Tag Archives: personal training

Do you devalue your services?

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I am always amazed at how many fitness clubs and personal trainers follow the herd. Out of the hundreds of clubs I have visited over the years maybe only a handful of clubs do not sell packages for their services (i.e personal training). When I ask owners or managers why they sell packages the response I always seem to get is, “well that is what such and such club does, so we have to offer that.” Let me ask you this, “do doctors offer packages for seeing them multiple times?” No, and you shouldn’t either. I just read an article on Club Industry’s web site that talks about consumers ready to spend more in 2011. Go read it when you have a chance and realize this, if you provide a service that people value then you should charge what you think it is worth and that will lead me to my final point today.

I want to leave you today asking yourself this question, “why is 10 sessions worth $50, but one session is worth $65?” Are you providing the same value during each service? Does over ten sessions the time you spent learning Anatomy and Physiology diminish? No, and that is why you need to stop following the herd and devaluing your services. If you don’t have the ability to set your rates I understand but if you do, then you should feel confident in what you are charging and stick to it. You service is worth what you believe it is worth. If you don’t have that confidence you will struggle long term in the fitness business.

For more info on sales and how to charge what you are worht check out my book www.anatomyofsales.com or join my coaching program here.

To your success,
Coach Dave

How to get clients knocking down your door

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The question I get asked all the time is, “Dave, how do I get more personal training clients?” The answer is simple but few do it. Over the next several posts I am going to give you seven steps to implement to get clients knocking down your door. Today, I am going to show you one of the single best ways to attract cients.

Step 1 – Become a published author

Yes, you heard me correct. If you want to be known in this industry and get people flocking to you then you need to position yourself as an expert.

Now more than ever it is easier for the average person like you and me to have a voice and establish ourselves as an expert. No longer do you need a publishing house or major editor to accept your manuscript and publish your work. Technology has changed all of that. For instance, I wrote “Anatomy of Sales” and self-published it. This has allowed me to position myself as an exert when it comes to the business side of the fitness industry.

“But Dave, there are hundred of articles and books out there on fitness” is what you are saying right now. You are correct, but that should not stop you for coming up with a topic and writing about it. You are not trying to be a best selling author. What you are doing is creating a perception to the public that you are the expert in a particular filed or subject. Just the mere fact of having an article published in a major newspaper or magazine gives you more credibility, which takes away one of the barriers clients have when finding a personal trainer.

So, how do you get started writing a book? Well, that is another post but if you are interested in learning more and want my help then I can coach you through it. if you want to do it yourself then go to Amazon’s website Create Space and they have step by step tutorials on how to get published and use their network to sell your book.

If you seriously want to have clients knocking down your door then become an expert and start writing for newspapers, industry trade journals, and even your own book.

P.S. The second step to getting more personal training clients, is one that the fear of doing ranks as high as the fear of dying! You won’t want to miss this one!

Coach Dave

Top Ten Fitness Trends for 2011

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There might be more than 45 days left till the New Year but the American College of Sports Medicine has released its yearly “Top Ten Fitness Trends for 2011”. I found the article to be quite interesting and you can read about the top ten trends here.

Although I find this interesting it is not shocking. The number one trend for next year is the demand for experienced and educated trainers. Even though we might be in a recession and people are tightening their spending, people realize the value of an experienced and educated personal trainer. Also, a fundamental shift in thinking has occurred as more and more people are realizing that healthcare costs are going to continue to rise, and one way for them to help reduce their costs, is to get healthy. To do this, they need an experienced expert, like you, to help them. So, this is great news for personal trainers and fitness professionals. I believe you are going to see this trend to continue and only grow.

The other area that I find interesting is, the number of physician referrals continues to grow. Doctors are prescribing exercise to their clients as means to getting them well. This is another huge shift for our industry and if you do not have a percentage of your business coming from doctor referrals then you are missing out. Find several doctors in your area and start building a relationship with them. Get them to have trust in your abilities and they will start sending business to you.

Well, that is it for now but I want to leave you with this. The health and wellness industry is only going to keep expanding. Find your niche within the industry and become the expert. If you are unsure of what areas are growing go read the list of the top ten trends and find one that interests you. Make 2011 your best year ever!

Coach Dave

If You Want More Sales Create More Credibility

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One of the most critical aspects to getting more personal training clients and more sales with either your products or services is to build credibility with your prospects and clients.

CREDIBILITY – Some people might say it is the most important characteristic for a personal trainer to have and establish. Because of all the infomercials and the get fit fast scams, the fitness industry lacks credibility. That’s why it is essential from the second you meet a prospect to establish credibility with them. You must no longer look as yourself as just a trainer or sales person, but also as a consultant. You see, people view consultants as problem solvers and experts.

Action Item – Ask yourself this question: “In the eyes of the prospect, what have I done to establish credibility?”

Now, there are many ways to do this and especially with the explosion of social media and technology but there is no better way to help with credibility then to have other people build it for you. Check out this article that was published in the Orlando Sentinel, which sites a publication from the Harvard Medical School saying that, ” A personal trainer can be a great investment.” This is a great article to tweet to your followers or hand out to prospects to help build that credibility.

Coach Dave

How to make money personal training online

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Hello everyone. Today is day three of me posting a video blog. I figure I am well on my way to creating a habit by doing a blog for the past three days! In this video I talk briefly about entrepreneurship. I know there are a lot of fitness professionals who would love to have their own business but the financial constraint holds them back. Well, I found something that can work for anyone and is pretty much risk free for you. Go listen and tell me what you think.

Here is the link:

http://www.1shoppingcart.com/app/?af=1247968

In health,
Coach Dave