and grow a fitness business with a reliable monthly cash flow.
Many personal trainers make the mistake of approaching their online training packages the same way they priced their in-person services. When done right, online personal training is supposed to allow you to be more flexible in interacting with your clients and creating a steadier income stream than selling personal training packages.
So, when you decide to launch online fitness programs, you'll want to find a way to create your online fitness packages based on your clients and your own needs and the work you'll have to put in.
You'll know that you're on the right track because you'll have a better sense of job satisfaction by being able to help more people achieve their desired fitness goals, not by working harder but by working smarter. When your clients win, you win too. Their friends and family will wonder how they did it, and eventually, you will pick up more clients through word of mouth as well.
Step 1. Design OutcomesWhen you have a specific outcome or goal attached to a package, accountability will not only be on you but equally on your client as well. A dedicated and goal-oriented offer means that you will attract the type of client who's already committed to achieving that result.
In a nutshell, the message you're sending out is that you're selling the results and not individual workouts or your time. Those signing up for such service will feel and be more invested in putting in the effort.
This outcome-focused approach means that you will have more engaged clients, ultimately leading to more success. To give you a few examples, you can create packages for people who want to achieve their first pull-up, lose 20 pounds, prepare for their first obstacle race or even as simple as ageing gracefully. Whatever your target market, find that one or two goals they really would like to achieve and build your online packages around them.
Step 2. Include Features That Are Needed to Achieve the OutcomeNow that you're offering outcomes and not sessions, it's crucial to provide everything those people need to achieve that goal, even in your lowest tier. Do no omit things such as support or nutritional information if they are essential for their success.
Instead, add a price tag that reflects all that clients need to see the results they desire. When you believe in the value you offer, your prospective clients will too, and they will consider the price as an investment in themselves. You can add extras, more extensive support or even goodies to your higher price tiers if you wish. The bottom line is that people who pay the least can achieve the goal you are promising with the features included. So long as they put in the effort, of course.
As an example, if your target market is 30+ women, some mums who want to achieve their goals by just following a plan, keeping track of progress and checking in for accountability and support, that's the minimum you should offer them. If you're unsure what your ideal clients may need, you can always run a survey among your social circles to learn more about that niche.
So, using the above example, a simple online coaching service for mums wanting to lose weight could offer the following features: free consultation and goal setting, monthly workout plan, nutrition coaching, weekly check-in forms, progress tracking in the form of submitting weight, tape measure and picture, and a monthly coaching call to discuss details of the new plan and answer any questions.
If you want to create higher ticket plans, you can add more regular coaching calls, more detailed help with nutrition, maybe even a book you think will help them on task management or mindset, access to educational content or webinars and perhaps even 1-2-1 live sessions if your capacity allows.
Step 3. Choose the Coaching MethodThere are many ways a client might want to embark upon their training program. They may prefer group coaching or individual coaching, or personal fitness challenges. Some people might even want to try multiple methods before choosing the one they enjoy the most.
Whether you decide to offer 1-2-1 coaching, group coaching, or just selling simple workout plans will need to be determined by who you want to target, their budget and your capacity and preferences as well.
In our example of 30+ mums who want to lose weight and feel fit, you might find that multiple methods could work. Some women are more than happy to invest more money in their wellness and fitness plan and will likely be more comfortable with a 1-2-1 coaching approach.
Others might have a tighter budget, a chaotic lifestyle and want the help and the accountability but can only invest a limited amount of money. They will be pretty happy with a group coaching setting with access to the coach via messaging or even in a Facebook group setting as and when needed. These women will often be more social, and be happy to share tips and their experiences with others in the group.
Step 4. Price Your ServiceSee, the price is almost the last step in creating successful online training packages. The reason behind that is because you'll need to understand what goes into providing your services, how many hours of work you need to do, are there any other investments you have to make, like online personal training software, and then you also need to keep profit in mind.
Once you have the framework of your service offerings, you can shop around online and see what your competitors charge for the same service. Undercutting them significantly might mean that you'll struggle to grow and scale your business. Going in for too expensive might mean that you'll have to put much more effort into proving to your audience why your services are worth what you're asking.
Step 5. How to Create Your Service OffersKnowing the end goal and the features that help each client achieve the desired goal will enable you to create the best online training packages. When you display these packages on your website or show the description to the prospects, it is best to cater the package's explanation to their specific knowledge-base of the service you provide.
In other words, if your ideal client might not know anything about macro and micronutrients or the concept of progressive overload, avoid using these terms in the service description and choose the language they will understand.
Concentrate on the benefits of working with you and how it will help achieve their desired results. So, as a basic structure, you can build the service description like below:
- Name of Service - e.g. Fit Mum
- Description of the service - who it's for, what the benefits are and what results they can expect.
- List of features in bullet points
If you display your services online, on your website or your social media profiles, be sure to add a call-to-action, a way for the visitors to take their next step and get in touch with you.