Packages are the first thing most trainers sell, and the first thing that causes trouble: sessions that never get used, arguments about expiry dates, and a "can I get another 10?" conversation every few weeks. Set them up properly once and they work for you instead.
They're also what clients expect. In IDEA’s 2023 compensation report, facilities said members were more likely to pay for individual sessions or a package of sessions (67%) than through other kinds of dues.
How to structure personal training packages
Keep it to three sizes. Each one has a different job:
- Starter (5 sessions). For new clients who want to try you out. Low commitment, close to full price.
- Standard (10 sessions). Your main package for clients who train regularly but can't commit to a fixed weekly time.
- Commit (20 sessions). The best per-session price, for clients who already know they're staying.
Keep the session length the same across all three (say, 60 minutes), so clients compare prices, not formats. If you offer 30- or 45-minute sessions, make those a separate menu rather than mixing them in.
How to price a package
Start from your single-session rate. If you haven't set one yet, our guide to how much personal trainers charge has sourced rate ranges. Trainers commonly lower the per-session price when a client commits to more sessions or a longer period (ISSA), so the question is how much.
- Discount in small steps. 0% on 5, about 5% on 10, about 10% on 20 is a simple ladder. The bigger package should feel like a reward, not a fire sale.
- Never price below your floor. Work out the lowest per-session price that still covers your costs (travel, rent, insurance) and your time. The 20-pack can't go under it.
- Round to clean numbers. $665 is fine; $661.50 looks like a spreadsheet.
- Take payment upfront. A package is prepaid. "Pay as you go" is per-session pricing with a discount attached.
Example package menus you can copy
All prices below are examples, built on a $70 single-session rate. Swap in your own rate and keep the structure.
Menu 1: in-gym trainer example prices
| Package | Price | Per session | Use within |
|---|---|---|---|
| Single session | $70 | $70 | — |
| 5 sessions | $350 | $70 | 6 weeks |
| 10 sessions | $665 | $66.50 | 12 weeks |
| 20 sessions | $1,260 | $63 | 6 months |
Menu 2: in-home trainer example prices
Same ladder, with travel built into the rate (here, $85 a session instead of $70), because drive time can't be billed separately on most packages.
| Package | Price | Per session |
|---|---|---|
| 5 sessions | $425 | $85 |
| 10 sessions | $805 | $80.50 |
| 20 sessions | $1,530 | $76.50 |
Menu 3: starter package, then monthly example prices
| Option | Price |
|---|---|
| Starter: 4 sessions in your first month | $280 |
| Then monthly, 1x a week | $300 a month |
| Then monthly, 2x a week | $600 a month |
Menu 3 is the one to aim for. The package gets a new client through the door; the membership keeps them.
Package expiry: set it, write it down, be fair
A package with no expiry date gets used slowly, then forgotten, then disputed months later. A sensible rule is roughly one session a week plus a buffer: 5 sessions within 6 weeks, 10 within 12 weeks, 20 within 6 months.
- Put the expiry date on the receipt or confirmation message, not just in your head.
- Allow a freeze for illness, injury or travel, with notice.
- Remind clients before sessions expire, not after.
- Check your local rules first. The American Council on Exercise notes that in some states it is illegal to put an expiration on pre-paid services, so know your state's law before you add one.
Packages vs monthly memberships
| Packages | Monthly membership | |
|---|---|---|
| Payment | Upfront, irregular | Same day every month |
| Renewal | A new sale each time | Renews on its own |
| Your income | Lumpy | Predictable |
| Client habit | Sessions drift | Fixed weekly slots |
| Best for | New or irregular clients | Regular clients |
ACE puts the downside bluntly: a package tells a prospective client that the more your service is used, the less valuable it is. Use packages as the way in, and a monthly membership as the way most regular clients pay. When a client is down to their last two sessions, offer monthly before you offer another package.
How to track remaining sessions
Disputes almost always come from one side counting differently from the other. For every package, record:
- Date bought, package size, amount paid
- Each session used, with the date
- Sessions remaining and the expiry date
- Late cancels or no-shows that used a session, and why
Then tell the client the balance after every session, so there are no surprises. If you track this by hand, our client tracking spreadsheet guide shows the columns that matter.
Personal training packages: FAQ
How many sessions should a personal training package have?
Three sizes cover almost everyone: 5 sessions as a starter, 10 as the standard, and 20 for committed clients. More options than that slow the decision down.
How much should I discount a personal training package?
A small ladder works: about 0% on 5 sessions, about 5% on 10 and about 10% on 20. Never go below the per-session price that covers your costs and time.
Should personal training packages expire?
An expiry keeps sessions moving and avoids disputes, but check your state's law first: the American Council on Exercise notes that some states make it illegal to put an expiration on pre-paid services.
Is a package or a monthly membership better?
For regular clients, monthly: same charge on the same day, no renewal conversation, predictable income. Keep a package for new clients trying you out and for people with irregular schedules.
The better way
Zuze is being built so package balances count themselves. Packages and monthly memberships, payments, scheduling and client messaging for solo personal trainers, connected. It's coming soon.
Join the waitlist below to be first in line when it opens.