Following on from my previous two blogs, this is an important one. Money. Some people worry about asking their clients for money, some don’t, but either way, you need to be organised.
Do not let anyone pay you after the session, build up a significant amount of debt to you or pay you based on results. If you don’t value your services and your time highly then no one else will.
Terms and Conditions
Have strict terms and conditions including a 24 hour cancelation policy. Make clients sign this when they sign up with you and make sure that you enforce it. In general I have always been pretty good with this point but every year I probably take my eye off the ball once or twice and it costs me the money for a handful of sessions. I know people who have been burnt for an awful lot more and still haven’t tightened up their business practices. You are running a business so act like it!
Selling in blocks
Personally, I sell 10 or 20 session plans – I give each prospective client a 30 minute consultation followed by a short 30 minute training session/mobility + fitness assessment – both free of charge. This gives them a chance to see how I work and for me to show them that I will be a committed trainer. At that point they should be ready to commit. I use a 10 session minimum as this tells me that the client is committed to giving the plans a realistic amount of time to get them the results they want. It also it gives me the peace of mind that I will be getting paid for at least 10 sessions and this means that I can commit whatever time it takes to prepare their plans properly before we get started.
Money back guarantees?
In respect of money back guarantees - if you are providing everything you can to help your client reach their goals, but they aren’t doing what they need to do to get there, then you should not be penalised financially for that. The client has to know that they are responsible for their results, you are there as a coach, your job is to educate, encourage and provide training sessions a few times each week. You cannot enact the behaviour change for them outside of these training sessions. Offering them a money back guarantee confuses this message and takes the emphasis off the part the client must play in being successful.