How Much Should You Charge for Online Sessions?

Virtual Personal Trainer Sessions Charge Guide

You’ve built your training packages, mapped out killer workouts, and perfected your virtual setup. You’re ready to coach clients from anywhere, but now you’re stuck on one big question: “How much should I charge for online sessions to reflect the true value of your course?”

Price it too high, and crickets. Too low, and you’re working like crazy for pennies. Let’s be honest: that’s not the fitness entrepreneur lifestyle you signed up for, especially if you’re aiming for a premium price.

Whether you’re just starting your online personal training journey or refining your pricing strategy to offer multiple session packages and tiers, this guide will help you find the sweet spot between real value and market demand through effective market research. From knowing your worth to structuring flexible payment options, we’ll walk you through how to price with purpose and actually make more money doing what you love.

Know Your Worth Before You Set a Price

Before you pull out a pricing calculator or start Googling what other trainers charge, take a minute to look inward. As a personal trainer, your pricing starts with your experience, your client results, and the transformation you deliver. Whether you’re launching your first virtual training session or refining your online coaching packages, your value isn’t just in the workouts—it’s in the coach behind them.

Your Experience Is the Selling Point

Did you earn that CPT certification while juggling clients and coursework? Have you helped someone go from sedentary to a Spartan athlete in six months? Those experiences matter. Every client you’ve coached, every certificate you’ve earned, and every win you’ve helped someone reach are part of the real value you bring to the table.

Think about your first few clients, those people who trusted you before your name was out there. Their valuable feedback isn’t just heartwarming; it’s marketing gold. That’s your success story. That’s proof. And that builds your coaching program’s perceived value.

Want even more insights on different price points ? Check out this helpful guide from Insure Fitness Group for extra tips on online training strategies and how other fitness pros are boosting their value.

Don’t Fall for the Low-Priced Trap

It’s tempting to slap a low price like $29 on your online training sessions just to “get some traction.” But here’s the deal: low prices don’t always attract more clients; they often attract the wrong ones. The clients who cancel last-minute, ghost after one session, or expect miracles without putting in the work. Sound familiar?

People are more likely to commit when there’s a higher price point attached because price influences perceived value. When something costs more, it feels more premium, more personalized, more worth showing up for. As an online personal trainer, that’s exactly what you offer: time, guidance, and results, which leads to a higher perceived value.

Instead of racing to the bottom, lean into the transformation you create. Your coaching program isn’t just a collection of workouts; it’s a partnership. Your energy, your follow-up, your encouragement during that final set they’re all part of the package.

The right clients aren’t looking for a discount; they’re looking for a difference. And if you’ve delivered real results to past clients? That’s your proof. That’s your green light to charge a higher price point with confidence.

Research the Market—But Don’t Just Copy It

Before you settle on a number, do a little detective work. No, not the shady kind; think of it more like informed inspiration. As an online personal trainer, knowing what others in your niche are charging can give you a price point baseline, but it should never dictate your final number.

Need help defining your niche? Don’t miss this blog on how to stand out by choosing the right fitness niche. It’s a game-changer for pricing and client connection.

Look to Your Competitors—Then Look Beyond

Start by checking out what other online personal trainers with similar experience, specialties, and client types are charging. Not just anyone with a six-pack and a ring light look at trainers who target the same audience as you do. Are they charging per session? Per month? Offering custom coaching programs with a higher price point?

Don’t forget to factor in what they’re offering:

• Do they provide direct access or one-on-one check-ins?
• Are they targeting corporate clients or busy moms?
• Is their offer basic, or are they bundling in extra value like a private community or unlimited access to plans?

That’s the difference between copying and adapting.

Use Tools, Not Templates

Want a more concrete idea? Use an online course pricing calculator (yes—even though it’s designed for pricing online courses, it can still help benchmark your pricing strategy). Tools like Thinkific and Podia let you input value variables like experience, access level, and transformation potential to get a suggested price point.

According to the Teachable 2023 State of the Creator Economy Report, the average digital session or coaching product clocks in at around $137, while premium offerings reach $500+, and that includes fitness professionals. The takeaway? Don’t assume lower is better when considering the average price . There’s a healthy demand for higher-priced services, especially when the perceived value is clear.

Consider More Than the Price Tag

Pricing isn’t just about the number; it’s about market demand, positioning, and client psychology. Ask yourself:

• Who am I trying to attract?
• What kind of training program am I offering?
• Do I want volume or boutique?

Let your pricing strategy reflect the transformation you’re offering, especially if you’re positioning it as a paid course and remember, your target audience is out there, waiting to find someone who gets it.

Adjust Your In-Person Rate—But Be Strategic

If you’re shifting from in-person training to online, don’t toss your old pricing out the window; use it as your starting line. Your in-person rate reflects your time, energy, and expertise. But when you move online, the structure changes, and so should your price.

The 75–80% Rule

The National Academy of Sports Medicine (NASM) recommends pricing your online personal training sessions at around 75–80% of your in-person rate, thanks to lower overhead and more flexibility.

• If you usually charge $100 per session at the gym, aim for $75–$80 online.

This isn’t about discounting your worth; it’s about aligning with client expectations while still honoring the value you bring to every rep, cue, and coaching message.

Offer More Than Just a Session

You might not be there in person adjusting posture or high-fiving after a great set, but you can still offer serious value. Consider bundling in:

• Unlimited access to messaging or recorded workouts
• Downloadable resources like meal guides or mobility routines
• A private community where clients can connect, share wins, and stay motivated

These extras increase your perceived value and help justify a higher price point, even if you’re starting with a slightly lower price point than your in-person offerings.

How Should Clients Pay You?

Some clients love the ease of a monthly fee, while others prefer to pay the full price upfront. You can and should offer both.

Think flexible:

• Offer one-off session pricing for new clients or trial runs
• Create bundled packages with pricing tiers to attract long-term commitment
• Include payment plans for premium clients who want extended access and results

The more tailored your offer, the better your chances of landing the right potential clients, not just the ones chasing discounts.

Build Packages With Multiple Pricing Tiers

Let’s be real: Not every client is ready to commit to three months of training right away, and that’s okay. The solution? Multiple pricing tiers.

When you offer flexible options, you expand your reach, meet people where they’re at, and boost your chances of landing both new clients and long-term loyalists. Whether someone’s budget is tight or they’re ready to invest in serious change, you’ve got a plan that fits.

Want to strengthen your legal protection around these packages? Use this handy personal training liability waiver template and guide from Insure Fitness Group to keep your bases covered.

Think Small, Medium, and VIP

Here’s how to structure your offerings like a pro:

• Free session: A quick, value-packed intro to your style and vibe. This builds trust and gets potential clients in the door.
• Single sessions or mini packages: Ideal for cautious clients. Think of it as a mini-course for light fitness commitment with real results.
• Premium monthly plans: This is your higher-priced offer with direct access, customized programming, messaging support, and maybe even a private community.

This layered approach doesn’t just work—it converts.
According to Kajabi’s Pricing Psychology Guide, businesses using a three-tier pricing strategy saw 28% more conversions than those offering a single option.

Offer Payment Plans & Flexible Options

Your goal is to remove barriers. While some clients are happy to pay the full price upfront, others will appreciate payment plans or recurring subscriptions that feel more manageable. It’s about the perceived value of what they’re getting and whether it matches their lifestyle.

Pro Tip: Clearly highlight the benefits of each tier. Use terms like “best value” or “most popular” to guide decision-making. That’s a smart pricing strategy that nudges people toward the plan that serves them and sustains your business.

Turn Your Sessions into a Scalable Online Course for Clients

If you’re coaching online, you’re already halfway to building an online course business—you just need to package your sessions like a product. Instead of offering single appointments, consider creating structured course-style packages that clients can purchase based on how deep they want to go.

Start small with a free course or trial option—this gives prospects a no-risk way to sample your style and start seeing results. From there, you can guide them into paid plans using a graded payment structure tied to how many sessions they buy.

Example: Graded Session Packages

This structure blends the value of personalized training with the flexibility of a course model—helping you grow your online reputation while giving clients more ways to commit.

Whether you’re selling transformation in the form of workouts or knowledge, treating each tier like a higher priced course helps position your services for serious buyers who want results.

Factor in Your Expenses and Your Time

Let’s get one thing straight: this isn’t just a passion project; it’s a business. And if you want to thrive as an online personal trainer, you need to price like a professional. That means thinking beyond the workout and looking at the full picture: your time, tools, and business expenses.

What Are You Actually Spending?

Before you lock in an initial price, tally up what it costs to deliver your services. Not just the time you spend on live sessions, but also:

• Monthly software and tools: Think platforms like Trainerize, Zoom, or Mailchimp for client workouts, live video calls, and email marketing campaigns.
• Tech gear for high-quality content: A Blue Yeti microphone for crystal-clear instructions, a ring light for professional-looking videos, or a GorillaPod tripod to record workouts on the go.
• Client management and accountability tools: Subscriptions to Calendly for scheduling, HubSpot CRM for organizing leads, or apps like CoachAccountable or PT Distinction to track progress and stay connected.

These are important for running a smooth online training program, and they come at a cost. If you don’t build them into your pricing, you cover them out of pocket.

According to the Small Business Charter, underpricing will hold you back, making it harder to grow, invest in new tools, or even improve your services. So, if your goal is long-term success, your pricing should support that, not just break even.

Need marketing tips to help cover those costs with better conversions? Check out these smart personal trainer marketing tips to start attracting ideal clients without burning out.

Your Time Has Value, Too

Think about everything that happens outside of a client’s actual session:

• Designing their custom plan
• Answering DMs or giving mid-week check-ins
• Recording videos or building templates
• Marketing your sessions on Instagram, Facebook, and email newsletters

All of that effort is part of the product, and it deserves to be reflected in your price point. If you’re not charging enough to cover both your time and your expertise, your business won’t scale… it’ll stall.

Build With the Future in Mind

Set an initial price that sustains you now and leaves room to grow. As your client roster builds, so will your course sales (aka sessions booked). As you refine your systems, gain online education experience, and build your brand, you’ll be able to raise rates to match your increasing real value confidently.

Your pricing should be as intentional as your workouts: structured, results-driven, and built for progress.

Listen, Adjust, and Level Up

Here’s the truth: pricing your online sessions isn’t a one-and-done deal. It’s a living, breathing part of your business that should evolve as you evolve. Whether you’re just starting out or are already booked solid with virtual clients, the best way to grow is to keep learning, testing, and tweaking.

Feedback Is Your Secret Weapon

Your first few clients are more than just revenue; they’re your test group. Pay close attention to their valuable feedback. Were they surprised by your price (in a good or bad way)? Did they rave about the results? Did they say things like, “You should be charging more for this”?

Use that input to refine your offers. Not only will you learn what your potential clients value most, but you’ll also gain the confidence to increase your price point over time.

Pro Tip: Raising your prices doesn’t automatically mean losing clients in fact, it can do the opposite. According to a study published in the Journal of Service Research, customers with longer relationships tend to be less sensitive to price increases, which means if you’ve built loyalty and delivered results, your clients are more likely to stick around even when your rates go up. That’s the power of trust, consistency, and showing real value over time.

Start Low(ish), Then Level Up

Suppose you launched your online training business with an intro rate. But don’t stay there forever. As your systems improve, your client transformations pile up, and your name gets out there, you’ve earned the right to raise your rates and aim for that higher price bracket.

And don’t worry about losing people when you do often, a price bump brings more serious clients and helps you boost sales overall.

Use Your Community to Test and Learn

Not sure what to change? Ask. Poll your Facebook group, check in with your private community, and listen closely to what your audience is asking for. You can even test different pricing tiers and see what gains traction.

These aren’t just clients; they’re collaborators in the evolution of your brand. And when you build in flexibility, you’re creating a business that’s not just profitable but sustainable.

Offer Guarantees and Build Trust

Want to ease hesitation and convert more prospective customers into paying clients? Offer them peace of mind.

In the online world, trust is everything. Unlike in-person sessions, potential clients can’t shake your hand or feel the gym energy. That’s why your offer needs to come with reassurance. And nothing says, “I believe in what I offer,” like a solid money back guarantee that reassures clients.

Why Guarantees Work

A money back guarantee isn’t about inviting refunds it’s about reducing risk. It signals confidence in your training, boosts your perceived value, and helps on-the-fence clients take that first step.

According to Neil Patel, offering a money-back or satisfaction guarantee is a smart way to build trust, reduce risk, and drive more sales. When clients feel confident that there’s a safety net, they’re more likely to hit that “book now” button—and stick around for more.

Make Your Offer Crystal Clear

Set expectations. Let new clients know exactly what they’re getting:

• A personalized training program built for their goals
• Ongoing support and check-ins—not just generic routines
• Access to a private community or chat group
• Resources like meal tips, habit tracking, or mobility work free information that feels premium

Even if you’re not delivering literal “course content,” you’re giving them structure, education, and outcomes without the fluff.

Build Loyalty From the Ground Up

Whether you’re working with solo clients or pitching your services to corporate clients, the same principle applies: trust first, transformation second. People don’t just buy sessions; they buy confidence in you. And the more transparent and flexible your offer, the faster that trust builds.

So don’t be afraid to stand by your services. With the right guarantees and a clear value proposition, your online personal training business will attract committed clients who stick around—and refer others.

Your Price Reflects Your Power

Pricing your online personal training sessions isn’t just about numbers; it’s a mix of strategy, mindset, and self-worth. You’re not just offering workouts; you’re offering transformation, flexibility, accountability, and expert guidance. That’s worth charging for.

So whether you’re just launching your virtual business or scaling your online training empire, don’t be afraid to start where you are and grow as your perceived value and confidence rise. Adjust your pricing strategy, learn from your clients, and position yourself at a higher price point that reflects the results you deliver.

Protect Your Business with Insure Fitness Group

Just like your pricing, your protection plan needs to be strong. As you grow your business, safeguard it with professional personal trainer insurance from Insure Fitness Group—coverage designed specifically for fitness professionals like you.

Need help or have questions? Their team is always ready to support you—just reach out here and get expert guidance on protecting what you’ve worked so hard to build.