Work Wonders With Your First Impression

A good first impression can work wonders.” – J. K. Rowling

A good first impression is critical in the personal training industry. You work hard to get a potential new client into your studio and now is your one chance to turn help them and turn them into a paying client.

We have discussed how we conduct our complimentary first session with a potential new client, but today lets take a close look at some simple ways to make that perfect first impression:

  • People are coming to us because they want more energy and a positive, new prospective on life. They will be attracted to someone who exudes these qualities. You must demonstrate an energetic, positive, upbeat and caring personality! 
  • Demonstrate exceptional follow-up skills right from the beginning. For example, call to confirm first appointments, return all inquiries promptly or call clients back when you said you would.  Do a 24 hour thank you call or send out a thank-you card.  These will all demonstrate exceptional organization and business skills.
  • Arrive early and prepared for first sessions (and all sessions :)).
  • The first time you meet your client, be sure to smile, introduce yourself, give a firm handshake. Be sure to focus on them, maintain good eye contact, lean towards them
  • Take notes and acknowledge and repeat their concerns so they know you are listening and trying to understand their personal situation.
  • Mirror your client – which means adapt your style to your client.
  • Gently compliment their energy and their personality.
  • Look for a ‘common ground and then build on that.

Read the rest of Work Wonders With Your First Impression

Posted in Sales by Sherri | No Comments

Does Your Team Have The Love?

Last week we reviewed some of the ways to promote teamwork within your Personal Training team. Many times personal trainers LOVE their jobs, but don’t LOVE their co workers quite as much. There can be a sense of competition between personal trainers because they are trying to “win” the most clients.

We include deliberate activities and processes to ensure that our Personal Training team works together rather than fighting against each other: Read the rest of Does Your Team Have The Love?

Posted in Human Resources by Sherri | No Comments

Personal Trainers Not Team Players?

In the Personal Training Industry there is an extremely high job satisfaction rate. Personal Trainers love what they do. But the bad news is that many report that they don’t enjoy the relationships they have with fellow personal trainers in their club or community.  There tends to be a sense of competition and resentment among many trainers trying to ‘win’ the same potential clients.

At Northwest Personal Training and Fitness Education we believe very strongly in a team atmosphere. If you’re not a team player, you’re not right for our team.

Read the rest of Personal Trainers Not Team Players?

Posted in Human Resources by Sherri | No Comments

Convert Group Clients to Personal Training Clients

At Northwest Personal Training all of our group fitness instructors are also personal trainers at our studio and this set up is a win/win for everyone. Our group fitness clients get high quality instructors who are also personal trainers and can bring their extra expertise to the group setting. Having our personal trainers teach our group fitness classes is a win for our business and here is why….

Personal trainers who are also skilled group fitness instructors have a very easy time of growing their personal training business. It makes sense. If you’re teaching a class to 20, 30, 50 or more participants…..you are in the spotlight. If group fitness clients regularly attend your classes, and they’re thinking about consulting with a trainer, they will most likely come to you because they already know and trust you. Read the rest of Convert Group Clients to Personal Training Clients

Posted in Group Training, Marketing by Sherri | No Comments

Don’t Wake The Sleeping Giant

sleeping_clientAfraid to call that client who is still paying for a membership, but hasn’t been to your fitness club in a LONG time? You shouldn’t be and here’s why…..

The term “Don’t wake the sleeping giant” is used by fitness clubs to describe what happens if you call that fitness club member who hasn’t been into the facility to use their membership for months and even years but continues to pay for their membership.

The idea is that you don’t want to call them and ‘awaken the sleeping giant’ because it will cause many to realize that they are still paying and not using and decide to cancel their membership. So by not calling, a fitness club will continue to collect money and not have to service that member that doesn’t realize or hasn’t taken the time to call in and cancel their membership.

This is exactly opposite to how we do things at Northwest Personal Training. Read the rest of Don’t Wake The Sleeping Giant

Posted in Uncategorized by Sherri | No Comments

Losing Weight Isn’t The Goal

GF_2016_FinishlineThe number one reason people will consult with a personal trainer is to help them lose weight. At Northwest Personal Training we like to take a unique approach to helping our clients reach that goal.

Many of our clients start off with this approach – “As soon as I lose the weight or get fit, then I’ll start doing the things I’ve always wanted to do”. But I like to take the opposite approach with my clients…give it a try!

First, have your client set an activity goal (like running a race etc.) and in the process of training for the event or activity your client will get in shape!

And it’s such a positive, motivating focus. For example, let’s say your client sest a goal of finishing a 5km fun run. Setting this kind of goal, because it has a deadline, provides a compelling reason to stick to the program and not miss workouts. In contrast, if your client’s goal is to lose 10 pounds in 2 months, if they get off track, they can easily negotiate with themselves and say, “Well, I guess I can wait an additional week or two to achieve my goals.”  But if they get off track with their training program while preparing for an event, they can’t call a race organizer and ask them to postpone the event because they aren’t going to be ready. You can also use the activity/event as a friendly reminder and a way to push your clients to work with you and stick to the goals you have set.

Read the rest of Losing Weight Isn’t The Goal

Posted in client retention, results by Sherri | No Comments

Is Your Fitness Business Making This Mistake?

MBO computerIn all of our conversations and consultations with fitness business owners…one of the most common mistakes we notice is that business systems are not automated and centralized.

Too many Personal Trainers and Personal Training departments and businesses continue to use a manual scheduling process.

This leads to various scheduling errors, frustrations, ineffective communication processes and ultimately lost revenues.

One of the very first recommendations we make to a Personal Training department or Training studio is to invest in a Business system that will allow them to track the pulse of their business and incorporate administrative systems that allow for high levels of customer service. Read the rest of Is Your Fitness Business Making This Mistake?

Posted in management, Operations by Sherri | No Comments

Too Much High Intensity?

Sherri_Gorge_Yoga_42017With the popularity of CrossFit, Bootcamps, Tabata and other high intensity formats, clients may believe that the only way to train is at a high intensity. However, that’s just not the case!

I’ve been in the fitness industry for almost 30 years and I’ve seen it all and can pretty much guarantee that if your clients only train at a high intensity, it will lead to illness, injury and/or burnout.

Of course, that is not what you want for your clients or your schedule.

Read the rest of Too Much High Intensity?

Posted in client programming by Sherri | No Comments

Boost Slow Business This Summer

2017_trx_group_As we all know, the summer months can mean slow business for personal trainers and personal training studios. However, there are creative ways to boost slow business this summer!

We are currently working on scheduling customized team training programs for the summer months. Have you heard how our team training program is a win/win/win for our business, our trainers and our clients? My past blog post Generate Extra Revenue With Team Training gives you the details on how it works.

We will run our team training programs the weeks of June 5th – August 12th. We have asked each of our trainers to look at their schedules and pick a non-peak time to schedule a team training. Each trainer decides the theme of the team training and is responsible for marketing the team training to clients and non clients. Our Personal Trainers will make the most money during that hour if they fill the team training time slot….so it is in their best interest to fill their own team training session. Read the rest of Boost Slow Business This Summer

Posted in revenue, Sales by Sherri | No Comments

Personal Training Contest – Get Testimonials

Stan_CodyWe all know that positive testimonials from our clients are extremely useful when marketing our fitness businesses. But, how do you get clients to tell the world about their successes? Try running this super easy and fun contest to get clients to tell you all about their inspiring stories! This contest also works to get NEW clients. They can tell their inspiring story to win 1 year of group training.

How It Works:

Northwest Personal Training will choose the most inspirational story (at the beginning of Nov) and that individual will be awarded complimentary Group Training classes for themselves for one year (Group Training membership is not transferable). Everyone who completes this process is a WINNER and will be provided a FREE Trial Pass for 1 Initial PT session & 2 weeks of Group classes for submitting their story that they can use if they are not currently a client or gift to someone else!

….see the contest page.

Read the rest of Personal Training Contest – Get Testimonials

Posted in business success, Marketing by Sherri | No Comments