Creating Tiered Service Packages for Post-Rehab Clients

Why Tiered Packaging Works for Post-Rehab Clients

Clients seeking post-rehab or corrective exercise services often have complex, multi-faceted needs that evolve over time. A single, one-size-fits-all approach rarely captures the full spectrum of support they require or are willing to invest in.

Tiered packaging offers several key advantages:

• Client Choice: It empowers clients to choose the level of investment and service that best fits their budget and perceived needs.
• Increased Perceived Value: Bundling services (sessions, assessments, programming) makes the overall offering seem more valuable than individual components.
• Upsell Opportunities: Clearly defined tiers provide a natural pathway to upsell clients to higher-value packages as their needs or commitment grow.
• Improved Client Outcomes: Packages encourage longer-term commitment, which is often essential for meaningful progress in post-rehab training.
• Predictable Revenue: Selling packages leads to more consistent income streams compared to pay-per-session models.

Defining Your ‘Good’ Package: The Foundation

Your ‘Good’ or base package should represent the essential starting point for a client. It must deliver foundational value that justifies the investment and provides a clear path forward.

Key components to consider for your base post rehab service packages tier:

• Initial Assessment: A comprehensive initial assessment is non-negotiable. This helps identify needs, establish baselines, and builds client confidence.
• Minimum Session Block: Offer a block of sessions (e.g., 8-12 sessions) rather than just one. This encourages initial commitment.
• Basic Program Design: Include the creation of a personalized program based on the assessment.
• Limited Communication: Specify communication channels and frequency (e.g., check-ins during sessions).

Example: A base package might include an initial assessment plus 10 one-on-one sessions. Pricing could be set based on calculating your costs, desired profit margin, and typical market rates for a foundational level of service (e.g., packaged at $1200 - $1800 total, implicitly offering a slight discount per session compared to a single session rate). This tier addresses the core need but leaves room for enhancement in higher tiers.

Building the ‘Better’ Package: Adding Value

The ‘Better’ tier is where you add significant value beyond the basics, appealing to clients who are more committed and seek more comprehensive support. This is often your most popular tier due to the perceived value increase.

What to add to your ‘Better’ post rehab service packages:

• More Sessions: Increase the session block (e.g., 16-24 sessions).
• Intermediate Assessments: Include periodic reassessments to track progress objectively.
• Integrated Home Program: Design and provide a simple home exercise program the client can follow between sessions.
• Enhanced Communication: Offer more frequent or accessible communication (e.g., limited text/email support between sessions).
• Basic Reporting: Provide simple progress reports.

Example: The ‘Better’ package could include everything in ‘Good’, plus 20 sessions (vs. 10), a 3-month reassessment, and a personalized home exercise program. Pricing could be $2000 - $3000. The per-session cost is lower than the ‘Good’ package, making it an attractive option and leveraging pricing psychology like anchoring (the ‘Good’ package price makes ‘Better’ seem more reasonable). This tier provides more support and deeper engagement.

Crafting the ‘Best’ Package: The Premium Experience

Your ‘Best’ or premium tier targets clients seeking the highest level of support, convenience, and comprehensive care. This package should offer maximum value and justify a significantly higher price point.

Elements for your ‘Best’ post rehab service packages:

• Highest Session Volume: Offer a larger block of sessions (e.g., 30+ sessions) or a longer duration (6-12 months).
• Advanced Assessments: Include specialized assessments or more frequent progress tracking.
• Technology Integration: Offer access to a custom app (like PhysiApp https://www.physiapp.com or Trainerize https://www.trainerize.com) for program delivery, tracking, and communication.
• Priority Communication: Provide direct, priority access for questions and support.
• Coordination of Care: Include liaison with the client’s other healthcare providers (PT, chiropractor, doctor) with client consent.
• Additional Resources: Offer exclusive resources, workshops, or priority booking.

Example: The ‘Best’ package might include 40 sessions, quarterly reassessments, full app access with exercise videos and tracking, direct messaging support, and provider coordination. Priced at $4000 - $6000+. This tier leverages prestige pricing and bundling to offer a comprehensive, premium service level. It’s not just more sessions; it’s a different level of access and integration.

Pricing Strategy for Your Tiers

Setting prices for your post rehab service packages requires careful consideration beyond just counting sessions.

1. Calculate Your Costs: Understand your direct costs (facility, insurance, software, etc.) and your time value. Don’t guess.
2. Determine Value: What outcome are clients really buying? Reduced pain? Improved function? Return to activity? Price based on the value of transformation, not just your time.
3. Use Anchoring: Present the ‘Best’ package first. Its higher price makes the ‘Better’ and ‘Good’ options seem more affordable and reasonable by comparison.
4. Consider Bundling Discounts: The per-session cost should decrease as you move from ‘Good’ to ‘Best’. This incentivizes clients to choose higher tiers for better ‘value’.
5. Add Optional Enhancements: Beyond the tiers, have a menu of optional add-ons (e.g., extra assessment, specific equipment kit, virtual check-in) clients can add to any package, increasing average deal value.
6. Review Competitors: Understand what others in your local area or niche are charging, but don’t just copy. Your pricing should reflect your unique value and costs.

Presenting Your Post Rehab Service Packages

How you present your tiers is almost as important as the tiers themselves. A confusing or unprofessional presentation can undermine the perceived value.

Avoid overwhelming clients with complex spreadsheets or static PDF documents that require back-and-forth emails.

Modern service businesses are moving towards interactive pricing experiences. While comprehensive proposal software like PandaDoc (https://www.pandadoc.com) or Proposify (https://www.proposify.com) can handle proposals, contracts, and e-signatures, they might be more than you need if your primary challenge is presenting pricing options clearly.

For businesses specifically focused on creating a modern, interactive way for clients to explore and configure their service selection, a tool like PricingLink (https://pricinglink.com) is designed for exactly this. You can build your ‘Good, Better, Best’ packages and optional add-ons into a shareable link. Clients interact with the options, see the price update live, and submit their desired configuration. This streamlines the pricing discussion, saves you time, and provides a professional, modern client experience. PricingLink focuses only on the pricing presentation step, making it a highly effective and affordable solution ($19.99/mo at the time of writing) for this specific problem.

Regardless of the tool, ensure your presentation highlights:

• The transformation/outcome, not just features.
• Clear differences between tiers.
• The value and benefits of each tier.

Implementation and Refinement

Once your post rehab service packages are defined and priced, implement them systematically.

1. Update Contracts: Ensure your client agreements reflect the package structure, payment terms, cancellation policies, and session expiration (if any).
2. Train Staff: If you have other trainers, ensure they understand the packages, their value, and how to discuss them with clients.
3. Standardize Onboarding: Create a consistent process for presenting packages during the initial consultation.
4. Gather Feedback: Regularly solicit client feedback on your package structure and pricing. Are clients consistently picking one tier? Are they asking for options not offered? This helps you refine your offerings over time.
5. Review Profitability: Track which packages are selling and their actual profitability. Adjust pricing as needed based on your business performance and market shifts.