Personal Trainer Business
The goal of a successful personal trainer business is a healthy client roster. Flourishing personal trainers have the skills to attract clients who come back repeatedly, clients who become members. The great part is that these skills are easy to learn and easy to implement. A personal trainer can reinvigorate their business with the use of a few well-developed membership strategies.The Personal Trainer Business Begins
The moment a prospective client steps through the door the personal trainer business begins. It is at this point that the prospective client will develop their first impressions and they must be good. Whether the personal trainer or a staff member presents the membership information, present it in a professional and friendly manner.
Every person walking through the door expects to receive a hard sale. How surprised will they be if a person greets them with empathy and really cares about their problems? For some prospective clients this care and concern is enough to get them to sign on the dotted line. Trainers must remember they are selling a lifestyle change, not used cars!
To Qualify or Not Qualify?
That is the question! Pre-qualifying prospective clients can be overwhelming during a first meeting. However, it can save a personal trainer time and money if done correctly and in a timely manner.
The personal trainer business demands that prospective clients answer certain questions. A successful personal trainer can ask questions during the initial interview that help determine the person’s needs. The personal trainer uses the answers to these questions as cues to focus on when giving a facility tour or discussing personal training services.
Consider It Sold!
Treat prospective clients like members during the initial interview and tour. The personal trainer can begin sentences with ‘When you are in next time’ or ‘We want you up on this machine Friday.’ This type of presumptive statement steers the prospective client toward a positive membership decision.
Throughout the initial sales pitch, the pre-qualification, the interview, and the tour it is easy for the trainer to take the lead and not allow the prospective client to voice his opinion. Instead, a great trick in the personal trainer business to keep initial contacts positive by using the ‘yes, sir!’ Obviously, a trainer does not want his clients saying ‘yes, sir’ on a constant basis – this refers to getting a positive answer as many times as possible. Ask simple questions with one-word answers throughout the meeting such as, ‘Isn’t this a fantastic new machine?’ or ‘Aren’t you super excited about the way you are going to look and feel in just 6 weeks?’
One Sale =One Customer
No membership strategy in the personal trainer business will work unless trainers recognize that each prospective client is an individual. A set speech and tour will not work for everyone who walks through the door. Just as every client has different health and fitness needs, each prospective client will positively respond to an individualized membership introduction. Get to know every client who walks in the door, discover their needs and their goals, and then work with them to create a life changing experience. That is the personal trainer business.
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