Selling Your Personal Training Services
Whether you work in a big box gym or are starting out on your own
, making personal training sales is a necessary evil. Selling is something that many trainers don't know how or want to do or don't think they'll ever be good at. But, selling personal training is easier than you think and, the real upside is that, eventually, as you gain--and exude--self confidence and increased exposure for your outstanding training techniques, you won't have to focus on making sales--they'll just happen. You'll get referrals from grateful clients and inquiries from those who like what they see--in you and in the people you train. All you'll have to do is look and behave professionally, personably and persuasively--qualities which, by the way, acquiring good sales techniques can help you fine-tune.
Getting Started
But, first, you need to get a steady stream of new clients in the door and fill all of your training slots. The surest sign of success in this business is developing an enthusiastic, loyal stable of clients who see that you're in demand. If you're doing it right, you'll have them believing they're doing, not you, but their friends and relatives a favor by encouraging you to sell personal training to them.
But, unless you've trained them before, under someone else's roof, new clients usually start out as strangers, many of whom have never had personal trainer before and wonder if/why they need one. The most important point in personal training sales is to convince them that they do. That's why the initial sales conversation is so important.
Selling is Talking
You may conduct the initial sales meeting face-to-face, by phone or by e-mail. But, to make your case as directly and personally as possible, try to move quickly from e-mail to talking to the prospective client.
The prospect will almost always start out asking questions, such as "what is personal training?" "How much do you charge?" "What do I have to do?" "I need to [lose 20 pounds, work on my abs, build muscle, etc.]. "Can you help me do that?" "How much can I lose per week?"
Taking Control
What's wrong with this part of the conversation? The prospective client is driving it; you're not. That's a cardinal no-no in the sales world. You need to be the one who's in control. So, don't answer their questions; come up with ones of your own, to steer potential clients where you want them to go. How? Ask two simple questions: "What are your goals? What do you want to accomplish?"
In most cases, that's all it'll take. Why? Because you're moving the prospects away from wondering how much they'll have to sacrifice to train with you to focusing on they want (which is what most people care most about, anyway). You're also getting them to focus on how dissatisfied they are with their current status and believing they really need help to change it.
Now it's time for you to explain why potential clients need your help; what you can do for them and how [by devising a progressive, effective cardio and strength workout, which you'll supervise closely, through nutrition counseling and monitoring of eating habits, by taking regular measurements and other means of charting progress, etc.] By the time you're finished laying out a strategy that these prospects understand and can accept, they're already identifying with it; they see themselves doing it. At this point, they're starting to help you make the sale.
After Recruitment Comes Retention
Of course, it's one thing to get prospects to sign up to train with you and another to keep them coming back and referring you to others. But, the key is, not only to start out strong but stay strong. Keep the focus on your clients, on their needs and goals, on supportively addressing their frustrations, saluting their achievements and guiding them through their struggles. Stay in control of each training session but make it be about them. That's how you begin to move from selling your training services to having sold your clients on you as a very important mentor in their lives.
by: KaiserSerajuddin
The Definition Of Exceptional Customer Service Data Recovery San Diego Services - For Fast Turnaround Recovery Different Pointers Specially For Hubbies Ceo And Foreigners In Planning Lowest Lahaina Hotel Service Basic Knowledge Of Call Center Services Finding The Right Catering Services Necessary Steps To Prepare For A Funeral Service Cafe World Domination-Make sure your customers are satisfied and you get a high Buzz Rating How To Get The Best SEO Service Limousine Service in the Philippines Enjoy the services of the magnificent Pattaya hotel..!! Looking Ahead: Customer Service Credit Card Terminal Services Credit Card Processing Services