How to Setup Instant Online Training Business with No Technical Know How. Great for current clients! (Interview with Pamela Kyro)

Highlights from the interview

[16:20] – How she creatively set up her program so that:
1. That current clients would be open to training online
2. And the ones that did were happy to pay the same weekly payment each week

[27:10] – The low-tech way she trains and keeps her clients engaged and happy. No complicated software apps needed!

[32:15] – The five minute simple but brilliant method she uses to stay in the minds of clients who opted not to train online.

[42:23] – Additional tips in providing more value to your clients.

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About our Guest

Suffering from Lupus and Sjogren’s disease, opening her own fitness business and transitioning to online training

Today my guest is Pamela Kyro. She is the owner of Body by Pamela located in New Hyde Park in New York which does personal training and semi private group training.

With a full schedule of clients back to back she had found her sweet spot with her business.

However, as many of us trainers can relate, with Covid-19 recently she had to scramble to change her business model to hang on to her clients and her revenue.

Pamela is not new to challenge, she has and continues to work with Lupus and Sjogren’s disease. 

So in today’s interview, Pamela is going to tell us how despite being a non-techie person, she has quickly turned her business into an online training business with many satisfied customers.

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Edited transcription of Fitness Business Secrets Podcast, Episode 10

Kristy: Hi, Fitness Business Secrets listeners. I’m talking to Pamela Kyro. She’s the owner of “Body by Pamela” located in New Hyde Park, New York, which is personal training and semi-private group training.

She’s going to talk to us about transitioning in her business to doing a lot of online training during this time of crisis.

It’s been really stressful and Pamela hasn’t been new to challenges in her life. She has actually suffered with Lupus and Sjogren’s disease and even an eating disorder, possibly stemming from her background as a dancer and being very accomplished.

But she’s overcome a lot, and she’s come a very long way.

She’s helped many people get in shape. She’s also been a very successful fitness entrepreneur. So, I’m super excited to have her on the show and for her to share with us how she’s made the transition from having her personal studio, also now training a lot of her clients online, how that looks like for her and how that transition worked.  

Hey Pamela. How are you doing? Thanks for joining us. 

Pamela: Hi, Kristy. Thank you so much for having me. 

Kristy: So, how did you start your business? How did you get into personal training? 

Pamela: Well, fitness has always been a lifestyle for me. I’ve always been active. Like you said, I started as a dancer, both ballet and lyrical. The importance of being in shape and of, unfortunately, looking the part of the dancer and the fitness trainer has always been a big issue for me. As you mentioned, I had an eating disorder. We eat and work out, and it goes hand in hand.

It’s just a passion for me. I truly enjoy fitness. I love working out and training clients. When I became a fitness trainer, I found out that as women, and even men, we all struggle with body image.

Just the feeling that it gives you when you work out, mentally, is just so beneficial. It’s a no-brainer for me.

I am truly blessed to be able to do this every day and get paid for it. I just love it. That’s really how it all started for me.

Kristy: Awesome. So, you became a trainer. How did you start your private training business?

How word of mouth has started her fitness career

Pamela: Word of mouth. It started with me. I’ve been in and out of many gyms. I started training clients one-on-one. I would start traveling to their homes. It started off in affluent areas here in New York, Brookville, Garden City and Great Neck, and I would get one good client.

With that one good client, she would recommend me to other people and I would hop around the neighborhoods.

I would drag my equipment with me and just write programs. I really enjoy writing them. I would personalize them to each client, and that really took off. I like to get creative with my programs. I think out of the box.

When you have a time frame that you have to be in and out of somebody’s house, I would make fast and efficient programs for them, and the results were just coming quickly.

What started happening is that I started getting more and more clients, and I just couldn’t really squeeze them in traveling everywhere. It was actually my husband’s idea to turn my basement into a studio. It’s a decent sized studio.

I started targeting the people in my area, which may be in the middle income area.

New Hyde Park is not affluent. We do well. So, I started targeting those clients and I wanted it to be financially doable for them. Instead of making my sessions so long and extreme, I compacted my sessions into a half-hour session.

I changed the price so it was affordable for them, but I maximize the amount of clients I could get in a day. Also, it was word of mouth. I do a lot of people in my area and the surrounding areas.

Luckily for me, it really just took off. It wasn’t that difficult. It took some time, but I’ve gotten to the place where I’m comfortable and it works well. The clients love it. 

Kristy: That’s awesome. So, what happened to the clients that were a bit farther? Did you continue to train them? 

Pamela: Some of them still come to me. Others, no because I guess it was just a different type of clientele. They wanted me to continue traveling to them.

They have large, very beautiful gyms in their home, and I really couldn’t do the two. I can’t travel and be here at the same time. You can’t be in two places at once.

It was a good handful. I still continue, and the ones that didn’t either moved on with other trainers or I moved on. I like to think of it that way. 

Kristy: Great. Is that your basement studio? 

Pamela: Yeah, but it’s a decent size. I’m also a hairstylist, so, for me, this worked out well that I can do hair. I could train my clients, and also do hair because I have a hair salon in the house too.

So, this was actually just a no-brainer for me.

I train my clients. I kick their butts with bootcamp, and then I highlight their hair. It works out really well for me. 

On the flip side of the coin, I do one-on-one. Most of my clients are standing appointments. They train with me two to three times a week. They have their times and days set with me.

A lot of my clients are intertwined. They were either family members or friends because it was a word of mouth business that started. 

Once in a while, I’ll train two people together. What I do in the summer, a lot outside of my studio, is I’ll do bootcamp. So, I can’t say I don’t do fitness classes and group classes.

I do, but those are more scheduled. They’re more of an event for me than a regular thing because I really can’t fit comfortably more than two to three people in my studio at once and have it benefit them.

That’s how it works for me.

Targeting her market with reasonable pricing

Kristy: Oh, I see. In your market, since I know you mentioned that it’s sort of just medium income, how much do you charge for the half hour one-on-one? 

Pamela: I am very reasonable. I charge $25 for a half hour one-on-one. But, for me, I easily am booked up with eight sessions a day, and that’s comfortable for me. That works.

However, with this crisis that’s going on, that has definitely changed, I think for all of us. We’ve all been affected by this. 

Kristy: Absolutely. I know that you mentioned when it gets warm outside, you’ll do a bootcamp. How much would you charge for the bootcamp?

Pamela: I’m really gracious about people coming to me. We call it a backyard bootcamp, or, once in a while, I’ll take it to the park. I really only charge them $10 each.

But, I normally get at least 10-20 girls, around that range. If it’s a park, I will normally get more. So, I’m happy with that. That works well for me. 

Kristy: That seems to be pretty good. Great. And, I’m just curious. How large is your basement or the area for training? 

Pamela: I never took the square footage. I don’t know. I have one wall. I have a decent amount of equipment.

We use weighted bars. I have six of these stability balls. We use weighted balls. I’ve got six dumbbells for everybody. I’ve got a decent amount of kettlebells and different weights. 

It’s large enough to comfortably train two girls together and do CrossFit style training sessions, which is what I do. We go from weights to floors, to bars, and then to balls.

I usually do three rounds of everything and it comes out to usually between a half hour and 40 minutes. So, I don’t know if you can visualize how big that would be, but it’s possible.

Kristy: Yeah. I’m just kinda curious because I think that sounds like a good setup for a lot of people to have a basement gym.

Would you say it’s about the size of a two car garage or bigger? 

Pamela: Actually, no, it’s not bigger. Let me walk around and see. Plus, I have my Peloton down here, which is a whole different conversation. That’s the most wonderful thing in the world.

I would say you could comfortably fit one car into my basement. So, it certainly isn’t enormous, but it gets the job done. 

There was one time when I first started training clients downstairs, and they were not small women. They were nice, curvy women. Nice size women that I was training four women at a time, and it was done. We certainly did it.

But, I felt as far as the cardio goes, moving around, and even with the weight bars and the size of them, we had to juggle. I got the job done. We did it.

Kristy: Nice. It sounds like if someone was thinking about doing a garage or basement studio in the future, you really don’t need a lot of space. 

Pamela: You really don’t. There’s a really great gym by me called Asylum, and they are working out of a garage. You get creative, especially if it’s outdoors.

They have their clients running around the neighborhood and flipping tires and whatever it is. You really don’t need a lot of space. Right now, I’ve moved my clients online and they’re working out with me in their kitchens.

You do what you gotta do. When it comes to fitness, if you’re motivated, focused, and determined, you don’t really need a lot of room. 

Kristy: That’s awesome. For the pricing, how did you price a semi-private with four people? Let’s say you have two people, are they still doing half hours each or the entire one hour for two people?

Pamela: I am juggling two businesses, so I like a half hour. Quite frankly, my clients are spent. They’re done. After a half hour with me, they’re crawling out of here.

So, the job is being done in a half hour. My theory on it is if you can sustain an hour of what I’m tossing at them, then they’re not working out hard enough.

I really get it to them in a half hour and there’s no complaints. To answer your question, with two clients, I give them a break. My thought on this is I want to be affordable. I don’t want to twist prices at them that they can’t afford. Then, they’re gonna not come.

So, for two clients, I charged them each $20, and I’m still making out $40 out of that class, which I’m perfectly fine with. I don’t have a problem with that. 

Kristy: Two people for that, then you can get $80 for a semi-private with four people. I think a lot of people would be pretty happy with that. 

Pamela: When I was traveling to my clients in the areas, this was back in the day when it was an hour training session, I don’t really think too many people even pushed the hour or 45 minutes.

But, when I was traveling to their homes and I was giving them a full hour of my time, I was getting $125 per client.

Then, when we scaled back or if I jumped, if it was a recommended client and I was going from house to house, that I didn’t have to travel the distance.

I was really just going door to door. Then, I dropped them down to $80 a session. 

For example, I had one client who I was traveling to five days a week. I gave her a break, and even that was $60 a session per day, but it was a totally different situation.

I can’t compare the two because I’m not traveling. I’m traveling down my stairs. I take into consideration that they’re traveling to me. 

Kristy: For a semi-private with four people, that sounds really interesting. Now we’re in our situation, like you mentioned, where it’s really stressful for a lot of the trainers who have either in person or they work at a club.

So, how did that look to you? When did you start to do online training and when did it occur to you that you may need to accelerate your online training business? 

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How her quick instinct to transition online has saved her fitness business

[16:20] Pamela: Well, I really jumped on it immediately because the thought of doing nothing all day was absolutely horrifying to me.

I have a decent amount of clients. If I had to count how many standing clients that I have, and like I said, two to three times a week, I have 26 at this time.

And, it’s just me. I don’t have a staff. I’m personal with each of them, which I think we all get personal with our clients.

But, I took into consideration that this epidemic that we have going on is affecting all of us financially and emotionally, and I came up with something that I thought was fair to everybody in this situation.

I immediately went online, which is kind of funny because I’m 53 and we don’t really do online. We’re not millennials.

For me to do FaceTime, I don’t even do that with my son. So, it was a big deal, but I quickly adapted to it. I’m not doing Zoom. I know everybody talks about that. To be honest with you, I don’t even know what that is. But, I FaceTime each of my clients.

The price that I came up with them was whatever they were paying for with me for a week. I wanted to keep that price exactly the way it is. 

Now, I offer them unlimited classes. Instead of training with me two days a week, I am giving it to them six days a week if they want it for no extra price. As long as I’m breaking even with what’s going on here, which I’m fine with.

I would consider myself lucky if I did. That’s just my personal thing. That’s what I decided to do with them, and none of them complained about it.

Actually, some of my clients, who would normally just be training two or three days with me and are taking advantage of that offer and picking up extra two or three classes, have offered to pay extra for another class or two, and I couldn’t ask for more.

So, that’s what I’m doing. I will say honestly that, unfortunately, not all of my clients are still training with me. I think that this is just a very dramatic thing for them. They’re worried.

They’re doing other things and they’re preoccupied, but there isn’t a day that goes by that I don’t send them individual texts like, “Hey. How are you doing? You really take a half hour out of your life to disconnect from the TV and work out. It’ll be good for you emotionally and mentally.”

I offered some of them free training sessions to get them going. 

The ones that are training with me, it’s working out great. I have my iPad. They are either on their phone, iPads, or laptops. Like I said, they’re in their kitchen. They’re not normally training from home, so we’re just making the best of it.

It’s important that we’re connecting as human beings, and it’s working out well.

I will say this. From this week to last week, I’ve got double the amounts of clients coming to me, and I think it’s only going to go up from there. I think the ones that really decided to do this, they’re not going anywhere. They’re loving it. They look forward to it.

They’re picking up more days, and I’m going to get more. I’m not really looking at how to get to how many I had. I’m looking at how many I can get now, and that helps me out.

Kristy: Yeah. I have a few questions about that. Could you maybe give me an example? You mentioned now they get unlimited classes.

How does that work when you’re on Facetime doing a class? Is it just you and that person?

Pamela: Yes, it’s just me one-on-one. I have some examples. Let’s say I train separately. I train a mother, her daughter, and their niece. Like I said, because they were all word of mouth.

But, right now, the mother and the daughter are home together, so I’m training them together and giving them the same package that I would if they were in my gym.

Instead of training one-on-one $25 each, which they would have been if they were private with me, I’m giving it to them for $20 each. So, their session is $40. Let’s say they would normally train with me two days a week. So, their weekly price for me, if they pick up those two classes, would be $80.

For example, this week they’re training with me five days a week. I’m not charging them extra for those extra three days, so I’m still getting $80 from them.

I feel in my heart that’s fair. 

Kristy: If it was in person, they would have been getting two times a week, but now with your online program, you’re saying you add in three more sessions. So, that’s a total of five now?

Pamela: Yeah. I’m not charging them extra for these sessions. They happen to be one of the clients that offered to pay an extra session. Listen, if you’re offering to pay an extra session, thank you very much. I appreciate it. But I’m not charging them. That’s up to them.

I think some or most of them will pay that extra session or two. Right now, I’m just looking to break even because when this whole situation that we’re in as a planet is over, I hope to hold on to the clients that I had before it started. That’s all I ask. 

I’m not looking for gains. If I can get gains, that’s fine. But, my feeling is I want to be exactly where I was when this all started, and I think we’ll all be lucky if we are.

I don’t know if that’s realistic to look at, but if we could all wind up where we were when we started, I think that would be great.

I would be happy with that. 

Kristy: Yeah, totally. Just to make sure it’s clear to the listener. For the five sessions that you give them, you were saying that you still do one-on-one, so you’re basically giving them five half hour sessions of your time.

Pamela: Yeah.

Client retention and staying optimistic during this pandemic

Kristy: Correct me if I’m wrong. It sounds like the strategy is you’re basically doubling up on the time for each client and getting the same amount so that you can retain them.

But, this sounds like you’d be really busy because it sounds like that’s twice as much work.

Pamela: I am busy, and it’s actually for me too. I know, monetarily, I’m not making gains on this. I’m talking like somebody who’s not owning a business.

This is more of a personal thing for me. Emotionally, it’s priceless for me to be busy. I need to be busy because it’s not any money out of my pocket is the way I look at it. 

We’re all sheltered in place. We’re all stuck in the house, including me. What would I be doing with that time? If I could make money off of it, sure I would.

My feeling is that it’s not costing me anything to give this session to a client of mine who’s sticking with me. 

What I haven’t really considered is what to do with a new client. If I did get a new client out of all of this, how would I charge them? What I would probably do is make them some sort of a deal.

A package deal to charge them $25 for a session and you get one session for free. This way, if they did sign up for two sessions, they would get two sessions for free. 

Hopefully, if I retain them for when this was all said and done and they actually physically came into my gym.

I would still have them for two or three sessions because I think when life resumes, I wouldn’t get them for five full days anyway because people have work schedules to work around. 

Before this whole Corona virus started and we were doing one-on-one, my hours were 5:00 AM to 7:30PM. That’s how I booked my sessions when my clients came to me.

So, I was busy throughout the day. I would always give myself at least an hour in between clients. 

Right now, the whole scheduling is different. The clients that I’m training at home, their hours are different from when I was training them here because nobody’s working around a job. So, it really is a very different dynamic altogether. 

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How does your online program look? What apps do you use?

[27:10] Kristy: For the training session, let’s say it’s FaceTime or they have an iPad, how does it usually look?

Kristy: For the training session, let’s say it’s FaceTime or they have an iPad, how does it usually look?

If you tell them to do jumping jacks, do you start doing jumping jacks? How do you tell them?

Pamela: I do. In my online sessions, I have kept it as true to them being in front of me as possible that they are huffing and puffing when they’re done. They were actually very surprised with the quality of training that they’re getting.

The programs that I’m pumping out to them are really just as intense as if they were here. 

Another thing I’d like to mention is that I send each and every one of my clients a daily program, whether I’m training them or not. I email it to them. It may not be the program that I choose to do with them, but I want to keep them mentally motivated.

Again, I would like to think that after this is all said and done, even the clients that haven’t reached out and have actually done the one-on-one sessions, when life goes back to normal and I really hope it does, I want them to come back to me. I don’t want to lose them.

Each and every one of them, whether they’re training with me or not, they’re getting an email every day with a program. They can do it on their own with minimal equipment. 

When this all started, I had each of my clients text me what equipment they have or don’t have. The ones that don’t have equipment, that’s not a problem.

I have them using chairs, soup cans, water bottles, and a laundry detergent – the big ones – to swing back and forth as kettlebells. The programs may be different that they don’t have the equipment that I have here, but they’re just as powerful. They’re getting good workouts. 

Kristy: Great. So, there’s using stuff around the house. When you actually FaceTime with them, let’s say you tell them to do jumping jacks, do you fully do as hard as jumping jacks and burpees as they are? 

Pamela: I get them started and motivated. It’s important to me that I’m watching their form. So, I’ll get them going.

For example, today I did a powerhouse circuit class with the people I was training. I had my mat down. I had my weights.

We improvise with what they have and don’t have. I had a kettlebell. They didn’t. So, I made them use one heavy weight. So, then I wasn’t using my kettlebell. I want to be on the same level as them. 

Let’s say I would start the push-ups to planks and the push-ups to pikes. I would do a few, but then I would stop and I want to watch them because I want to make sure they’re doing it right. I don’t want them to be jumping all over the place and playing with the dog.

So, I will start up to get them motivated, but then I will stop and they know I’m watching them. I’ll have them move their laptop down to the floor when they’re on the floor.

I want to make sure their butt’s not in the air with that plank. I’m watching. I’m on them just like I would be here, and it’s going well. 

I have to say it’s really something. I wouldn’t substitute the online for the one-on-one because I’m a people person. I touch them. I adjust them. I high-five them.

There’s nothing like that, but this is certainly something I would consider doing.

In addition to the Facetime sessions, I have a client who was a steady client of mine here in New York. She moved upstate. Obviously, she can’t be here, but I reached out to her and next week she’s going to be doing online training with me.

For something like that, this is great. I wouldn’t even think about doing that before, but why not?

Kristy: That’s awesome. You mentioned that not everyone decided to take you up on that offer. So, you mentioned you had 26 clients before. How many online clients that are continued with that payment program do you have now?

Pamela: As of now, when this is really only the second week that we’ve been doing this, out of the 26, unfortunately, nine have been steady with me. 

Kristy: That still helps. 

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Keeping up with technology with less than 5-minute program hack

[32:15] Pamela: Yeah. It’s not impressive, but it is what it is. I’m still trying. The majority of my clients are middle-age. I’m going to put that blame on the lack of techno skills and the fear of doing this because it’s a real fear. There’s a difference.

My 20 year olds, they logged right on with me. They didn’t hesitate. They’re throwing names like Zoom. I don’t even know what the names are, which I’m not doing any of that because I’m not capable of doing it yet. 

A lot of my clients are within the age of the fifties and that age group. Quite frankly, we don’t FaceTime. We simply don’t do this. This is something new, and I think that may be an issue.

Also, a lot of them are working from home now and they’re tied up with that. They’ve got their husbands and kids at home, and I am trying to encourage them to set a half hour aside and get away from all that.

But, I think the fact that it’s really such a change is consuming for a lot of them.

Maybe once it settles down, they can get out of that zone. I think what’s going on in the world has really made a tremendous impact on a lot of people. 

Kristy: Yeah. For your email that you send out to people, which sounds like a great way to stay in touch with your past and current clients, how long does it take you to create that program and is it the same? 

Pamela: I am a quick program writer. I have books and I write out all my programs. I’ve never used anybody else’s programs, the ones that they buy.

I thoroughly love writing them. I think in my head first, “What equipment am I going to use?” That’s the first thing I do.

Then, I come up with, usually, three rounds, and that program is always like a CrossFit style type of training. I just have it down to a science.

As a matter of fact, a lot of my friends who are trainers will use my programs because I don’t mind sharing. They’re always different. I’m plugging myself right now, but it’s true.

Every one of my programs is always different. I’ve got clients that have been with me for eight to ten years already. They will tell you they have never done the same program with me, whether the equipment’s different or whatever. 

So, programs are not a problem for me. I’ll snatch a program up. I have it on my word. I sent it out. Sending the email daily program out literally takes me all of two minutes.

It is that fast because the programs are there, and I’m always writing new ones. I really love it. It’s not a chore for me. I get it right out. 

Kristy: This brings me to maybe something that’d be really fun. I know you’ve only been doing this for two weeks like full 100% with your clients, but what would you describe as a good format for a program for online training?

Taking into account that they have less space and equipment, and both of you are now seeing each other on a small little screen, could you give me an example of how you would design a program that would accommodate for these things?

Designing programs that work perfectly using only common household items

Pamela: Well, the first thing you have to do is realize that each of your clients has a different situation. Some clients live in big, enormous homes. Some live in studio apartments.

You have to first figure out what you are working with. Figure out what equipment they have and what they don’t. There’s no such thing as you can’t do a workout with no equipment.

We all know that. Soup cans are great. So, once you figure out what you have to work with, then you just plan your program. 

Lunges and squats are simple. That’s a simple, basic thing to do. You add weights onto that, that’s also simple. Everybody’s got a mat or a floor. They can do a push-up and mountain climbers. Cardio. You don’t have to run around your house, but people have stairs.

Use those stairs. You can run in place. It’s just basic things that don’t really require a lot, and you just mix them up every day. If you don’t have the kettlebell, use weights.

Like I had mentioned, use your laundry detergent and swing it. People who have less space can do floor exercises like leg lifts instead of lunges and squats.

I did an awesome program. It’s a chair program. All you need is a chair and a set of weights or soup cans. You can’t imagine what you can do on a chair.

You can do leg lifts, tricep dips, mountain climbers, and step-ups on a chair. You just have to make sure that what your clients are doing is safe. You have to keep in mind that although we can flip ourselves around a chair, they might not be able to.

I also asked them how high their ceilings are because I have a client that’s working out in her basement. She’s got a very low ceiling and she’s a tall girl. She couldn’t do the Arnold press with her squat and the Overhead press.

So, I switched it up actually on the down of this squat. I had her raise her  hands up. This way when she was standing, her hands weren’t over her head. She could clear her ceiling. You just have to improvise.

 Kristy: Are you having them move their phone or table so that you can see them from different angles?

Pamela: Yes. I tell them to move it. When you go down, the tablet goes down. They were all accommodating. You have to keep a sense of humor with this because you have to remember that your clients aren’t used to working out at home.

That’s why they were going to you. So, they’re fumbling. You’re fumbling. You got to make light of it. I have had no problems with it, andI am technologically challenged, if I haven’t mentioned that before. It was very simple. 

Keeping it simple yet successful

Kristy: It sounds like you’ve really kept it simple and it’s been really successful for you. I think what you’ve been able to keep would make a lot of trainers happy with the current situation.

Are you trying to get new clients and have you done anything that seems to work to get online clients now?

Pamela: I have to say. I’m not really making that great of an attempt to acquire new clients, and I could and should. I’m more interested in holding onto what I have.

What I did was I threw out just a very simple thing on Facebook and Instagram stating what I’m doing online. I really personally don’t do a lot of the advertising. All the clients I get are word of mouth.

And, for me, I do well. It’s not really a problem. It’s a wonderful thing.

I don’t work with a staff. I only have but so many hours a day to work with. So, not that I would ever want to turn clients away, but for me, realistically, I have a cap. There is a definite cap for me that I have to say, “I just can’t take anymore clients.” I have no place to put them.

Ironically, before this whole Corona virus situation impacted our industry, I had clients on the side that I really didn’t have any place to put them at this time. I couldn’t get them in unless somebody else canceled. 

I work hard with what I have. I guess that that makes it a little different. I’m not a gym. I don’t claim to be a big industry trainer. I’m not. I don’t have that.

I’m in a more of a boutique style, one-on-one personal clientele type of setting because that’s really all I have to offer.

Kristy: Great. Well, I think you’ve provided so much valuable information and insight on how to do a gym in your garage, and also how to transition with very minimal tech for some of your clients to the online world.

So, it’s been so awesome having you, Pamela. Thank you. 

Pamela: It was so great having to speak to you. It was wonderful. I wish all of us luck. I think we’re all in the same boat more or less. We just have to pray that this passes soon and we can all get back to where we were. 

Kristy: Yes. We’re all praying. So, until then, I think this is going to help. Thanks so much for sharing with everyone just so many great tips. Thanks.

Pamela: Thank you. Be well.

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[42:23] Kristy: Hey, thanks for listening. I hope you enjoy today’s podcast.

I thought it was so fascinating and brilliant how Pamela made sure to keep in touch with her audience by sending them valuable workouts, because you could always use a well-designed program.

She talked about how she actually added in a bonus training session in order to keep the weekly rates the same.

I thought that was also really brilliant!

I did want to throw out another idea that Pamela and I actually talked about post-interview, and that is to offer a zoom class or you can also do it through maybe Facebook live through a public page or a private group.

The thing here is you can do two things with this class:

Bonus Tip #1

Number one, you can allow clients to join their first class for free or invite their friends to join a class for free, and then encourage them to sign up for either an ongoing class or more likely in a one-on-one semi-private online training program.

Since this class is going to be really promoting you and hopefully you get a lot of just different people. All over the world may be joining your class with that free pass.

You should talk about different programs you’re going to do. You can do such as, “We’re going to do the Immunity Boost Fitness Challenge, and we’re going to really improve our health. And don’t forget you want to eat this.”

So, you’re constantly talking about how you provide value for your clients.

And the great thing is, it’s a very low cost, a low risk way also for the interested prospects to chat, try you out. It definitely feels intimidating to do a one-on-one free training session with someone when they know that they’re going to be sold and they feel bad in case they’re not sure.

But since you know you’re an amazing trainer, what you’re going to do is offer a class that doesn’t have as much stress to try out and you’re going to wow them.

Bonus Tip #2

Number two, have a low barrier offer, or upsells, like we talked about with Ronnie, where she does a low price for the online training, maybe something around more like $49 or $59 for two half-hour one-on-one training sessions.

And then do it as a limited time offer. Only within the next 20 minutes after the class do they get that offer.

So, basically you’re doing an amazing sales pitch, but you’re giving them so much value with this free class. And the great thing is you can offer this free class every week, and then your current members, your current one-on-one training clients also get access to this class as part of their programming.

So not only do you boost your value with whatever package pricing you’re offering, but you’re also attracting new clients!

Oh, and one more thing I would suggest to do it through Facebook, because it automatically stores your videos and you can automatically have awesome content to attract more prospects to your program.