Did you turn your clock back?

 In professional development

If You’re Selling Sessions That Start On The Hour Are You Starting On The Hour?

One of the biggest killers of your personal training business success is appointment tardiness. If you’re charging – not even a premium rate- but an average fee, you’re client is paying a dollar a minute.

Are you late? In the bathroom? Distracted by another client or member? If you’re commuting and traffic was terrible, who pays?

If it’s the client, you’re going to lose a customer. We all like to have sessions back-to-back in order to minimize time between.

It’s much wiser to make your hour appointments 55 minutes long and 35 minutes long (scheduled every 45 minutes) so that your client gets every minute of you.

The point is not that you’re selling time. You really want to sell the experience, but a client who has paid to have you and has paid with their own time to be there from start to finish deserves your full 100% attention.

If you have a full day, schedule 15 minute breaks after every two or three sessions based on how your energy and needs go.

I’ve had trainers with 25 years of experience be late repeatedly for sessions. Up to half an hour late for an hour session. Big problem for our program and reputation. No big deal for her. Another client, another job, and another drama would unfold for her.

Remember that if you’re hiring, your greatest ally is a trainer who wants to work a block of time under your roof, not come and go. It’s in the coming and going that time, traffic, commuting and priorities begin to conflict with serving customers.

Rethink your session length and time between.

If it takes 15 minutes to get from one location to the next, plan on 20.

Pad your time. Start on time. End on time.

This is where trainers who think they have a reputation can cut corners. It’s where if you like to be productive…you’re saying “one more thing” before you pull away from the computer and make yourself late for an appointment. It’s where you let down your boundaries and you allow a session to go long with one client and in doing so short another client on time.

This will come back to bite you. Get on top of time. You’re training your client in more ways than you realize. Most of them object with time commitments. They need to be shown that getting there is possible with planning. Your time and energy management is a crucial decision maker for them in resigning.

Remember it’s not that you got them…but that you keep them.

Time’s up.

~Debra