This 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 -
Enjoy! Read more on Prepare to Sell: The Personal Trainer’s Checklist…
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!…
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!…
In the colder climates, it is common over the winter months to gain a little weight. The days are shorter, it’s cold outside and we just don’t get as much activity and access to local healthy fruits and vegetables. It’s one of the reasons that every spring we launch our annual Spring Makeover Challenge to help our clients shed that extra winter layer. Each of our trainers have teams and we all compete against each other to see who can ramp it up the most and achieve the best results. There’s nothing like a friendly competition and peer pressure to get your trainers motivated and help your clients reach their goals!
Over the next few weeks I am going to share our trainers’ team “rules” with all of you and maybe you can start up your own weight loss challenge. Our annual Spring Makeover Challenge brings in about $20k in extra revenue for us each year and our clients see amazing results! Want to use the same resource tool we use to help clients see results during this challenge? You can change our name to your name and run with it! Check out the details HERE.
Today, we start with Derrick DeLay. Read more on Spring Makeover Challenge – Week 1…
Hey Fit Pros. We are getting ready to launch our yearly Spring Makeover Challenge and we are putting together the final details of how the launch will go and some other details as well. I thought I would share these details with you so that if you have decided to run your own weight loss challenge (like we discussed last week)….you will have even more info at your disposal and can be even more successful!
Read more on Preparing To Launch Your Weight Loss Challenge…
If you have been following my blog for awhile you may be familiar with our most successful “extra” revenue generating program of the year. It is our Spring Makeover Challenge! We generate about $20k in extra revenue with this program every spring. I like to remind fit pros of these types of programs and let you all know how we run this program in a way that helps our clients, our trainers and our bottom line!
Read more on How We Generate $20k In Revenue Every Spring…
Clients that come see you for 1 on 1 personal training a couple times a week are the best kinds to get, but not all clients (or potential clients) can, want or need to see you that often. It is a good idea to try to fill the open time slots in your/your staff’s schedule by encouraging clients to see a personal trainer once a month for program updates. How do you encourage that type of client to sign up with you? Send them some of the information below. What better way to encourage folks to come see you than by educating them on why it is so important?
Read more on Fill Your Schedule – Encourage Monthly Clients…
Happy Valentine’s Day Fit Pros! We LOVE you for what you do everyday….
We are going to take a break from our “Give Your Clients Their Dream Life” series because I wanted to share some helpful marketing and client retention information that you can use TODAY!
Read more on Sell Partner Training – Celebrate Valentine’s Day…
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!…