As personal trainers and fitness business owners/managers it is important to be able to answer the question most potential clients will ask:
Why should I hire YOU?
The first step is being able to easily explain how hiring a personal trainer can help your potential new client reach his/her goals:
- You will provide efficiency and effectiveness so they are not wasting any time in the gym and achieving the results they desire.
- You will design a safe program to minimize injury.
- You will provide inspiration and accountability.
- You will regularly introduce variety and constant progression.
- Your programs will be fun and interesting.
- You will help to develop self-worth and confidence in your clients.
- You will regularly teach them new and interesting exercises using various exercise tools.
- You will educate them.
- You will foster a social environment.
These are all important benefits that you will want to be able to eloquently discuss with clients however, even more importantly is being able to speak the language of the client. Read more on Why Should I Hire YOU?…
Make sure to read this blog because I don’t want this to happen at your studio!
Here is what I saw at our studio the other day and the email I sent to our team to ensure that it doesn’t happen again!
I was at the front desk the other day and witnessed a trainer to Customer Service Representative (CSR) tag-off of a new client after an initial complimentary session (this is the critical point when the new client has made a verbal commitment and the trainer should guide the CSR on how exactly they have discussed the new client will be working with us!).
It was painful to watch! The conversation went something like this….
Trainer to CSR: “Hey can you get client scheduled for their next appointment? Thanks.”
Trainer to new client: “It was really great meeting you! I have to run to my next client who is waiting for me but I look forward to seeing you again.”
CSR to new client: “Ok, let me see what I’ve got available…” Then the CSR proceeds to ask questions such as “When do you want to train?”, “How often?” “How long do you want your appointments to be?” “How many sessions do you want to buy?” etc…
And the clients responses…“I’m not sure??” “Maybe this…or maybe that…I was thinking this…What do you suggest??”
Ugh! Not good!
Remember the transition to CSR is absolutely critical! You could ruin an amazing first session by not finishing correctly…Remember that as the trainer, you just spent an hour with them…you are the best person to direct exactly what should be purchased/scheduled.
Here is protocol for finishing an initial session with a new client… Read more on Don’t Let This Happen at Your Studio!…
You have a specific way that you and/or your staff turns tours into sales right? I sure hope so because if a person has taken the time to walk into your business, they are interested in your services! Now you have to have prove to them that you can help them. If they walk out without booking a complimentary session or workout or purchasing any of your services, then you haven’t done a good job convincing them that you can help them achieve their goals and that doesn’t help the client and it doesn’t help your sales!
Read more on Turn Tours Into Sales…
Over the last month I have blogged about the importance of building relationships with potential new clients in order to get their commitment, the importance of focusing on booking complimentary sessions and how to get those complimentary sessions booked over the phone. You have the info you need…right? You are close! Now you just need to know how to conduct that complimentary first session so that you can get a 80% or higher closing ratio like we do here at Northwest Personal Training.
Read more on Complimentary PT Session: Close The Sale…
So we have talked about why building a relationship with a potential new client is the best way to get a client to sign up for your services and great ways to market for more comp sessions, but we need to take a step back! The first step to having a successful comp session is having a successful first conversation with the potential new client and many times this happens over the phone.
Read more on Booking First Session Over the Phone…
I have challenged each of our team members to book at least 1 comp session in the next week. That may not seem like a lot, but think of it this way….that is 10 scheduled comps for one week. We normally have at least 80% of those comp sessions result in a $1000 package – that’s $8,000 in one week. And in addition, most of those clients will continue training with us for recurring revenues.
Plus each of those new clients will tell their friends about you and your outreach into the community will be awesome!
So how do you get comps booked? Here are some suggestions that I sent to our team:
Read more on One New Client Is Worth A LOT!…
Hopefully you have done some exciting and creative marketing this month and lots of new prospective clients are walking through your doors.
Are you and your staff ready for them?
During this busy time of year it is so important that you feel comfortable and confident with your sales process. The clients that you sign up this month can play a huge factor in your overall yearly sales.
So the question is…how do you close the sale?
Well, lets focus on the first step: developing a relationship . 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! Read more on Closing the Sale – It’s Not What You Think…
We have made it through the majority of the excuses that your clients will try to use to get out of training with you. After reading these last two scenarios you will be armed with what you need to help your clients overcome these obstacles. Pretty soon your clients won’t even try to get out of workouts because they know you always have a comeback that is just too good!
Let’s Go Back Home
Imagine this scenario. Your clients have scheduled a two-week vacation and have decided to drive to their favorite holiday destination. They get half way there, get a flat tire and turn around and go back home. Sounds ridiculous, doesn’t it? But this is exactly what happens when most people start exercise or nutrition programs. They are on their way to their goals and they slip up. Instead of “fixing the flat” and continuing on toward their goal, they give up and return to old habits and patterns. We know that 70 percent of people who start an exercise program drop out within a matter of months. And most people who lose 10 pounds gain them back. So how do you help your clients avoid being one of the failures? It is important to help your clients realize and accept that there are going to be obstacles, challenges or perceived failures along the way to any goal. Those who succeed learn from the challenge and get right back on the exercise track.
The Here and Now
So many of our clients fall prey to the lure of immediate gratification. The chocolate cake staring them in the face is too great a temptation compared to future weight loss. They would rather experience the pleasure now and worry about the consequences later. A binge today simply means tomorrow they will eat better or they will work out twice as long or hard. There is always a way to justify a lack of discipline. Discipline and will power are perceived as deprivation – Read more on Overcoming Obstacles & Excuses – Week 5…
Here we are at week 4 of our 5 week series on Overcoming Obstacles & Excuses.
Remember, knowing how to get your clients or potential clients past these road blocks will keep them coming back for more. It is your job to ensure that they stick to the plan!
My knees hurt so I can’t exercise
The health benefits of exercise often outweigh the risks. Certain conditions may make exercise more difficult but a good trainer can work around most problems. Consult with a health professional who can help you design a program that addresses your client’s specific concerns. For example, if a client is suffering from a knee injury, there is no reason why you can’t work on their upper body and abdominals while they are rehabilitating their knees.
I can’t see any results
One of the biggest hurdles new exercisers face is that the effort often does not match the result. They have been exercising for five weeks and jump up on the scale. Ugh, no change! They feel the program must not be working and give up. Unrealistic expectations can be a real downer. Convince your clients to stay off the scale. Monitor how many more repetitions your clients can do of a particular exercise. Read more on Overcoming Obstacles & Excuses – Week 4…
I know that you have heard these excuses from your clients before. Read this week’s addition to my series on helping your clients overcome obstacles and excuses.
Getting your clients past these excuses can be the key to getting them to invest in your services!
I Hate exercise
In the beginning, exercise may feel like a chore to your clients but eventually it will become a physical and mental health need. It is important to find activities your clients enjoy doing so that they will participate in them regularly, see the results and get hooked. Have your clients use music, try hiking or walking and add variety to their program to make it more fun. Have them exercise with friends. Studies show you tend to achieve better results that way because it will become more difficult to skip workouts. There is also no evidence to suggest that exercise needs to be painful. If it hurts that much, your clients may be doing too much, too soon. While exercising, they may feel some discomfort, muscular fatigue or a burning sensation near the end of a set or an exercise bout. These feelings are normal. However, while performing an exercise, they should not feel sharp pain. This is not normal and they should stop the exercise immediately and consult a sports physician or physiotherapist. All of us have experienced muscle soreness after a new activity or highly intense workout. Remember the feeling after your first day of skiing, first aerobics class or the first run of the summer? This sensation is referred to as delayed onset muscle soreness because it usually takes one to three days after the workout to kick in. Many participants rate the effectiveness of a workout by how sore they are afterwards. But it you are training appropriately, there is no need to be sore. It is okay to think “Hey, my muscles feel like they had a great workout yesterday.” However, if your clients have a problem getting out of a chair, walking, or even just moving, they are training too hard – and not very sensibly. Read more on Overcoming Obstacles And Excuses – Week 3…