A Fitness Studio’s Guide to Selling More Personal Training Sessions

You’ve built a brilliant fitness community. Your classes are buzzing, members are showing up, and there’s a great atmosphere. But you glance over at your personal training schedule, and you see gaps. Gaps that should be filled with dedicated members getting incredible results and, just as importantly, boosting your revenue.

Selling personal training to existing members isn't about becoming a pushy salesperson. It's about identifying needs and guiding your members down the path to the next level of their fitness journey. It’s a win-win: they smash their goals, and your business gets healthier.

Here’s a straightforward guide to turning your happy members into high-value PT clients.

Step 1: Know Who’s in the Room

Your members aren't all the same. The key to selling PT is understanding that different people require different types of assistance. Forget a one-size-fits-all approach and start thinking in segments:

• The Nervous Newbie: They’ve just joined. They stick to the back of the class and look a bit lost. They need confidence and foundational skills. A PT can provide that safe, guided start.
  

• The Plateaued Regular: This member is a familiar face. They turn up three times a week like clockwork but have been doing the same thing for months, and their progress has stalled. They’re ripe for a new challenge and a personalised programme to break through that plateau.
  

• The Goal-Getter: You overhear them talking about training for a marathon, getting in shape for a wedding, or recovering from an old injury. They have a specific, time-sensitive goal that a generic class just won’t fully address. They need a specialist plan.
  

Spend a week just observing and chatting with people. A simple, "How are you finding everything?" or "What are you working towards at the moment?" can reveal everything you need to know.

Step 2: Plant the Seed (Without the Hard Sell)

Once you know who you’re talking to, you can use subtle, value-led tactics to introduce the idea of personal training.

• Offer a 'Fitness Review', Not a 'Sales Pitch': Frame it as a complimentary service. Offer a free 20-minute chat with a trainer to review their progress and help them set some new goals. Most people love talking about themselves, and this gives your trainers the perfect opening.
  

• Run Skill-Based Workshops: Host a 60-minute workshop on a Saturday morning – “Master the Kettlebell Swing” or “Introduction to Olympic Lifting.” Led by one of your best PTs, it showcases their expertise and gives members a taste of that one-on-one attention.
  

• Celebrate Their Milestones: When a member hits their 50th class, that’s your cue. Don't just congratulate them; offer them something to mark the occasion. "Amazing consistency! To help you make the most of your next 50 classes, we'd love to offer you a complimentary session with Dave to fine-tune your technique."

Step 3: Package It Up Perfectly

Selling single PT sessions is fine, but selling packages is where you build commitment and predictable income.

• The Kickstarter Pack: A classic for a reason. Offer a bundle of 3 sessions at an introductory price. It’s a low-risk way for a member to experience the benefits. By the end of session three, they should be hooked.
  

• The Hybrid Membership: Create a premium membership tier that combines unlimited classes with one or two PT sessions per month. This is perfect for the Plateaued Regular, giving them consistent expert input while they continue with the classes they love.
  

• The Transformation Programme: Package it around an outcome. The "8-Week Wedding Shred" or the "12-Week Marathon Prep." This sells the dream, not just the sessions. It’s a defined programme with a clear start and end, making it an easier buying decision.

The Final Piece of the Puzzle: Make It All Effortless

Now, this all sounds great, but who has the time to track it all? Manually keeping tabs on who has hit 50 classes, who has used their taster session, and who referred a friend is a logistical headache, especially when you’re busy running the actual business.

This is where you need a secret weapon. This is where meed comes in.

meed is a loyalty platform designed for businesses just like yours. It’s not another complicated bit of software; it’s a simple, cloud-based tool that automates all of this for you.

Imagine this:

• Automated Milestone Rewards: A member attends their 20th class. meed automatically sends a reward to their phone for "50% Off a PT Kickstarter Pack." You don't have to lift a finger.
  

• Seamless Intro Offers: Every new person who joins your studio scans a simple QR code to join your loyalty programme. As a welcome gift, meed can instantly issue them a coupon for that free 'Fitness Review' we talked about. No app download, no fuss.

  
  

• Effortless Referral Tracking: Want to reward PT clients for bringing their mates in? With meed’s member-get-member feature, you can automatically give a client a free session when their friend signs up for an intro pack.

  
  

You can set up a program on meed in about a minute. By replacing your tired old paper stamp cards or clunky spreadsheets with a simple, digital solution, you free yourself up to do what you do best: help your members get strong and feel amazing.

Let meed Help You Sell More Personal Training Sessions

Ready to turn those loyal members into your best PT clients and sell more personal training sessions? Give them the reward they deserve with meed.