This is the part of the job where most people fail. They don't even approach people, even though they admit they want or need new clients. Your goal when you approach a prospective client should be, to identify yourself as a trainer, hear their goals, and offer a free personal training session. It's very simple the goal is to just go out there and do it. Most trainers will say, I don't want to interfere with their workout, I don't know what to say, it feels awkward, I'm shy, what if they don't want one. Well there are good ways and bad ways to approach people. Some give better results but the key is practice. Here are some steps that I use and teach to others.
1. Be in uniform or have a name tag on. (this makes you look professional, also people are used to being spoken to by employees of businesses they patron)
2. Introduce yourself, your name, position and company you work for.
3. Ask them how their workout is going. (if it's not going well, that's your key to jump in and show them a few things)
4. After hearing how their workout is going ask them if they are trying to work towards any specific goals.
5. Give them one piece of free advice. ( they want to lose weight great you could say something like - have you tried interval training?
6. From here now you offer the free session. Don't use any catch phrases like no obligation. It's just a free session.
7. When they say yes offer them a choice of times to come in. Don't ask when they want to come in. How does Monday or Wednesday work? How about 3 or 4 pm. Giving a choice is proven to work better then asking when they can come in. Get their name and number and book them in.
8. Call the day before or morning of to confirm the appointment.
That's it, it's very easy but they key is practice. When I teach this skill I start off making new trainers approach 2 people each shift. That's 14 people each week. Even if your a bad salesperson you should still be able to make one sale. So go out there and practice this skill. Once you've done it 10-20 times you will see how easy it is and your bank account will reflect the change. Remember your here to help people, and they want or need your help. It's your job to offer your help!
Good luck
Jared Roy
If you find these tools helpful, then check back every few days. I will be posting examples of successful strategies from my book "the step by step guide to selling personal fitness training.
