Guide

How to price personal training and online coaching.

By Jason Odell, founder of RiseForIt

Price personal training by the outcome and the time it takes, not by the hour: packages and programs with an end date sell better than single sessions. Collect payment up front, raise prices by adding value rather than cutting them, and know what one client costs you to get.

Sell the outcome, not the hour

A session is an hour of your time, and hours cap your income. A 12-week program is a result with a finish line. People pay more for where they'll land than for the steps in between.

Rules that protect your price

• Collect cash up front, for the program, not per session.
• Put real stakes behind your promise: a guarantee you can check.
• When someone pushes on price, add value, don't cut it.
• Raise prices for new clients first, when your calendar is full.
• Earn more from current clients: the next problem after this one.

Know your numbers

What does one client pay you over their whole time with you, and what did it cost to get them? Until you know both, you can't tell if a price, an ad or an agency is worth it.

Common questions