In a competitive fitness market, keeping your existing clients happy and progressing is far more cost-effective than constantly finding new ones. 

That’s why upselling isn’t just a smart business move; it’s part of delivering exceptional service. When you offer thoughtful upgrades that help clients achieve their goals more quickly and stay committed for longer, you’re not just selling more; you’re serving more.

What Is Upselling in Personal Training?

Upselling in personal training involves offering clients more of what works, such as additional sessions, personalized guidance, or supportive tools, so they can achieve their goals more quickly and stay motivated for longer.

It’s different from cross-selling:

• Upselling improves the service they already signed up for by increasing its impact.
• Cross-selling suggests something separate or unrelated to their current plan.

Some clear upsell examples include:

• Training more often or for longer sessions
• Adding 1-on-1 nutrition coaching or meal planning
• Setting up habit tracking and accountability check-ins
• Offering a hybrid program (in-person + online support)
• Providing recovery or mobility-focused sessions to complement strength work

Why does upselling matter? According to the Harvard Business Review, finding new clients is often 5–25 times less expensive. Additionally, when you keep clients happy by delivering better results, you build trust and loyalty, which in turn encourages them to return.

When to Upsell: Timing and Client Readiness

Knowing when to offer an upsell is just as important as what you offer. The right timing makes your recommendation feel natural and helpful, not forced.

Here are the best moments to introduce an upsell:

#1: Key Milestones

When a client hits a big goal, stalls at a plateau, or renews their package, it’s a perfect opportunity to suggest the next step. For example, you can add extra sessions each week.

#2: New Goals or Seasons

Many clients are motivated by external events or deadlines, such as summer vacations, weddings, New Year’s celebrations, or the start of the school year. Use these moments to offer a fresh plan or an upgrade to help them make the most of the occasion.

#3: Progress Check-Ins and Reviews

Regular check-ins are an ideal opportunity to assess progress and recommend strategies to overcome challenges. If a client seems to be losing momentum or struggling with consistency, propose an adjustment or additional support.

6 Tips to Upsell Without Feeling Salesy

Many trainers hesitate to upsell because they don’t want to come across as pushy. But when you frame your recommendation around the client’s goals and needs, it becomes a valuable service, not a sales pitch.

Here’s how to keep it natural and client-focused:

#1: Start with their why

Tie your suggestion to what they want to achieve. Example: “You mentioned wanting to finally get past that plateau; adding an extra session a week could help make that happen.”

#2: Focus on the benefit, not just the feature

Demonstrate how the upgrade helps them achieve their goal, rather than simply listing its features. Especially when they mention their bigger goals or say they’re “wanting more,” you can explain how the upgraded program could accelerate their progress.

#3: Keep it personal

Although you can, the best advice would be not to offer the same upsell to everyone. You can tweak an upgrade template version based on your work together, their preferences, progress, goals, etc. 

Use that bit as part of your leading argument, to show that you care about serving them better and more.

#4: Use data, not assumptions

Another effective way to upsell is by using hard data. 

This demonstrates that you care enough to track their progress and take the time to review it, which also reinforces your expertise. Examine their metrics (such as weight lifted, attendance, and body measurements) and identify areas where they’re stalling or where there’s room for improvement. Then, recommend a specific next step based on those numbers.

One important note: don’t frame it as “you need to pay more if you want to get past this level.” Instead, position it as a professional recommendation to help them move forward, backed by evidence.

📝 Read More: 7 Key Performance Indicators (KPIs) to Track as a Personal Trainer 

#5: Price anchors and tiers

Price anchoring is a common tactic in gyms, studios, and service-based businesses because it sets expectations and allows clients the freedom to choose the level of support they want.

In simple terms, a price anchor is the higher-priced option you present alongside your standard offer, which makes the standard offer seem more affordable while also giving motivated clients a clear upgrade path. 

Tiers are simply pre-designed packages at different prices and service levels, for example:

• Base Tier: 2 sessions/week, access to the app
• Middle Tier: 3 sessions/week, app + habit coaching

When a client asks, “What else can I do?” or when you see they’re ready for more, you can point to your next tier. This shows business structure, professionalism, and that upselling or discussing it comes more naturally.  

#6: Set expectations early

At onboarding, let clients know there are different levels of service and that you’ll recommend more when it makes sense. This way, it’s expected when you bring it up. The key is to be transparent.

Many people don’t view service providers, such as personal trainers or therapists, as full-fledged businesses with established structures, rules, and conditions, so it’s helpful to educate them about this upfront as well.

Again, you’re sharing information and speaking to them as a partner, not a salesperson. Show the numbers, clearly explain the benefits, and leave the decision in their hands.

📝 Read More: What Is Upselling in Personal Training? And How to Do It Right 

Top Upsell Opportunities by Client Type

Upselling becomes much easier when you know exactly what to offer each type of client and how to present it effectively. Below are specific, practical ideas you can use, with tools and steps you can implement right away, so your upsells feel valuable to your clients.

For In-Person Clients

#1: Extend your coaching beyond the session using ABC Trainerize

In-person clients only see you a few hours a week, but their results depend on what they do the rest of the time. Trainerize lets you stay connected and guide them outside of sessions by:

• Assigning workouts they can follow on their own, with video demos and instructions
• Tracking habits like hydration, sleep, or steps to build consistency
• Messaging them directly to check in, give feedback, or celebrate milestones

This turns your coaching into a full-time experience rather than just hour-by-hour, making an upsell easy to justify.

#2: Offer group training options

Some clients prefer more support, while others opt for a social, team-like environment. You can:

• Invite them to join a small group session alongside their private sessions
• Offer an upgrade from 2, 3, or more sessions per week, especially if they’re plateauing or aiming for a specific goal
• Use ABC Trainerize to monitor attendance and progress

📝 Read More: 5 Reasons Why You Should Add Group Personal Training to Your Fitness Business

#3: Add nutrition coaching to support their goals

Progress often stalls due to poor eating habits, creating an opportunity to provide help. You can:

• Deliver personalized meal plans or calorie targets through the app
• Track their nutrition habits alongside their workouts
• Schedule short weekly reviews to adjust and keep them on track

These upgrades not only increase revenue but also help clients achieve better results, keeping them satisfied and loyal.

📝 Read More: 3 Ways to Deliver Outstanding Nutrition Coaching Using Trainerize

For Online Clients

#1: Add in-person or live virtual check-ins

Online clients can feel disconnected over time, which makes it harder to keep them accountable. Adding quarterly periodic virtual or live sessions for form checks, feedback, and encouragement is a good way to maintain their engagement. 

How to deliver it with ABC Trainerize:

• Schedule the check-ins directly in the app’s calendar so they see it alongside their workouts
• Use the built-in video call link or upload the recording to their account for reference
• After the session, update their program and notes in the app so they see their progress and next steps clearly

#2: Offer a monthly form-check or goal-setting call

A structured monthly call gives clients a clear checkpoint to review their progress and adjust the plan. This is especially valuable for clients who are self-directed but still need accountability.

• Block 20–30 minutes each month to discuss their wins, struggles, and next steps
• Include adjustments to programming or habits based on their feedback
• Log the updated goals in the app so they stay focused

#3: Add smart meal planning or 1:1 habit coaching

Online clients often lack personal guidance beyond workouts, and nutrition or lifestyle habits are usually where they struggle most. Adding these services helps fill that gap.

• Deliver personalized meal plans or calorie targets through the app
• Assign specific weekly habits (like sleep routines or hydration goals)
• Review progress on these habits during monthly check-ins or via app messaging

📝 Read More: Online Fitness Training: A Trainer’s Guide 

For Hybrid Clients

#1: Add community features

Hybrid clients (both in-person and online) benefit from structured support and a sense of connection beyond their scheduled sessions. They are more likely to stay motivated when they feel part of a group. Creating a private community adds accountability and fun.

How to deliver it with ABC Trainerize:

• Set up a private group inside ABC Trainerize where clients can post updates, wins, and questions.
• Run monthly challenges (e.g., step count, habit streaks) and post leaderboards to keep energy high.
• Share exclusive tips, resources, and announcements directly in the group.

#2: Introduce recovery or stress-reduction coaching

Hybrid clients are often training hard, and offering recovery or stress-reduction services rounds out their program and keeps them injury-free and consistent.

How to deliver it with ABC Trainerize:

• Add mobility, stretching, or mindfulness routines as separate programs in the app that they can follow at home
• Track their completion and provide feedback in messages or during sessions
• Use milestones in the app to celebrate streaks or progress in these areas too

#3: Launch a subscription-based service tier

A premium subscription gives hybrid clients ongoing perks and locks in recurring revenue for you.

How to deliver it with ABC Trainerize:

• Create different program tiers in the app: base, premium, elite, with increasing levels of support.
• Allow clients to upgrade directly through the app when they’re ready.
• Include extras like weekly check-ins, access to special content, or early access to events for premium subscribers.

Some Tools You Can Use to Automate Upselling 

The easier it is to deliver and manage your upsells, the more likely you are to actually implement them and keep clients happy. 

We mentioned a bit about what ABC Trainerize can help you with in these situations. The platform is designed to support all the common upsells trainers offer, without creating extra admin work.

Here are some of the top features you can use:

• Smart Meal Planner: Quickly create and deliver customized meal plans or nutrition guidance as part of a premium package.
• Habit Coaching: Assign, track, and review weekly habits (like water intake, sleep, or step counts) to keep clients consistent between sessions
• Auto-Messaging: Schedule motivational messages, milestone congratulations, or reminders to keep clients engaged without needing to manually follow up. 
• In-App Progress Tracking: Share progress charts, PRs, and habit streaks to demonstrate results and build the case for next-level support.
• Program Tiers and Product Upgrades: Offer multiple levels of service that clients can upgrade to right in the app, making it frictionless to move to your higher-value packages.

📝 Wrap-Up

Upselling isn’t about squeezing more money out of clients; it’s about helping them succeed at a higher level. When you offer the right upgrades at the right time, you strengthen your relationship, deliver better results, and grow your business in the process.

Start small: pick one or two upsell opportunities from this list and offer them to clients who are ready this week. You’ll be surprised how often clients say yes when the offer truly aligns with their goals.

Want to build better programs and unlock new revenue? Try ABC Trainerize free for 30 days and upsell the smart way. Try it now