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Last week a gentleman that had taken part in one of my
16 week marathon programs a few years ago emailed me and told me that he wanted to be trained for
NYCM '08. I sent him the two standard documents: a questionaire and my price list. He took a while to get back to me, but when he did the first line of his email was "you're outrageously expensive!". Then he went on to say that for the same price he could sign up at a gym near his house for a whole year. I didn't write him back right away, I sort of wanted to sit with that for a day, which I did. I wasn't offended or taken back by his statement, I was actually sort of amused. How much is my time worth?
I've been working freelance for myself since 1997. I remember when I used to undersell myself, asking for a lot less than I thought I was worth. Then I'd do whatever job it was with an edge of begrudgement and feel cheated when I was finally paid. I'm sure that also came out in my work in some sort of shape or form. When I started personal training I naturally looked at what the other trainers were asking. I also looked at what I offered and what kind of customer I wanted to attract. Besides writing the actual schedule out, I spend most of my time either on the phone or answering emails on anything related to their training schedules. It sucks up a lot of time. Some clients never bother me except to understand an exercise. Others will email me from their Blackberry five times a day. I settled on a price that I felt was equivalent to the quality of service that I give. I know that I am more expensive than others. I also know that I give the most personal service, much better than my competitors.
So I wrote the guy back and told him that he should definately sign up for the gym if it really costs so little. I wished him luck in his preparation for the marathon. I felt really good about the interaction because it made me realize how far I've come professionally. Not being afraid of your own worth is a good thing. Last week four new clients signed up with me so I
know I'm on the right track.