Successfully Handle New Client Objections

Posted by on February 21, 2017 at 10:02 pm

15871629_10154872323663607_6151663043895396901_nYou have probably heard all the objections that I have when it comes to getting new clients to commit to their health & fitness…and  to working with you!

Be ready to deal with typical objections such as “I’ll never stick to it”, “I can’t afford it”, “I don’t have the time”, “I want to think about it”, “I want to talk it over with my spouse” or “I’d like to purchase just one session.” Almost any objection can be dealt with in a soft, non-aggressive, but assertive manner. Success with objections starts with showing more value than risk to personal training with you.

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“Closing The Sale” – First Steps – Club Setting

Posted by on February 15, 2017 at 6:09 pm

download (10)Many Fitness Business owners, managers and staff ask the BIG question “how do you close the sale?”

Well, let’s start off by correcting a misconception. Closing the Sale is not at all about “Closing the Sale”.  If you enter communications with a potential client with this as your primary goal, you will not “close the sale” or will shortly lose the client.

Selling any product or service is all about opening or developing a relationship! 

A good salesperson does not focus on selling a person but rather on servicing the person. At Northwest Personal Training, we sell by focusing on servicing. When you focus on helping people and figuring out their needs and goals, the sales take care of themselves.  Before any interaction with a potential client, ask yourself ‘how can I help this individual?’

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Comp Session – Are You Ready?

Posted by on February 10, 2016 at 8:11 pm

trainer client sittingWe have 8 complimentary sessions scheduled for this week. How many do you have? Are you always working on getting potential new clients into your facility? Today we are going to discuss what you and your team need to do to be ready for comp sessions. This is your time to shine!

Looking for ideas on how to get more complementary sessions scheduled? Try these past blog posts:

Here are a few things that I reminded our team to do that will really WOW the potential NEW clients that are coming in this week: Read more on Comp Session – Are You Ready?…

Team Training Works If Done Correctly!

Posted by on November 5, 2015 at 1:38 am

download (10)Do you remember me telling you about how great team training is? It is a way for trainers to fill those tricky time slots and a way for clients to get more training at a lower rate. Get all the details on how team training works in my previous blog Generate Extra Revenue with Team Training.

Team Training is a discounted service to help fill schedules during down time and because of that it is important to keep tight parameters. Programs as specific as team training can become difficult to manage. This is how we remain consistent with this important revenue generating program:

Read more on Team Training Works If Done Correctly!…

Remain Diligent – Get More Clients

Posted by on August 28, 2015 at 2:43 am

referral2We all know that we must remain diligent in our efforts to continually get more clients. But knowing and doing are two different things. It is easy to push things like handing out free passes and asking for referrals to the back of your “to do” list. Why do we do that and why do we think it is OK? Tasks that aren’t “due” immediately and that might be a little more difficult to complete many times end up on the back burner. It is imperative that you don’t put off your efforts to get more clients!

You should have something (or multiple things) involving actively seeking out new clients (or bringing back old clients) scheduled in your marketing plan for each month of the year.

Then you need to have someone to implement these actions…like a personal training director. Read more on Remain Diligent – Get More Clients…

Get Clients During Down Times!

Posted by on August 12, 2015 at 5:09 pm

100_0336It can be hard to fill certain hours in your personal training schedule and those hours are going to differ depending on the demographic of your clients. The good news is that….

… can get creative and find ways to fill those slower times that will both help you and your clients.

The most successful way we do this is by offering “Team Training” options. (make sure to read “Generate Extra Revenue With Team Training” to learn exactly how our Team Training works).


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These are small groups that are focused on specific goals. Our Team Training groups have a maximum of 4 clients. The small group setting gives clients the attention they need and want but they get to split the cost with other clients. Read more on Get Clients During Down Times!…

Bring in New Clients Over the Summer!

Posted by on July 22, 2015 at 5:24 pm

download (10)Many fitness professionals just assume that they won’t get new clients during the summer months because clients tend to be busy with vacations, kids at home and spending time with friends and family. Don’t be one of those fit pros! Keeping your schedule full and even bringing in new clients during the summer is possible. Here are two ways that we encourage our trainers to bring in new clients over the summer!

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Prepare to Sell: The Personal Trainer’s Checklist

Posted by on January 28, 2015 at 7:40 pm

10487204_10152079812461946_5027197056409213767_nThis is the time of year when we are all working hard to help clients and potential new clients make a commitment to their health and fitness and invest in our services. Do you have a way to ensure 80% of the potential new clients walking through your door will stay your clients? Taking a systemized approach toward selling can get you there! We have a tried and true method to running the first session with a prospective new client that works for all personality types and all trainers! It is true!

To learn more read the latest column I wrote for PTontheNet –

Prepare to Sell: The Personal Trainer’s Checklist

Enjoy! Read more on Prepare to Sell: The Personal Trainer’s Checklist…

Resources For Closing Sales NOW!

Posted by on January 8, 2015 at 11:00 am

Hopefully you are all seeing an increase in the number of potential new clients that are walking through your doors this month!

We certainly are and we feel very prepared to meet with these potential new clients because we have a specific way that we bring clients through a first session that will help them make a commitment to their health and fitness….and to US!

Read more on Resources For Closing Sales NOW!…

What Potential New Clients Are Looking For!

Posted by on December 31, 2014 at 11:34 am

download (10)The biggest surge in Fitness Club memberships is always January! After resolving to become more fit and healthy, many people will rely on the assistance of a health club to help get in shape.  Unfortunately, according to IHRSA, the International Health, Racquet & Sports Association, 35% of people who join a fitness club quit each year with the most common reasons being the gym is overcrowded or they are not satisfied with the staff or the programs. So…being prepared and having what your potential new clients are looking for should help you increase your member base during this very important time in our industry!

Read more on What Potential New Clients Are Looking For!…