Free workouts as a bait!

[BOOMSHAKER]

For those of you who do P.T. and have clients or trained anyone for $$$. Have you used free workouts as a way to hook someone into signing up with you? I have done it a few times and it has worked quite well. I have a female client tomorrow at my gym who has been with me for a few years now on and off. She called me a few minutes ago and asked " My husband wants to join us tomorrow and workout, how much would you charge him"?

Now this put me in a hard spot. But I took the business way of thinking and said ZERO. She said really? And I said yes, ZERO. That's 2 workouts a week for 3 weeks with wife his wife and he is taggin along for all six. Yes it's money out of my pocket but here is the reason I am giving him a huge break. HE'S A LUNG TRANSPLANT SURGEON. And if I hook him enough with my workouts I hope he will become a steady client of mine too. For $$ of course. LOL I am hoping he passes a few of my business cards out to his friends at work and their families.

So my question to you guys is "would you have or have you gambled and sacraficed the pay for now in order to get a bigger payday later"?

 

[Krunkkid13]

I offer one on one muay thai classes and every once in awhile I have the same thing happen it usually works out but I have been burned though doing it especially by wealthier clients sometimes it seems like they are more likely to burn you than less wealthy guys.
The thing that is tough about it is that if you ask for the dude to start paying and he gets pissed you might lose the wife.

 

[BOOMSHAKER]

I offer one on one muay thai classes and every once in awhile I have the same thing happen it usually works out but I have been burned though doing it especially by wealthier clients sometimes it seems like they are more likely to burn you than less wealthy guys.
The thing that is tough about it is that if you ask for the dude to start paying and he gets pissed you might lose the wife.

I see your point, But his wife is a client of mine no matter what. Like I said she has been with me and has paid me for a few years. I am even willing to cut him a hourly break if he brings me in referrals. hehe His wife has given me quite a few referrals. And so she basically gets her workouts for peanuts.

I believe very strongly about giving back to those folks that go out of their way to help or give to me. I think people have lost this value over time.

 

[Oldlifter]

It's a legendary tactic! As it's called in the buss. world, "that's GOOD business". Go for it! Everybody does!


.

 

[samiam]

I offer one on one muay thai classes and every once in awhile I have the same thing happen it usually works out but I have been burned though doing it especially by wealthier clients sometimes it seems like they are more likely to burn you than less wealthy guys.
The thing that is tough about it is that if you ask for the dude to start paying and he gets pissed you might lose the wife.

I could see he being angry if you told him it would always be free.

I would assume that he was told he would work out free X number of times or for a certain amount of time. After that he would assume that he would be paying....

as for being burned later I think the point is to make the service good enough that he wants to continue...

 

[readyset]

best way to sell someone is to show them the value of the product. when i was PTing fulltime I would close about 80% of my clients from "intro" sessions. Rarely was I able to close someone just from talking to them, it could happen, but it's better to tell them "talk is cheap, lets see what I can do."

 

[Krunkkid13]

I see your point, But his wife is a client of mine no matter what. Like I said she has been with me and has paid me for a few years. I am even willing to cut him a hourly break if he brings me in referrals. hehe His wife has given me quite a few referrals. And so she basically gets her workouts for peanuts.

I believe very strongly about giving back to those folks that go out of their way to help or give to me. I think people have lost this value over time.

Yeah anyone who brings in referals to me gets a good discount.
Its hard sometimes because some people want something for nothing I had a guy who was a hand surgeon come in for a free lesson he said he liked the session and wanted to set up more we marked off his slots ect. He maid all his sessions then wrote me a check for them. I didnt cash it right away (like 2days) I go to cash it and the check was voided. I tried to call him and he never took my calls. The funny thing is I cut him a deal and he cheated me outa 300 bucks.

 

[J.Blaze]

Great idea

Its a great idea and a great way to grow your business. Just dont get caught up doing to many freebies, then people will expect not to pay.

 

[godzillaballs]

Of course it's a good idea. Standard business practice.

Since the guy's professionally-minded (lung transplant surgeon), trust me when I say that, unless he is one of the most astoundingly stupid physicians alive, he understands that you're not just going to provide the service that you use to MAKE YOUR LIVING for free. He's a doctor, he knows.

 

[Quad-smack]

Offer 2 weeks to see if is a program that he enjoys. If he likes it, then you can train 2 at a discounted but higher hourly rate.
I usually give husbands/wives/potential long term customers 2 weeks as it takes about that long for the soreness to subside, feel better & have more energy.

 

[Krunkkid13]

Offer 2 weeks to see if is a program that he enjoys. If he likes it, then you can train 2 at a discounted but higher hourly rate.
I usually give husbands/wives/potential long term customers 2 weeks as it takes about that long for the soreness to subside, feel better & have more energy.

That is a pretty good idea

 

[animal eater]

In the beginning

When I was first starting out I always offered a first session and free and honestly closed 95 percent of them. As I have been doing this for a long time and most all of my business is referal based, I do not offer them anymore. Point being if they are serious, they are serious. If not then I am not too interested.

 

[chris250]

yeah I have offered free workout...as a way to get clients...once they see what they get they are hooked...

 

[Jappy's Boy]

Hi Boomshaker. I've been a full time PT for 4 years. Here is what I think:

I might give a free session every now and then for new business, or to a long existing client. If I had a "hardship" type of case, I might give a few no charge if they were motivated, and I liked them. Never, would I give 6 free to client who could afford to pay. Doctors expect quality, and they expect to pay for it. IMO by giving it away for free, you devalued your product.

Just my opinion. I hope that helps.

 

[BOOMSHAKER]

Hi Boomshaker. I've been a full time PT for 4 years. Here is what I think:

I might give a free session every now and then for new business, or to a long existing client. If I had a "hardship" type of case, I might give a few no charge if they were motivated, and I liked them. Never, would I give 6 free to client who could afford to pay. Doctors expect quality, and they expect to pay for it. IMO by giving it away for free, you devalued your product. Just my opinion. I hope that helps.

I hear you loud and clear rbother. But remember, Like i said. His wife has been a client of mine for a few years now. And he has seen the good work I did with her.

I had my first session with him and his wife today and he was spent after an 1 hour and 15 minutes. LOL so all went good today. He told me today he's definitly treating me afterwards to a good indian/mexican fusion place here in philly. So I'm happy! hahahaha We'll see how the rest go now. Will keep you guys posted.

 

[Pekkerwood]

In general, I think that giving away a "free" workout does not "deValue" your services in the least.

Advertising for clients generally costs most businesses money and when clients do see your ad it is a limited message for a few seconds. This gentleman is showing up to listen and experience the best advertising you can give him and your not paying a penny. He is also the best type of "qualified prospect" because he is coming from a referral.

We are too short sighted when we do not think of the long term benefit of a client. Each of you has an average value of a client. It might be eight months at two times a week at $50 per visit or $1600 plus one quarter of a referral assuming one out of four clients gives you a referral account. That would make each client on average, worth $2000. Would you give a "free" workout for $2000?

Many of the offers you get in the mail or see on Television actually lose money on each product they sell but are wildly successful. Why? Lifetime value of the customer for exceeds any losses. Customer Acquisition costs are an important metric for any business as is lifetime average revenue per customer.

Do not neglect the fact that you are running a business. For those that "value" their sessions to much to "give away" one for free, I wonder if you are being a little too sensitive and worried about your value proposition.

One caveat: I only would give "free" to pre-qualified prospects. Over the years I have been literally offered hundreds even a thousand of dollars to go to lunch or have coffee and allow the people to pick my brain in my field of expertise. They are shocked when I offer them "free" time to discuss their questions. Makes them customers and collegues for life. I give them open invitation to present their deals they are considering for a free analysis even if it does not concern me. I tell them if I can keep them from making a mistake and keep them in the game it is much more likely I will do a deal with them and therefore I'm happy to do it. I have made hundreds of thousands off this "charity".

BTW I have also asked for a donation to a specific charity in the past instead of just "free", it also worked great and benefitted a charity.

Good Luck.

.

 

[Stewie Griffon]

be careful with the freebies, word of mouth is powerful and you might have a bunch of people saying 'i heard you trained so and so for free' - they might refuse unless you do the same for them

what if you train a girl for free, to get a new client. after you build a nice client base another girl asks for the same but you no longer offer it. you know girls: 'oh they must have been F**King that why he gave her the freebie. just a thought

 

[BOOMSHAKER]

be careful with the freebies, word of mouth is powerful and you might have a bunch of people saying 'i heard you trained so and so for free' - they might refuse unless you do the same for them

what if you train a girl for free, to get a new client. after you build a nice client base another girl asks for the same but you no longer offer it. you know girls: 'oh they must have been F**King that why he gave her the freebie. just a thought

Oh how I wish they would lie about me like that, some of my female clients are hot! hahahahaha j/k

whatever "FREE" lessons I give away are really nothing more then dollars I knew I could stand to loose to begin with. It's kind of like the stock market. Most of my clients are good people and would never come right out and ask for freebies. In fact too many times some of my clients say I treat them too well. And that is how I want them to think of me. That is the "hook" I look for when advertising myself. So if I give anything away for free, it's money I really was not looking for immediatly.

I actually had a female client before tell me "i think you're charging me too little, I think I should pay you more"! (swear on the life of my kids thats a word for word true statement) I went over everything in detail with her first about how I was going to help transform her and help her reach her goals and then i mentioned my fee about an hour later. Had I of right up front mentioned fee first and her goals second I would have probably lost her as a client.

You guys are great. Thanks for all your comments and helpful info.

 

[Jappy's Boy]

"i think you're charging me too little, I think I should pay you more"!

Hell Yea! That's awesome. I totally believe that. And, that's my point. When you do a good job (and obviously you do!), that's what you can expect.


Peckerwood,
I think 1 session for free is fine. "Try it b4 you buy it" kinda thing. When I do those, we don't go any longer than 15-20 minutes. I just give them enough to let them see what they can expect. For me, and what I've experienced, 6 free sessions is excessive. Believe me, I've tried it all!

Boomshaker,
Regardless, it sounds like it worked out great! Ya cant go wrong with good "fusion food" right?

 

[BOOMSHAKER]

Hell Yea! That's awesome. I totally believe that. And, that's my point. When you do a good job (and obviously you do!), that's what you can expect.


Peckerwood,
I think 1 session for free is fine. "Try it b4 you buy it" kinda thing. When I do those, we don't go any longer than 15-20 minutes. I just give them enough to let them see what they can expect. For me, and what I've experienced, 6 free sessions is excessive. Believe me, I've tried it all!

Boomshaker,
Regardless, it sounds like it worked out great! Ya cant go wrong with good "fusion food" right?

I went to this place on friday night. **broken link removed** first time eating indian cuisine and I swear I was sweating like a pig from all the heat! hahahahaha