Creating The Flawless Consultation:
How To Sell Personal Training
Personal training is a drastically booming profession within the fitness industry. Setting your own hours, receiving high compensation, and enduring good working conditions sounds absolutely amazing until being a salesman is something you hate. Something that can make or break your income would be your initial consultation with potential clients. Consultations should be your “power move” when it comes to turning a potential client into a paying client. Below we dive into the concepts that construct a flawless consultation program.
During the first meeting with a potential client, it is time to gather as much information on them as possible. The first step in the consultation process was a group of questions needing to be completed along with the inquiry form online. Along with this, information like Par-Q, health questionnaire, and other forms of feedback is to be completed prior to any hands on testing. Once everything is complete, it is time to perform your fully prepared assessment regiment.
Screening and Assessment
The screening and assessment part of your program is typically the most adaptive and modified portion of your entire session. You never know who will walk in, their condition, or any obstacles that get in your way of servicing them effectively. A “screen” consists of global or brief tests that require a simple pass or fail result. “Assessments” are further investigations through testing that should be utilized if an individual fails a screen. Personal trainers should construct a set of 6 to 8 highly effective screens, with a few assessments per screen in order to gather enough material for proper feedback to the client.
Address The Issue
During your screen and assessment process, a trainer should be implementing tests based on the issues or concerns presented to the fitness professional prior to the hands on portion. Along with these tests, there should be a few testing protocols that the trainer requires as a standard “across-the-board” test for all clients. Any form of imbalances, poor posture, movement pattern issues, or body condition concerns should be noted and presented to the client. With this form of communication, you are letting the client become aware of the issues at hand.
Provide The Solution
You just finished assessing and addressing fitness and wellness issues that your potential client has, and contemplate on the best approach to providing feedback. One of the best things you can do during a consultation is providing a solution to an individual’s problem. So many fitness professionals find this as a “buzzkill” because it can make the individual feel like they don’t need your services. This is a completely wrong mindset. With presenting a solution, which could honestly solve there issue on the spot, you are 1. showing that you know what you are talking about in case they have concerns in the future 2. creating a referral system if anyone asks them where they heard about the solution 3. still positively impacting the life of someone that needed your advice.
The ability to build value should be present throughout the entire process of your consultation. Value isn’t something you want to provide in just the end of any session. This comes from taking the time to understanding the potential client, communicating effectively, addressing issues, and solving problems. Building value comes from going above and beyond to educate the individual as much as possible within the hour. One piece of advice I give all of my trainers, is that when you walk into your consult, you should have the mindset that potential clients are gonna be your best friend within the first 10 minutes of chatting. END OF STORY. No matter how stubborn or ignorant you might think the individual is being, find some way to relate to them, to communicate to them, to understand them.
Present Service Package Plans
Last but not least, the SELLING. Stop going in for the “big bang” packages and scaring the individual with an expensive long-term contract. Start presenting short term packages, which allows you time to continue to build value and trust with the client. Once he or she sees the value in having you as their trainer, then initiating the discussion of long-term packages is a great time. Realize, not many people want to pitch $2,000 per month for 12 months to someone they met with for an hour, that may or may not be bullshitting them. Start selling cheaper packages to build your client list, grow a referral system, and gather resources for marketing.
I hope each and every one of you all found this article effective. Consultations and assessments are one of my favorite concepts of what we do! It allows us to help others while providing yourself with a setting for personal development. Each consultation is a new and exciting experience for both us and the individual in front of us.
If you have any question in regards to the specific of what paperwork or assessment tests I use, or any other questions, feel free to check out our fitness consulting services by clicking here.