Steve Head- Sport and Health Inc Master Trainer
Before you "correct" someone (assuming not in eminent danger), introduce yourself. Learn their name, and use it every chance you get for a couple weeks, then after you've built a bit of rapport, they are far more likely to be open, receptive as oppposed to closed and defensve, which is a far more typical reaction. ?Make it a point, everyday to meet and learn the names of 5 members. I have picked up numerous clients with whom I did this, even if it was several months later. If, when they decide on training, guess who they are going to hire? You!
Mark Mogavero- Owner Mogavero Fitness Innovations
When I used to work in the box, I did a great job selling people by not trying to sell them.??It's all in the approach.
Here's an example:??Say a trainer sees someone performing a set of conventional deadlifts, and the member has a rounded back. Were the trainer to tell that member that they have terrible form, I think it would be hard to build rapport as most people who didn't ask for advice will be insulted by it. Rather, a comment such as:??"Don't you just love that lift? I love how when I do them I get a great burn in my glutes and hamstrings. But I struggle to keep my back flat at times, and that limits my results. Nice job! Not too many people around here are willing to do that lift"??
Something to that effect does not insult the member, nor does it solicit a nasty response. But it does plant the seed that someone doing that lift should keep their back flat without telling the member they are doing it wrong. Subtle difference, but big when it comes to how the member interprets the meaning.??
The most successful trainers that I knew were excellent at getting to know someone, what they do, where they live, etc, and didn't focus so much on sales. This, ironically, led to a lot of sales.??
Members can tell what an employee is trying to do, and they hate to be treated like a checkbook.
Kenny Picken – Personal Trainer, Scotland
I found out the value of just building relationships without intending on it.
For reasons out with my control, I stopped taking leads from the gym and just concentrated on my own modest client base, trying to limit my time in the gym. So when speaking with other members I was never "trying" to sell anything. I was just being myself.??
Anyway I started getting a lot busier after doing this. Funny how things work out. I've learned a few things from it,?For example, if I make a point of just saying, "hi, hows things/how's the training goin/etc" to 10 new people, it would be almost certain that at least one of them would become a client down the line.??
Also, when you have a rapport it actually becomes acceptable to jump in and correct someone without them asking. I don't correct someone if they don't know me and they haven't asked for it. I've been around this commercial gym for several years and learned long ago that it was pointless. ??
One thing I've started doing is taking notes on sessions in our "Relaxation Area" (a place to sit and chill, have coffee, eat etc). Sometimes I'll sit and read articles (if I have any time, that is). I've been amazed at how many people have been wanting to talk to me or ask my advice but they've just never had the chance.??
Other times I'll go try some mobilisations or exercises I've been reading about, feel them out, or just do some casual stretching, rolling and moving and I'll have conversation with members who are stretching off post work out (or people just asking me what i'm doing and why).??
One of the best tips i've heard is, "if you want to do 40 sessions per week, then be in the gym, ON THE GYM FLOOR, for 40 hours per week, regardless of how many clients you have". In other words, the members that are in the gym at the times you want to be earning are your potential client base. You need be known, without being a pain in the a$$.??
Also, I normally train at 9PM when the gym is very quiet but I have one training session during a busy time now, this has been going on for 2 months, and i've picked up 2 clients from it - without trying - and now have a "rapport" with a handful of other members. Sure, it messes with the quality of the session but that's why I leave 2 hours for that one (normally my sessions are under an hour). Clients love to see Trainers train.
Alwyn Cosgrove- Owner Results Fitness, Author, Speaker
Days 1-7: Talk to 5 people an hour, every hour you are on the floor.?Learn their names. Use them the next time you see them.??
Day 8-14 : Whenever you are saying goodbye, always say something like "hey, if you need help with any exercise, or someone to spot you if you're going heavy with something, make sure you grab me..."??
Day 15-21: Once you've met a bunch of people, and know their names, approach someone and tell them that you have had a cancellation and can give them a free 30 min training session right now. ??Try to do two of those per day for a week.??
Day 22-28: Next, offer a different 2-3 people 4 weeks of free semi-private training with you (together) Give them two sessions a week for 4 weeks.??At the end of the 4 weeks with you, offer them an A or B option. A: You design their program and meet with them once every 4-6 weeks or B: You train them ongoing.??
This is the key: That's your 4 week model for the group of people you meet in week one. But it's a ROLLING model. Week two should technically be week one for a new group of people etc. So every week you start over - you talk to 5 new people per hour etc etc??
**This is what I did when I moved to the US (NY) and then out to Ca. It'll average 30 new clients in 30 days.??
Additional stuff: Ask if you can do all new member orientations. Show all new prospects the equipment and the gym and start them on a basic program. Give them an additional session with you for free (in a semi-private group).?
John D'Amico- Physical Therapist/ Golf Fitness Pro, Golf Fitness Edge
It can be difficult to remember names (I know it is for me).?Here is a tip to help. When introducing yourself find out their name and use it 3 times during the course of the conversation. ?"Nice to meet you meet you Matt......So Matt where are you from.......It was great to meet you Matt"??I have found this helps to make a connection to the name.
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If you read this advice and follow it and don't get more clients, I'll be shocked. Let us know how you do.
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