Med-Fit Training Services
If you're doing your Med-Fit marketing correctly, your Med-Fit clients are individuals who HATE o exercise. There from the 80% who tend to "stay on the couch" and would never set foot in a fitness gym, let alone purchase a long-term membership.
Although your Med-Fit Exercise Rx's are designed to encourage your clients to exercise "on their own, any where, any time" (preferably 3-5 times per day, 6 days per week) with 4-12 weeks between clinic visits for their Follow-Up Assessments, the fact of the matter is that most of your Med-Fit clients will need (and may eventually want) a gym membership and/or personal training services.
However, the worst thing you can do is to pressure your clients into a "standard contract." Remember, those contracts are designed to extract as much money as possible from the 20% who LOVE to exercise -- not those who get nauseated by the thought of weights and sweat.
In fact, even if your client gets excited about exercising at an early stage of their therapeutic Med-Fit program, be careful to NOT sell them something they are likely to NOT use and come to regret. If you do, you'll lose their respect, along with all their potential referrals.
Instead, offer your Med-Fit clients special Med-Fit Training Services that are designed to meet their specific needs, as you gradually transform them from haters to lovers of exercise. Use the suggested guidelines listed below to design a "flexible service menu" for your Med-Fit clients.
1. Since your client's Follow-Up Assessments are scheduled every 4-12 weeks, offer your Training Services to match the same time frame with flexibility, yet accountability, built-in.
- Make your Med-Fit Training Services available in 4-week blocks only. No "per diem" drop-ins and no long-term contracts.
2. Since your Med-Fit clients aren't committing to a long-term contract, the price for their 4-week blocks can be "discounted" (lower overall financial risk), while still being of "fair value" to both you and your client. Consider the suggested price-rates in the following table, along with the suggested "conditions" listed below it.
- Keep your Med-Fit Training Services exclusive for your Med-Fit Clients only.
- Don't set your prices so low that your regular clients might want to switch.
- You might want to designate specific days and/or hours for each Med-Fit client (individually).
- You might want to limit the maximum daily cumulative duration for each session. (1 hour)
- Sessions must be used on a weekly basis - if your client doesn't use a session during one week, it doesn't carry over for use during the next week. This keeps your client more accountable to a consistent exercise schedule week-to-week (with reasonable flexibility) and provides some "traffic predictability" for you.
- Be sure to set your prices "high enough" that your client perceives value and feels "invested," and might even consider your regular long-term services instead -- despite your caution.
- The "Price per Session" should be decreased as the frequency of sessions per week is increased because personal training time and attention demands are lessened and more value is gained -- encouraging a higher level of overall commitment.
All of your Med-Fit Services should be provided with the intent of increasing the demand for higher-level fitness services by siphoning more and more of the 80% into the 20%. Who knows? May be we can create a culture where the ratio holds true in reverse.