What We Cover In This Episode:

• The real purpose of an intro offer and how to use it to figure out exactly where your studio fits into a new client's routine [4:31]
• Why you must prioritize memberships and the reasons that class packs should be viewed as a compromise for clients with commitment issues [5:39]
• The truth about freezing memberships and who they should be reserved for [6:11]
• How to structure class packs when they are actually needed and why a single 10-pack is usually all you should offer [9:51]
• The "training wheels" of one-on-one packs and how to transition private session clients into a recurring membership [13:54]
• How many pricing options your studio should realistically have to keep your sales conversation simple and your revenue predictable [17:00]

Quotes:

"There are always exceptions to the rule, but we have to make a rule, so we have something to follow." [Nick, 8:23]

"Distribution is key. You can be the smartest fitness person, you could solve everyone's injury, but if you do not know how to monetize your services and get people into a routine with you, it doesn't matter." [Nick, 20:18]

"The pricing menu to me really guides retention. It guides the sales process, makes it a very 'Captain Obvious' conversation of when they finish their intro offer, where do they fit into the studio, instead of 'so do you feel like coming an unlimited amount of times?" [Nick, 20:42]

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