Ep114: How to Add $2,800/Month Without Signing a Single New Client

The moral of the story here is, why is this important to you guys? Is because I'm sure you guys would realize that people who spend more money pay more attention and they get better results. So you want clients to get better results, but you also want to make more money and work with less people. Would you rather work with 30 people and make $15K a month, or would you rather work with 60 people and make $15K a month? A lot of people will just want to continue doing the 2 sessions. It's part of their new routine. That's the whole point. You make it easy for them to adjust to the new routine, get them better results, and then they continue on with extra sessions. Welcome to today's episode, episode 114 of the PT Profit Leverage and Lifestyle Show. Um, today we're going to be talking about upgrading your client sessions. So you don't need more clients, you need bigger clients. So as in like how you can get them to spend more money. Uh, we're going to go through how you can add up to almost $3K a month without signing any new clients. So I actually ran this strategy, uh, or ran this training for my, for a lot of my clients a few weeks ago actually. And it was an absolute killer session. So I'm just going to give you guys some of the highlights from that. Obviously, if you want the whole training, obviously become a client, no brainer, of course. So we obviously help personal trainers, whether face-to-face or online, help grow and scale their income to between $10K to $20K per month. So let's get into today's episode. You'll notice actually behind me, usually there'll be like some— oh, it's actually a little bit messy actually. Usually it has like some books and stuff behind me, but we're in the process of moving house. So we're actually moving to the south side from the north side. So it'll be super interesting to see what that's like. I haven't lived on the south side for a very long time, so, um, but let's get into today's episode. So this is going to be perfect if you are, or if you already have clients, uh, and you want to upgrade them to do like, if they're doing 1 session to 2 sessions, 2 sessions to 3, even 3 sessions to 4. I've had PT clients of mine do 4 sessions a week when they were doing 3 sessions a week for a while. So you just don't know, uh, what people are willing to do, uh, if you don't ask them. Um, but at the same time, when a lot of people start with the PT, they kind of want to test the waters a little bit before they spend more money. So a lot of people will start on one session a week, but you guys aren't asking them to do more sessions once they've actually experienced some results. So I'm going to go through today when you should ask about upgrading the service and how to actually ask it to make it a no-brainer. So there's two different ways that you can ask, uh, which I'll go through in a second with you guys. So the moral of the story here is, why is this important for you guys? Is because I'm sure you guys would realize that people who spend more money pay more attention and they get better results. So you want clients to get better results, but you also want to make more money and work with less people. Would you rather work with 30 people and make $15K a month, or would you rather work with 60 people and make $15K a month? You can make the same amount of money but work with less people. Also, pretty much everyone that I talk to doesn't enjoy doing marketing. So if you don't enjoy signing new clients or doing free consults, then you need to get your existing clients to spend more money with you. Okay, simple as that. So let's go through it. Here's, here's like some maths that we can go through for a second. So firstly, let's go through what it would look like for you if you were to upgrade, let's say, half of your clients to an extra session. So let's just say you're charging $70 per session, and one session will be $70 a week, two sessions would be $140 a week. Okay, if you had 20 sessions— I'm just assuming you got 20 sessions, obviously you can work it out if you've got 10, 15, 30, whatever, whatever it is— if you had 20 sessions and you got half the people to upgrade to an extra session, that's an extra $700 per week of additional income, an extra $2,800 per month. Now usually what happens is you'll get about half of them, um, agreed to do like the extra session. Not everyone's going to do it, okay? And you might have 30% of people, you might have 70% of people, but the average is about half. Okay, this is just the possibilities. Obviously, if you have 10 sessions, let's assume that half of them will be willing to upgrade. Okay, so that's usually around 50%. Now, when, when should you actually upgrade? That's the question that I get. And the simple answer is as soon as they've got some results. So if, if there's new clients that are coming through, generally, um, after about a month, maybe 6 weeks, you want to ask them about upgrading. And I'll show you how to ask them in a second. Usually after their first 4 or 6 weeks, when we do, uh, like a goal setting and reassessment session, they should have some results. They should be enjoying the process. And now's the time to ask about doing some extra sessions to get even better results. If you guys have had clients for a while and you haven't asked before, providing they've got some results, then now's the time to ask. Okay, and you ask it in two ways. So let's get into the two ways that you can ask. The first way is a little bit salesy, I suppose. Now, this is perfect if they're doing one session a week and they kind of just started with you. So the question is, how would you like to get double the results for half the price? Okay, so you're basically offering them a trial to upgrade to extra sessions. Basically, you're going to say, you know, how would you like to get double the results for half the price? So they do an extra session, so double the sessions, and it's half the price. So for the next 4 weeks as a trial, you get the extra session at half the price. So if it's $70, we use the same example, they would pay $35 a week extra for the extra sessions. Now I know what you're thinking, I don't want to do sessions for $35. I understand that. I understand. The whole point here is doing it for just a trial to give them more value and show them why it's going to be better for them to do the 2 sessions rather than 1. Yeah, I'm going to show you a less, a less salesy way to do it, but this is one way that has worked for me in the past to get people to do extra sessions. And guess what happens when they do extra sessions? They don't have to think about their workouts as much because you're doing them for them. They get pushed a bit harder, so they get better results, and they feel better because they're getting stronger. Oh, they're losing more weight faster, so they naturally want to keep doing the extra session, right? And it's easy for them to justify an extra $35 a week every 4 weeks. So an extra $35 a week for 4 weeks, and then it just naturally goes to up to the normal price at the end of the results and say, cool, which one do you want to keep doing for, um, keep doing the 2 sessions, or you want to go back to how it used to be? A lot of people will just want to continue doing the 2 sessions. It's part of their new routine. That's the whole point. You make it easy for them to adjust to the new routine, get some better results, and then they continue on their extra session. Okay, there's a few other things that we can go through, but if you want the other things, you, you'll need to work with me. So if you guys want or interested in having a conversation about possibly working together, send me a DM right now, type in the word hybrid. And we'll have a conversation. I'll show you guys how you can do this in your business. Okay, so the second way, a lot simpler. If you worry about sales or you feel a little bit awkward doing this, this is the second one, which is the market research approach. Would you be open to being part of some market research? Explain that you're testing the difference between doing one session versus two sessions to see what the results would be. And as a thank you, you're gonna give them half price for that extra session as a thank you for being part of the market research. So there's literally like no sales involved in this at all, okay? So super casual. Like literally everyone should be doing this. You should be able to get like almost everyone be open to doing this for market research. And literally it's just you're going to push them harder in that 4-week period. They're going to get better results. And you're going to say, hey, look, you're going to get, you're getting much better results doing 2 sessions. Would you want to stay doing 2 sessions? Or you're getting much better results doing 3 sessions instead of 2. That way they don't have to think about doing anything on their own. It's all done for them. They just need to show up. Okay. Maybe they enjoy the extra accountability. Maybe they just like hanging out with you more. So generally what happens is you'll have 50% of people opt in for the trial and then 50% of people stay on. So 25% of people should actually stay with you at the full price if you offer it to people. So if you had 10 clients, you should get 2 to 3 people staying on at the new price. So on average, people generally spend about $100 a week on PT. So that's an extra $300 a week. So it's a clear return on investment. Otherwise, you keep cold calling new members or, you know, birthday leads, whatever, giveaways, and you get them in for free sessions. You guys are already doing free sessions for prospects, right? So wouldn't you rather just trial existing clients on extra sessions and get paid $35 for this session for a short period of time to get new clients. You guys are usually spending an hour, sometimes 2 hours with prospects for free. What I'm suggesting here is doing, you know, a 30-minute session each week for $35 in like the hope of half of them going to the regular price point. That's as simple as it is. So what I want you guys to do is I want you guys to implement this into your business and watch what happens. So implement this straight away. Remember, if it's new clients, do this after their first 4 to 6 weeks. Don't do it straight away. Wait for them to experience some results first. If you haven't done this before ever, do with all your clients right now and make it part of your process ongoing to do this with new clients coming into your business. And then you don't have to do as much marketing. It's a lot easier to work with. It's a lot easier to get people to spend more money with you when they're already investing rather than getting people to invest from the start. Peace out. I'll see you next week in next week's episode. Bye for now.