You can grow your personal training business faster not by chasing more clients, but by increasing the lifetime value of the ones you already have. This is called upselling, and when done right, it will help your clients get better results, as well as help you earn more.
“Data shows that upselling can increase client lifetime value and boost profits by 25–95%.”
We’ve already covered why upselling matters and how to do it based on your training model. Now it’s time to talk tactics. This article breaks down five upselling techniques you can plug into your business today to increase value, boost retention, and drive revenue.
Here are 5 of the best personal trainer upselling techniques:
#1: Upsell Nutrition Coaching
If, just like any other personal trainer, you’ve been telling clients they need to pay attention to their food because their training alone won’t deliver the promised results, then it’s time to stop advising and start offering something tangible.
So, instead of watching effort fall flat, offer a structured nutrition coaching add-on that delivers. And no, this won’t be considered medical advice; it will be more about reaching your protein intake goal in your meals, which is something many people need advice on.
How to Package It
Offer nutrition coaching as a monthly add-on or integrate it as part of a premium tier. You can include:
- A weekly meal plan that snaps into their daily routine
- Habit coaching prompts for food-related behaviors like water intake, mindful eating, or meal prep
- Weekly feedback and check-ins
This can be offered as a standalone “nutrition add-on” for €X/month or bundled inside a “Results Accelerator” package with extra check-ins and progress reviews.
Example Pitch Script
Hi, [Name]! You’ve been showing up consistently, and it says a lot about your commitment. That’s why I want to talk about taking things up a level. Training gets you part of the way there, but to hit your goal of [insert goal], we need to lock in the nutrition side too.
I’ve got a simple add-on: [mention what it includes or provide a link, but keep it short; you can always add more info later on]. It delivers [share how it will either speed up the process, or save them time and money]. If it’s okay with you, I can share more?
ABC Trainize has a few cool features that can make that easier, especially when delivering this upsell service, which can become messy with different sheets or having to find other programs for all your clients.
#1: The Smart Meal Planner feature helps you generate up to 7 days of meal suggestions in seconds, tailored to caloric needs, macro splits, dietary preferences, and even allergies. Your clients can view recipes, watch cooking videos, swap meals, and track meals directly in the app.
#2: The second one is the habit coaching feature, which allows you to schedule daily tasks around activity, nutrition, sleep, or mindfulness. Clients tick them off in-app and earn streaks and badges as they go.
👀 Check Out: 5 Creative Ways to Use Habit Coaching in the ABC Trainerize App
#2: Offer Hybrid or Higher-Touch Programs
Hybrid coaching is the personal training 2.0 best-in-class standard! It gives clients more flexibility, supports their autonomy, and gives you back your time.
Let’s be honest: the days of babysitting clients through every workout are fading. People want freedom. They want to train on their schedule, not be locked into yours. Hybrid and higher-touch models let you deliver real support without being on the gym floor 10 hours a day.
How to Package It
Upsell online clients by offering in-person check-ins, and do the opposite for in-person clients. Add habit tracking, messaging, and on-demand programming between sessions. You can also include:
- Group workouts (live or on-demand)
- Monthly Zoom goal reviews or form-checks
- Access to preloaded mobility or recovery sessions
How can ABC Trainerize make the delivery side seamless? With it, you can track both online and in-person programs, schedule sessions, communicate via in-app messaging, and assign habits or workouts in one place.
👀 #HowTo : Schedule Multiple Training Programs | ABC Trainerize Tutorials
ABC Trainerize handles everything, session scheduling, bookings, communication, and program delivery, all in one platform. You can:
- Sell hybrid packages and subscriptions with built-in payments and automation
- Allow clients to self-book appointments or classes based on your availability
- Schedule and manage both in-person and online sessions across client calendars
- Use app notifications and reminders to keep clients on track, regardless of delivery mode
Check Out: Why Fitness and Lifestyle Coaches win with ABC Trainerize
#3: Sell Result-Oriented Packages or Challenges
Next, upselling works great for personal trainers because of the nature of the service you provide.
People don’t buy “sessions” like they do an hour at the bowling court. They buy outcomes, or buy into a better version of themselves in the (near) future.
And getting to that future faster, or having a much better version of it, sometimes involves things you can add to your service that aren’t as measurable as one or two extra sessions.
That’s why one of the most effective techniques in upselling as a personal trainer is to package your services around a clear goal with a defined timeline. Think: 6-week transformation programs, 30-day mobility resets, 90-day clean bulking cycles, depending on who you cater to.
Put a deadline on that goal they want the most.
And of course, it goes without saying that you’re not offering generic plans and simply applying these labels. As a fitness coach, designing and implementing programs safely is your primary skill.
- Create limited-time programs (e.g., 6-week fat loss, strength boost)
- Use progress tracking and gamification to increase engagement
- Include habit coaching, training, and nutrition for higher perceived value
You have to find the best add-ons you can include, or the ones that make sense for your target audience and what you believe will uplevel their experience and results.
And ABC Trainerize makes this easier, too, so you can focus on building the actual challenge, not chasing check-ins or reminding people what to do.
You can gamify the experience with milestone badges, habit streaks, challenges, leaderboards, and more.
Everything from reminders to weekly check-ins to progress tracking can be automated inside the app. That means less admin for you, more consistency for them, and a smoother client experience overall.
👀 Read More: Client Progress Tracker: Essential Tool for Personal Trainers
#4: Bundle Supplement or Product Recommendations
Think like a brand. If gyms can earn by partnering with supplement companies, why can’t you? Many trainers already do it, even as affiliates.
The difference is simply knowing how to package it, what you can legally recommend, and doing it in a way that fits your coaching brand.
How to Package It
- Partner with reputable health or wellness brands and use affiliate links or discount codes. Choose products you’ve personally used and trust.
- Create themed bundles, think “hydration + recovery kit,” “sleep + stress support,” or “mobility tools + foam roller.” These can be offered as standalone upsells or part of higher-tier coaching packages.
- Highlight convenience, the whole idea is to save your clients time researching or shopping around.
👩🏼⚖️ A Quick Legal & Ethical Considerations Note!
- You can recommend supplements and wellness products, but you cannot prescribe specific dosages or treat medical conditions unless you’re a registered dietitian or licensed clinician. That’s the legal red line.
- Keep recommendations educational and transparent: “Here’s what I’ve tried and how it looks in your plan.” “I use this protein after strength sessions,” or “this magnesium supplement helped my client improve sleep consistency.”
- Always include a disclaimer like “This is not medical advice. Please consult your physician or a registered dietitian before starting any supplement or health protocol.”
#5: Upsell Accountability Coaching
AI can now write training plans in seconds. Your clients can ask ChatGPT or Google to build a whole week of workouts based on time, goals, motivation, and even equipment, and they’ll get a decent response. So the real question is: what can you offer that AI can’t?
No, it’s not about you being human and clients acting as if you’re their “therapist” or “best friend.” It’s something more profound: accountability, lifestyle structure, and behavior change coaching.
So, if you’re serious about long-term client results and recurring revenue, this is where you evolve. The most successful coaches today are those who sell systems that keep people consistent when life gets in the way and help them become 1% better each day.
Offer it as a premium add-on for high-touch clients or include it in your top-tier package as a clear differentiator. Accountability coaching can consist of:
- Weekly check-ins via voice notes or in-app messages
- Personalized goal reviews and habit adjustments
- Lifestyle or mindset coaching (stress, sleep, routines)
- Behavior support between sessions
Habit Coaching features in ABC Trainerize allow you to:
- Assign daily or weekly habits (e.g., hydration, steps, sleep wind-downs)
- Set streaks and completion targets
- Use auto-reminders to reduce no-shows or ghosting
- View habit reports and course-correct during check-ins
Add voice notes, messages, or pinned reflections in the app to personalize the experience without adding more Zoom calls to your week.
Conclusion
Finally, you now have five practical ways to increase client value, improve retention, and grow your business:
- Nutrition coaching to support habits that drive results
- Hybrid and high-touch programs for flexibility and structure
- Result-driven challenges that create urgency and buy-in
- Curated supplement or product bundles to simplify client decisions
- Accountability coaching to support long-term consistency
Each one helps your clients achieve better outcomes while positioning you as a coach who delivers long-term transformation, not just sessions.
ABC Trainerize gives you everything you need to deliver these upsells in one place: training, nutrition, habit tracking, messaging, check-ins, and more. Start your free 30-day trial today!
