Tag Archives: Prospects

You need to build this in order to get more personal training clients

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One of the biggest and most beneficial ways to get more sales and more personal training clients is to build rapport with current clients and prospects. Follow these five tips to build the relationship and friendship with your client.

1.) Be Real – If you put on an act or try to fake who you are then you are guaranteed to lose the client. People are not as dumb as you may think. They are already timid and have their guard up because they have been burned before, so the worst thing you can do is start to fake who you are. Also, a key point to being yourself is you will attract personal training clients who are like you and have things in common. Remember, you should not be everything to everyone. Use your personality and characteristics to attract people whom you fit in with.

2.) Quit being serious – It is important to build credibility but enough with all the serious stone face attitude. In the mind of the client personal training is already hard enough and the last thing they need or want is to have a personal trainer that is ALL business. Now, I know what your thinking and it is okay to be disciplined and consistent with your client but lighten up and show them you are human!

3.) Let your passion shine – If you love what you do and you show enthusiasm when you are with your clients then your clients will keep coming back to you. People are attracted to positive and energetic people and trainers that show this at every session gain the most clients.

4.) Listen and recall – It is so important that you listen to what your client says and talks about. You need to find out what profession they are in, if they are married, how many kids, birthday and etc… Make sure when you see them you recall things that they have told you. If you have a hard time remembering write them done, put them in notebook, set up reminders on a service like www.birthdayalarm.com.  

5.) Be honest and truthful – Do not sugar coat the relationship. You need to be honest and truthful about what you tell your personal training clients. Don’t lie and tell a prospect something that isn’t true just to get them to buy more personal training sessions. This will come back to haunt you one day and you will be sorry you lied and didn’t stay honest from the beginning. 

Building rapport takes work but if you follow these five tips then you will put yourself in a great position to build a long solid relationship with your client that can lead to endless opportunities.

7 tips on getting more personal training clients

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How would you like to know seven tips to start doing today that will help you get more personal training clients? Now, my goal for you is over the next month try and implement two or three of these tips and six months from now you will start making more money and have more personal training clients. Today’s post is going to include the first of three posts that I will share with you on how to get more clients. Here are the first three.

1.) Get more knowledge – Yes, the first thing I tell new fitness professionals is to read, listen, and watch anything that is related to improving you as a trainer and business person. I am sure you have heard the phrase “Leaders are Readers”. This is so true if you want to be the lead personal trainer in your area you need to keep learning.

2.)Write articles – This is something I wished I would have done sooner. Newspaper and magazine editors are always looking for a great story and by being published it does two things. One, you become tagged as an expert and two, you get free marketing to hundreds of readers and potential prospects.

3.) Speak at local companies – In today’s economy, companies have had to dial back the perks they are giving out to their employees. So, having an expert come in and speak on health and fitness is something that employees want and value. You are doing the company a big favor and also yourself because it gives you a chance to market yourself.  Also, this will continue to build you up as an expert and give you the credibility you need to make the sale. If you do a good job you will be asked to come back and each time you speak you have the potential to get more clients.

Tomorrow I will share with you two ways to get more clients without physically training anyone. As for now pick up a book or listen to an audio of someone who can give you more knowledge, which will start you on a path to more money.

The Necessity of Prospecting

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Last week I started a serious called the “Five Steps to Successful Selling” and wanted to continue this week with step number two. Step two is about the “Necessity of Prospecting.” In this step we will break down the difference between prospect vs. suspect. Also, we will talk about the prospecting/sales ratio. So without any more delay let’s get  our teeth around step number two.

A.) Prospect vs. Suspect – What is the difference between the two?

     Prospect – someone who may be a potential client.

     Suspect – someone who you have an 80% chance to close on.

The difference here is that a prospect is all the available people who you can market to and a suspect is someone who is pre-qualified and someone who is already in the behavior mindset to buy training. Focus on suspects!

B.) Prospecting/ Sales Ratio

1.) poor sales ability – numbers game. If you are willing to continously try and determine who is a prospect or suspect and market to them than you can be great.

2.) great sales ability – if you can identify a suspect and close then you will be successful at sales. You need to measure your closure rate to determine if you have a great sales ability.

In order to be successful at sales you need to know the difference between a prospect and a suspect. Make sure you close on every suspect you come into contact and try and increase your closure rate on prospects. Also, if you don’t track or measure your closure rate you will be unable to determine whether or not you have a good or poor sales ability.

Web 2.0

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Do you want to succeed in building a solid clientele? If you answered yes to this question than in order to survive in this technological world you need to use the Web 2.0 tools available to you.

You may have heard the term Web 2.0 and wondered what are they talking about? Web 2.0 is a buzzword, which describes the trend in the use of the World Wide Web as a platform and the new technologies that are being used to share information and establish online social communities. Essentially, Web 2.0 allows trainers to be able to do two things.

C:UsersAnne VioletteAppDataLocalMicrosoftWindowsTemporary Internet FilesContent.IE5YK60PBRRMPj04393500000[1].jpgFirst, it allows us to connect with our prospects and clients. And second, it allows us to be heard as experts in our field.  It has never been easier than now and with the explosion of all the social networking sites, like Facebook and MySpace, blogs, podcasts, and wikis.  Have you embraced the new trends or resisted them?  If you fail to adapt and use these new trends, there is a good chance you will be left behind.  Also, it is no longer “good enough” to just meet a couple of times a week with your clients. You need to try and interact with them in some form almost everyday and this can be accomplished with all of the new platforms and technologies.

 

Excerpted from “Anatomy of Sales”

If you build it they will come!

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Have you seen the movie, “Field of Dreams” with Kevin Costner? Well, if not I highly recommended it because it is a classic. Now, the reason I mention this movie is because today is opening day for MLB. Every year my wife and I go to the Ball Park in Arlington to see the Texas Rangers on opening day. Today was a great day. Maybe a little cold, but the Rangers won 9-1 and it was their first win on opening day in over six years. I know, it is tough to cheer for a team that has only won a few playoff games in their entire existence as a team but opening day is a chance for a new season. A rebirth of sorts and what I want to talk to you today about is, today can be opening day for you and your training business.

You see, you do not have to wait until next year to start over and have a fresh year ahead of you to begin to change. Today, is an opportunity to change the way you have been approaching sales with your prospects. If you are tired of getting the same results then you need to change and I can help. How can I help? Well, I have been helping trainers build a solid training business for years now, and I can tell you that the days of high pressure sales are done. If you want to build a clientele that will pay you what you are worth then you need a system. A system that will have you determine which clients you want to work with and ones that are better left to someone else. A system in which every year you command more for your services. A system that will have client’s contacting you instead of you calling on them.

The game has changed and if you want to build a strong clientele then check out “Anatomy of Sales”. I personally guarantee you that if you do not increase your personal training I will give you your money back. However, I am confident that if you put the principles to work, you will start to build a clientele that will be with you for a long time. 

So in conclusion, I want to leave you with a scene from the movie “Field of Dreams”. At the end, James Earl Jones, tells Kevin Costner,” Ray, if you build it, they will come”, and although I am no James Earl Jones I can tell you, that if you take just one of my principles and put it to work for you they will come and you will realize your dreams!