Tag Archives: Credibility

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

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

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.

Part II of 7 tips to getting more personal training clients

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Yesterday, I presented to you the first three of the seven tips to getting more personal training clients. So, today I am going to give you two tips that could be the most important money making tips for your personal training business. Yes, I believe these next two tips will separate you from everyone else. Okay here is tip number 4 and 5.

4.) Create a blog- by now everyone has heard of blogs but not everyone has one and contributes regularly to it. The reason having a blog is so important is that you create a platform to share information, articles, and ideas about who you are and what you believe in. Now this is not a “how to start a blog post” but if you want some great info or program to create your blog then you need to check out Darrren Rowse’s 31 days to Build a Better Blog Click here to view more details. Once you have your blog set up make sure all your clients subscribe to it and tell them that you will post regularly to it. The number one goal is to provide valuable content that adds value to the relationship you have with your clients. 

5.) Write an ebook – It has never been easier to write a book. The technology we have today allows you to write your own book and self publish it. You can make it an e-book or a traditional hardback and market and distribute it online. Writing an e-book will do two things for you. One, you will be recognized as an expert and gain tremendous credibility. The second benefit will be that you now can gain new clients with out even training. You essentially will have created another passive income stream while not having to wake up at 6 am to train. Once again this is not a “how to” article on writing an ebook but if you want more info on that email me at Dave@DaveMcGarry.com and I will consult with you on how to get started. Now, since I believe in leading by example you can check out my ebook at www.anatomyofsales.com . Good luck and start writing.

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.