How to Price Personal Training Packages (and Structure Discounts)

Package pricing is less about picking a number and more about building a ladder that rewards commitment without giving away your margin. This method works whether you train in a gym, a studio, online, or at clients’ homes.

Step 1: Know your real per-session rate

Start with what a single session needs to earn to cover your costs and your time: gym fees or rent, travel, insurance, certifications, software, and the unpaid time spent programming, messaging, and planning. Your single-session price should cover all of that with room to spare.

Step 2: Build the package ladder

• Single session: full price, mostly as an anchor and a trial option.
• Small package, such as 5 sessions: a modest per-session discount.
• Larger package, such as 10 or 20 sessions: a bigger discount in exchange for a bigger commitment.

Keep the discounts meaningful enough that clients notice, but check that your deepest discount still clears your real per-session cost.

Step 3: Decide the rules before you sell

• Does the package expire, and after how long?
• Do no-shows and late cancellations use up a session?
• Can sessions be shared or transferred?
• Are refunds possible for unused sessions?

Step 4: Review and adjust

Every few months, look at which packages actually sell and how quickly clients use them. If most clients burn through large packages fast and renew, your pricing and retention are working. If packages sit half-used, the size or expiration may need adjusting.