The Price Is Right: Mastering the Art of Raising Rates

Rick Mayo and Matt Helland break down how to confidently increase your membership rates without losing your sanity or your client base.

With decades of experience in the fitness business, Rick and Matt discuss Alloy’s tested strategy for rolling out rate hikes in a way that boosts both your margins and your team’s confidence.

They start with raising rates for new members to build proof, then walk through how to approach existing clients with personal conversations rooted in value.

They explore the psychology of price increases, including how mindset, especially among your team, can make or break your rollout. They also offer tactics to prevent messy pricing tiers and ensure consistency across your business.

Thinking about upgrading your gym or your staff pay? This episode covers how to align that with your rate increase strategy. Don't miss these actionable tips from leaders who've done it all.

Listen now and take control of your pricing with confidence.

Key Takeaways

Intro (00:00)

Raise prices first for new clients (02:04)

Use one-on-one meetings for existing clients (06:02)

Prepare team mindset for difficult conversations (11:29)

Communicate clearly and frequently with the team (12:24)

Address “selling from your wallet” mindset (16:49)

Avoid messy pricing tiers (21:22)

Clients who balk likely were already on the fence (26:18)

Use increases as a business health check (27:23)

Additional Resources:

- Alloy Personal Training

- Learn About The Alloy Franchise Opportunity

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