How to Price Session Packs: A Complete Guide for UK Service Providers

"Should I offer a 10-pack? How much discount? What if they don't use all the sessions?"

These are the questions every tutor, PT, and coach asks when setting up session packs.

This guide gives you a framework for pricing packs that work for both you and your clients.

Why Offer Session Packs?

Benefits for You

Benefit	Impact
Upfront cash flow	Get paid for 10 sessions at once, not weekly
Client commitment	Prepaid sessions = higher attendance
Reduced admin	Fewer invoices, fewer payment reminders
Predictable income	Know your monthly revenue in advance

Benefits for Your Clients

Benefit	Impact
Cost savings	Discounted per-session rate
Commitment	Pre-purchasing motivates them to show up
Convenience	No payment fumbling at each session

"When I introduced 10-packs, my no-show rate dropped from 15% to under 3%. Clients who've prepaid actually show up." — Personal trainer, Manchester

The Psychology of Discounts

Not all discounts are created equal:

Discount Level	Client Perception	When to Use
5%	"Nice gesture" — minimal motivation	Exclusive clients, high-end services
10%	"Noticeable saving" — motivates action	Standard recommendation
15%	"Significant commitment" — creates loyalty	Competitive markets
20%+	"Major deal" — may devalue your service	Use cautiously

Industry insight: Most PTs and tutors in the UK offer 10-15% for 10+ sessions. Going higher than 20% can make clients question your value.

Industry Benchmarks

Profession	Typical 10-Pack Discount	Why
Tutoring	5-10%	High demand, premium service
Personal Training	10-15%	Industry standard, competitive
Music Lessons	5-10%	Often term-based instead
Yoga/Pilates	15-20%	High competition, class-based
Dance	10-15%	Mix of classes and privates

Break-Even Analysis: The Key Question

Here's what most people miss: What if clients don't use all their sessions?

The Maths

If you sell a 10-pack with 10% discount:

Scenario	Sessions Used	Your Effective Rate
Client uses 100%	10 of 10	£31.50/session (discounted)
Client uses 90%	9 of 10	£35.00/session (same as single!)
Client uses 80%	8 of 10	£39.38/session (MORE than single!)

Key insight: If clients use 90% or less of their pack, you're actually earning MORE per delivered session than if they paid individually.

Real-World Usage Rates

Profession	Typical Completion Rate
Tutoring (exam prep)	95%+
Personal Training	80-85%
Music Lessons	90%
Yoga Classes	70-75%

Calculate Your Break-Even Point →

How to Structure Your Packs

Option 1: Tiered Discounts (Most Common)

Pack Size	Discount	Best For
5 sessions	5%	Trial pack, new clients
10 sessions	10%	Standard commitment
20 sessions	15%	Long-term clients

Option 2: Flat Discount

Same discount regardless of pack size. Simpler, but less incentive to buy larger packs.

Option 3: Term-Based (Music/Tutoring)

Instead of session counts, sell by term:

10-week term: 10% off
Full year: 15% off

Setting Pack Validity

How long should clients have to use their sessions?

Validity Period	Pros	Cons
3 months	Encourages regular booking	May feel pressuring
6 months	More flexible	Sessions may drag on
12 months	Very flexible	No urgency to book
No expiry	Client-friendly	Poor for cash flow

Recommendation: 3-6 months for most services. Consider extensions for genuine reasons (illness, holidays).

Pricing Calculator

Don't guess. Calculate your optimal pricing:

Session Pack Calculator →

Calculate pack prices at different discount levels
See break-even analysis
Project revenue with different pack adoption rates
Download a professional pricing sheet for clients

Common Mistakes

❌ Discounting Too Heavily

"I offered 25% off to be competitive. Now clients expect it and my margins are squeezed."

Fix: Start at 10%. You can always increase, but reducing discounts is harder.

❌ No Expiry Date

"I have clients with sessions from 2 years ago. It's an admin nightmare."

Fix: Set reasonable validity (3-6 months) with a clear extension policy.

❌ Only Offering Large Packs

"I only offered 20-packs. New clients didn't want to commit."

Fix: Offer a smaller "trial pack" (5 sessions) for new clients to test the waters.

❌ Forgetting About Cash Flow

Packs bring cash upfront but represent future work. Don't spend it all immediately!

Fix: Set aside a portion of pack payments as "earned" only when sessions are delivered.

FAQ

Q: Should I charge for missed sessions in a pack?

Yes, if they don't cancel with adequate notice. The session is "used" whether they attend or not. Make this clear when they purchase.

Q: What if a client wants a refund on unused sessions?

Your terms should state whether packs are refundable. Many providers offer:

Full refund within 14 days (cooling-off period)
No refund after, but may transfer to another person

Q: Should I offer packs to new clients?

Consider a "trial pack" (5 sessions, 5% off) for new clients. Save larger packs for clients who've already committed.

Summary: Recommended Starting Point

Element	Recommendation
5-pack	5% discount
10-pack	10% discount
20-pack	15% discount
Validity	3-6 months
Refund policy	Non-refundable, transferable
Missed sessions	Count as used with less than 24h notice

Calculate Your Pricing →

Related Tools

Session Pack Calculator — Calculate optimal pack pricing
Cancellation Policy Generator — Protect your pack sessions
Invoice Generator — Invoice for session packs professionally

Disclaimer

This article provides general guidance on pricing session packs. Your optimal pricing depends on your market, costs, and client base. Consider your specific circumstances when setting prices.

Ready to set up your session packs? Use our free calculator.