Selling Time for Money – Maximise PT Revenue Opportunities8 July 2016
Your earning capacity as a Personal Trainer does not have to be linear to the number of hours in a working day.
There are a number of ways in which you can increase your revenue – here are ten ideas for you to consider:
Number 1 – Target non-gym users
Only 13% of the population have a gym membership yet over 50% of the population are overweight. This means there is a fantastic opportunity for Personal Trainers side of the gym environment. Why not set up a walking group on a Sunday morning (20 people paying £5 for a one hour session is not to be sniffed at on Sunday morning). Start to integrate a few exercises within the sessions such as squats, lunges and exercises using naturally occurring equipment such as park benches, steps. Utilise the time to talk to the group about the benefits of regular exercise – this is an opportunity for you to prospect to 20 potential PT clients in one hour – work on building their trust and you will soon get them into the gym.
Give talks to local groups such as young wives groups, mums and toddler groups etc – another great way to prospect to non-gym users.
Offer to write a regular fitness article for your local newspaper with a call to action to encourage non-gym users to contact you for advice.
Number 2 – Utilise your local community
Set up a circuit training class in a village hall or on a local playing field? You won’t need masses of equipment and village halls tend to charge a relatively inexpensive hourly rate. Again you can manage a group of up to 20 people quite easily charging £5 per person per hour. Another opportunity for you to prospect for PT clients.
Number 3 – Sport Specific Sessions
Set up a sports specific circuit training session for local football clubs. Speed, Agility and Quickness (SAQ) equipment such as hurdles, ladders, cones etc are inexpensive but useful for creating fun and innovative training sessions.
Number 4 – Offer small group PT Sessions
Some people cannot afford a one-to-one PT session so why not offer a discounted rate for small group PT sessions – if you normally charge £35 per session on a one-to-one basis – you could earn double that amount if you charged £10 for 7 people. It’s often a good idea to theme these group PT sessions over a 5 week basis – £50 for a five week Drop a Dress size class or £50 for a five week pre-ski training session.
Number 5 – Sell other products and services to your clients
People workout with you because they see you as a credible source of information. You have authority with them. And this puts you in a position to help them with other needs they may have about health, fitness, and fat loss. You could consider selling products such as nutritional supplements, ebooks, small exercise equipment etc.
Number 6 – Digital support
Offer regular online supportive and motivational guidance to support PT sessions via email or text message for an additional fee.
Number 7 – Develop affiliations
Set up promotional activities for businesses which compliment your services such as equipment suppliers, fitness clothing, supplementation etc and obtain a “kick back” for all referrals.
Number 8 – Organise a Charity Fitness Event
Whilst this won’t generate any initial revenue, it gives you the opportunity of working with new customers and the opportunity of impressing them with your skills and knowledge, another great way to prospect for new clients.
Number 9 – Grow your team
Once you have set up your outside classes or small group PT sessions, recruit other less experienced PTs who you can train “your way” and get them to deliver the sessions freeing up your time to continue to grow your business.
Number 10 – Check your time management
Effective time management skills are critical to any business which sells time for money. Make sure you plan your time effectively, minimise travel time and utilise the off-peak times to complete those tasks which don’t generate revenue. Think about offering 30 minute sessions or short HIT sessions rather than working on standard hourly sessions.
Be punctual, stick to allocated timings and remember to ensure you schedule time for your own personal training.