The Fitness Professional #7: It’s package time

Dominic Toreto lives his life a quarter mile at a time.

A Fitness Professional lives one package at a time.

The client has used their sessions, hopefully seen a great result, and now it’s time to sell them their next one.

I’ve been fortunate to have hundreds of clients over the years and this moment still gives me a little bit of anxiety. It’s like you’re saying ‘hey, we’re friends and I really care about your fitness, but um… you have to pay me for this to continue on.’

That’s a dark way to view it, but hey, my mind goes there.

The reality is a Fitness Professional is enhancing lives. By pushing clients to be fitter you are making them better in every single aspect of their life. You are doing important work whether or not you believe it.

What’s the best way to tell a client their package is up?

My favorite method is to email or text them. I write:

‘Hey [Client], Looking forward to seeing you tomorrow. It will be session #1 on a new package.’ I’ve written this so many times it auto-populates in my phone when I write ‘looking forward…’.

It assumes the sale.

It doesn’t put anyone on the spot.

And if they aren’t going to re-up it avoids any in person awkwardness. I get enough of that in my day to day life.

I’ve been doing this for years. Knock on wood I haven’t had any awkward moments arise.

MAKE SURE YOUR SESSION COUNT IS ACCURATE.

You goto two things in this life: your balls and your word. Don’t break them for anyone.

I offer 2 free sessions if I make a mistake on that. It’s unforgivable, but honest mistakes happen.

One last thing… sometimes you’re going to get a no. If the relationship isn’t working you can’t take it personally. Immediately reach out with a thank you note.

‘Thank you [client]. I had a blast working with you and learned a lot. If there’s anything I can do for you in the future you know how to find me.’

Sending this note will make you some money over the years. Sometimes people cancel bc they’re broke, sometimes bc they don’t enjoy your company, sometimes they are moving. Show them as much grace as you can at this awkward moment. They may come back (happens often), they may refer a friend (happens often).

It costs you nothing and will 100% make you money over the years.

Always deliver value.

Always treat people gracefully.