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@ptbusinessdevelopment-blog
What kind of job is personal training?
Kind of an odd question, right? It's clearly a fitness job.
I would like to argue that point. In fact, business minded personal trainers understand that fitness is sometimes the third pillar of personal training. The first two? Sales and customer service. Get great at these two and your business will continue to grow at a rapid rate!
The biggest mistake people make in sales is not asking for the sale
Clean!
Never underestimate the value of a clean gym! It helps retain old clients and gain new clients. Nobody wants to feel like they are working out in other people's sweat and dust. It shouldn't take long to do a little cleaning every single day.
Become proficient in many pieces of equipment to broaden your appeal as a trainer!
Saturday
Saturdays are a great day to prospect! How many trainers choose to go in to work on a Saturday? Make yourself available some Saturdays and take advantage of that time to prospect and generate a lot of leads.
Sales
To anyone that hasn't gotten started on their personal training career yet, I have some news for you. Successful trainers are trainers that understand and embrace that sales is a majority of this job and they take a real initiative to learn and grow as salespeople as well as trainers! That's what PT Business Development is here for - to aid in the learning and understanding of sales techniques that will benefit any personal trainer and help them reach their financial goals. Stay tuned for much more from PT Business Development as we continue to grow and add more content!
"No one who can rise before dawn 360 days a year fails to make his family rich"
Chinese Proverb
A sneak peak of text from the PTBusinessDevelopment Client Retention section!
In theory, the training regimen under an experienced, educated trainer should not be the weak point in one’s overall fitness and health program. So what does that leave us with? Typically, diet seems to be the restraining factor in most fitness programs, specifically weight loss programs. This is your time for some self-reflection – are you as a trainer doing enough to stress the importance of a healthy diet to your clients and providing enough resources for them to make good dietary choices? Remember that this does not necessarily mean writing a whole meal plan for them; that is in many cases out of the scope of practice of a personal trainer. What it can mean though is taking proactive steps to check in with your clients during the week and let them know that you are thinking about them. (Barr, 2014)
Stay tuned for more from PT Business Development!
Giving personal trainers the tools to grow personally, professionally, and financially
Where are your leads coming from?
Take a minute to think about the last twenty leads or so that you contacted about training with you. Now think about how you came across those prospects in the first place?
Did you think about it?
Did a majority of those leads simply fall into your lap because they were new members to the gym and you were next up? If so, now is the time to take control of your own destiny and start finding your own leads. When you wait for clients to come to you, you are at the whims of the market and season. You can have a 100% close rate but if that is 2 for 2 this month have you really accomplished much? Â The business minded trainer doesn't leave it to chance, they get leads from the people that already love their services. Put your own clients to work for you! There are a lot of ways to go about it but first do some critical self-evaluation and consider whether you are playing a waiting and hoping game or grabbing the bull by the horns and getting work done!
Remember how valuable your time is....never sell yourself short!
Community Outreach
Think about the places in your area that you frequent.... a local diner, massage studio, frozen yogurt place? Are all of these places working for you? Community partnerships and co-marketing can be beneficial for both parties. Try and get a meeting with the manager or owner of these local spots and see if you can get a mutually beneficial partnership established.
Assuming
My high school baseball coach used to say "when you assume, you make an ass out of u and me." While this held true on the baseball field, I'm here to tell you that the one place that this saying is out of line is in the sales biz!
Assuming in a sales consultation in a service industry, particularly personal training, is perhaps the strongest sales technique out there. There are many reasons for this, but first and foremost is getting the idea of commitment ingrained in the prospective clients' head! I cringe every time I hear a trainer say "if you train with me..." This comes across as wishy washy, you are selling yourself as a successful trainer who's time is valuable, and there is no place for wishy washy. A better alternative is "after a few weeks we will switch up your training style to blah blah blah." Point is, no wishy washiness there, just a matter of fact statement about what the prospect can expect WHEN they start training with you.
“The elevator to success is out of order. You'll have to use the stairs... one step at a time.”
Joe Girard
Little Things Count
Never lose sight of the little things that separate you from other trainers and service professionals in the lives of your clients:
Keep a birthday spreadsheet. Remember to text current and former clients on their birthdays. For that matter, it's a great opportunity to stay in touch with stalled leads.
Remember names. Always use the names of your clients kids/siblings/friends/cousins etc. If the name was important enough for them to tell you, it's important enough for you to remember. Make little notes in the client's folder during the session when they can't see or afterwards.
Send out cards on non-traditional holidays! Everyone gets a Christmas card from their service professionals, but have you gotten a Thanksgiving or Fourth of July card?
Invite their friends and family to join your session free of charge. This is particularly effective when their guest is from out of town and there is no pressure of a sale, just a chance for everyone to have some fun.
Introduce your clients. Clients that train right before/after the same people begin to see them constantly. Create a sense of community by introducing them to each other.
Reward them. Everyone loves to be acknowledged for personal achievements. Make sure to make a big deal out of every success!
There are obviously a lot more ways to separate yourself from other trainers, this list just scratches the surface.Remember, take care of your clients first and they will take care of you. I'll go more in to detail in the future but it's always good to get a reminder!
Should Trainers Endorse Supplements?
A major gripe of mine about the fitness industry is the growing trend of the pyramid based businesses, forcing trainers to cram supplements down clients' throats in order to put more money in their own pockets. Many of these products are not wholly bad supplements; rather the more common criticism is the outrageous prices that they generally retail for, and the subscription based payment plan that usually accompanies them.
Price aside, is it ethically or legally ok for trainers to recommend specific supplements to their clients?
A major concept that needs to be examined when asking this question is called SCOPE OF PRACTICE. Simply stated, dietary supplement recommendations go beyond the training required of a certified personal trainer. As defined by Wikipedia, scope of practice is a "terminology used... for various professions that defines the procedures, actions, and processes that are permitted for the licensed individual."
Ethically, it is almost impossible for a trainer to remain unbiased in a recommendation of a product knowing that they will benefit financially from the sale of said product. At the very least, it is important to make this disclosure to your client and stress that they should do their own research into the products' effectiveness, as well as its competitors.
Finally and most importantly, the law remains divided in different states about how specific of recommendations personal trainers can make regarding diet and supplements. The NSCA, in Essentials of Personal Training, recommends that a trainer have "a network of knowledgeable persons to consult or refer to when clients have nutrition issues outside the scope of the personal trainer's expertise (2012)." This advice is solid for this situation as well as many others that may arise during one's personal training career.
Remember, as trainers it is important to do whatever we can to limit our liability, as well as to never endanger the trust that creates the relationship between trainer and client. A bad dietary recommendation or a shady business transaction can destroy this delicate balance. For clients of trainers, take any supplement recommendations with a grain of salt and ALWAYS do your own research before ingesting a new product.
