How To Get Clients?

[RH0650]

Guys,

I have just been hired at Bally's Total Fitness (tommorrow I begin shadowing a fellow trainer for the day) and I have never trained anyone professionally before. I am confident in my abilities in everything except obtaining clientele. Basically, I am expected to get a handful of clients right away by simply prospecting around the gym. The problem is I feel like selling an expensive package program to a person who is in the middle of a workout sounds like the most unnatural thing in the world. I know when I'm exercising the last thing I want is some employee to walk up to me and try to sell me something expensive. I feel like if they really wanted help, they would initiate the process through the gym themselves.

Anyway, I was wondering about how one goes about obtaining clients. What are some basic approach tips, tried and true conversational lines that seem to work, closing advice, etc? Basically, what are the necessary social dynamics from the first introduction to closing a sale? I have looked everywhere on the internet for free info but anything clientele is geared toward "expanding ones personal business". So freaking annoying!

[bigman30685]

I just observe the members, I especially look for the ones that do the "machine circuit." I approach with introducing myself and mention that I'm trying to meet new members and ask how long they have been a member along with what they're trying to accomplish by coming to our club.

Lots of people will think that you're trying to sell them garbage and blah blah blah. Your goal is to get them excited about fitness and prove to them that you are not some salesman and that you really serve a purpose. Offer them a free session and show 'em what you got!

If you get brushed off, its life. But keep trying. Good Luck

[RH0650]

I just observe the members, I especially look for the ones that do the "machine circuit." I approach with introducing myself and mention that I'm trying to meet new members and ask how long they have been a member along with what they're trying to accomplish by coming to our club.

Lots of people will think that you're trying to sell them garbage and blah blah blah. Your goal is to get them excited about fitness and prove to them that you are not some salesman and that you really serve a purpose. Offer them a free session and show 'em what you got!

If you get brushed off, its life. But keep trying. Good Luck

Thanks bro, that sounds like a good start. I like the idea of immediately establishing repoire by asking them a couple of questions regarding their own personal fitness regime in an inconspicious manner. It breaks the ice and it seems I can organically introduce my services in a friendly way.

One thing about the free session. I personally have no problems with it, but would a major corporation like Bally's allow for such a thing? A free session to them= zero income, so in their eyes it might just be a gigantic waste of time (since they are so hell bent on pricey packages). Perhaps if I just offer it on my own time? Still, from a health perspective wouldn't I still have to make sure they are safely cleared to exercise, you know essentially go through a screening process that is Bally's sanctioned? It sounds to me like I'd have to get their approval for such a thing.

[nsiegel5]

I know it sounds kinda funny but just say HELLO to every single person that walks in. I mean everybody, smile say hello how are how was your day, tell them they are looking good blah blah blah. Youd be surprised how far that will get you


Oh hand shakes too guys love handshakes makes them feel important

[RH0650]

I know it sounds kinda funny but just say HELLO to every single person that walks in. I mean everybody, smile say hello how are how was your day, tell them they are looking good blah blah blah. Youd be surprised how far that will get you


Oh hand shakes too guys love handshakes makes them feel important

Thanks for the response man. Yeah, I plan to be as friendly/outgoing as possible. I think this is a good approach as well- just start a friendly conversation, don't force the issue, and see where it goes. Both strategies seem effective in their own right. Good stuff. I have a feeling once I get on the floor I will hopefully through trial and error sort of understand what I need to do. Any tips on closing?

[bigman30685]

Thanks bro, that sounds like a good start. I like the idea of immediately establishing repoire by asking them a couple of questions regarding their own personal fitness regime in an inconspicious manner. It breaks the ice and it seems I can organically introduce my services in a friendly way.

One thing about the free session. I personally have no problems with it, but would a major corporation like Bally's allow for such a thing? A free session to them= zero income, so in their eyes it might just be a gigantic waste of time (since they are so hell bent on pricey packages). Perhaps if I just offer it on my own time? Still, from a health perspective wouldn't I still have to make sure they are safely cleared to exercise, you know essentially go through a screening process that is Bally's sanctioned? It sounds to me like I'd have to get their approval for such a thing.

The corporate gym scene is typically all the same. Its a numbers game. The more you interact, the more you sell. Its hard to sell personal training based on smiles when you're brand new so I don't see why they wouldn't allow it. The worst thing is at times you feel like its about the $$ and not the clients. Most gyms hand out free sessions to new members anyway. I'm hoping to be out of the corporate scene shortly.

[JOSEF RAKICH]

Introduce yourself to the members talk to them give them advice help them out, maby offer them a free session to show them what you offer, then after that they will possibly book more PT sessions with you.

[Al Shades]

Guys,

I have just been hired at Bally's Total Fitness (tommorrow I begin shadowing a fellow trainer for the day) and I have never trained anyone professionally before. I am confident in my abilities in everything except obtaining clientele. Basically, I am expected to get a handful of clients right away by simply prospecting around the gym. The problem is I feel like selling an expensive package program to a person who is in the middle of a workout sounds like the most unnatural thing in the world. I know when I'm exercising the last thing I want is some employee to walk up to me and try to sell me something expensive. I feel like if they really wanted help, they would initiate the process through the gym themselves.

Anyway, I was wondering about how one goes about obtaining clients. What are some basic approach tips, tried and true conversational lines that seem to work, closing advice, etc? Basically, what are the necessary social dynamics from the first introduction to closing a sale? I have looked everywhere on the internet for free info but anything clientele is geared toward "expanding ones personal business". So freaking annoying!

Run a search for "sales advice" on this forum. This issue has been covered before in depth. Though, why they haven't turned one of those threads into a sticky, I don't know. Sales is the most crucial aspect of this entire business. You don't even have to know about fitness in order to train people.

Good sales threads:
http://forum.bodybuilding.com/showth...hp?t=114482811
http://forum.bodybuilding.com/showth...hp?t=113966501
http://forum.bodybuilding.com/showth...hp?t=114025921
(they're good because I posted in them)

Just remember one thing, young man: "Buyers are liars."

[Simmo0508]

Plant seeds initially. Do not try to sell big packages upon the first conversation with a stranger. If the opportunity presents itself, great, jump on it, but most people won't respond well to a sakes pitch to somebody they don't know well.

So what i mean by planting seeds is, first things first, just say hello and introduce yourself to all the members, like you would as a normal gym member and getting to know people. "Hey what's up, i'm a trainer here and we haven't met before, i'm Bob..." blah blah blah "have a good workout, i'll see ya round". Be casual, and just get them to know your name and face.

Then after a few meetings and conversations, that's when you branch off and ask the questions like "how's the training been going for you? what results have you been seeing lately?". Gauge the responses and body language. When someone sounds pretty inexperienced or not sure of themselves, then offer your services. If somebody like a me or Jules (whom knows how to train ourselves for example) responds kind of coldly, then they aren't interested in anything like PT'ing.

But really, target the older people, and the obvious noobs. Do not target people who look like me for example, or you'll most likely get the death stare.

Get to know old people, and let them ramble. Old people love rambling. Once they have somebody to listen to their ramblings, you can use that to your advantage cos they'll have that repore with you, and repore translates into sales in this business.

Do not offer free sessions. If you must, offer free consultations. Make your training itself maintain worth.

[allenreid]

Guys,

I have just been hired at Bally's Total Fitness (tommorrow I begin shadowing a fellow trainer for the day) and I have never trained anyone professionally before. I am confident in my abilities in everything except obtaining clientele. Basically, I am expected to get a handful of clients right away by simply prospecting around the gym. The problem is I feel like selling an expensive package program to a person who is in the middle of a workout sounds like the most unnatural thing in the world. I know when I'm exercising the last thing I want is some employee to walk up to me and try to sell me something expensive. I feel like if they really wanted help, they would initiate the process through the gym themselves.

Anyway, I was wondering about how one goes about obtaining clients. What are some basic approach tips, tried and true conversational lines that seem to work, closing advice, etc? Basically, what are the necessary social dynamics from the first introduction to closing a sale? I have looked everywhere on the internet for free info but anything clientele is geared toward "expanding ones personal business". So freaking annoying!

These are fitness tips for Personal Trainers who want a happy and expanding client base.

Energy- Smile and encourage clients to do their best. Avoid using words like “can’t” or “don’t”. If a client is down and says I can’t do this exercise say “yet” to them. It gets a laugh out of them but it also reaffirms your commitment to their personal fitness goals.
Honesty is the best policy- Many people think personal trainers are advanced medical professionals and ask truly difficult questions. If you do not know do not blag your way out of the situation. Be honest and tell them you do not know. The important thing to do is before the next session research and give them an answer. You will gain their respect by doing this.
Look the part- Eat well, live well and train well. I get irritated when I often see out of shape Personal Trainers as I think they discredit our industry. Treat yourself like a pro athlete with training and diet. This will get you noticed in the gym and on the street and people will remember you. Be seen training as this promotes your love for fitness.
Client confidentiality- Never talk about clients to others as they can tell you plenty of personal information. If a client finds out that you have been talking about their weight problems or a similar topic in an unprofessional manner you will lose this client, and rightly so!
It is their hour- Yes you dictate the pace of the session and the workout but let them talk about what they want to chat about not what you want to. You going on about your weekend and, potentially, boring them stiff is not a good way to practice client retention.
Be on time! I would drop you as a trainer if you were not punctual.
Incentivize your referral scheme. Be open and honest that you are looking for clients. If you are doing a quality, professional job your current clients will help you. People know people and those people know people!
Network- Not necessarily events. However, always have a card on you. Accept cards constantly and email them fitness tips and advice. Not in a spam style make it look professional and someday you may turn over negatives to positives. If you stay in touch via email with someone in your address book for 2 years on a bi weekly basis, this person’s financial position or attitude may have changed. How long could will it take to write an informed email and send it out to 100 people every two weeks?!
Have a social media network, website and blog. A great form of marketing and can also give you credibility universally within the industry. If possible get Testimonials- impartial people saying great things about you is always good.
Potential clients are watching. If you work in a gym or train people in public places ALWAYS wear a t shirt with contact info on ie email, website or phone number (or ALL!). If you do great sessions, with people sweating and enjoying, this is one of the best forms of marketing available! If you are THAT trainer in the gym that everyone wonders what he is doing in his own training because it looks advanced that will be the natural choice if they choose to take on personal training.
Implement these. You are your best advert. Flyers etc are necessary but writing articles, good sessions and the others I have mentioned back up your claims first hand of being a great trainer.
I hope these are useful tips whether you are a new or experienced trainer.

Thanks guys,

Allen Reid