Fundamentals of Selling Personal Fitness Training
Being successful in the business world, while staying true to the principles of being a professional fitness trainer may seem like a paradox. The business world is often portrayed as being heartless, as indeed it can be when trainers set out to succeed without knowing all of the rules involved.
The exciting thing is that once trainers do learn the rules, they can tap into key target markets while doing the work that they love.
As you meet people who you hope to gain as clients, it is vital to position yourself in a way that allows you to understand the potential clients’ perspectives.
Sometimes, people find themselves squarely in the middle of a fitness consult, when it is about the last thing they would like to be doing. In some settings, a trainer who is not mindful of the big picture might come to view this client as someone who is meeting with you to learn how to use fitness equipment and get in shape.
But we know that it is MUCH more than that. We have learned that the client may come to us with what they feel they want, but this doesn’t guarantee that their needs are going to be met un-less some relationship building is done in order to bridge the gap between where they are now and where the client would like to be.
In the fitness industry, we have done a great job of facilitating physical activity for the general public. But we want to understand the big picture from a trainer’s perspective, too. This means that we have to understand how someone is initiated into the process of becoming healthier or more physically fit.
In fitness club and gym environments, we manage to corral people into the fold, where we put them on a treadmill and show them equipment set-up, but then we tend to leave the connection broken between why they joined and what their goals are…. unless we become their trainer.
Within the context of a fitness consult, remember that the person before you may become a client. It is therefore essential to understand that the first impressions you make are likely to endure throughout the course of the relationship you share with this client.
What motivates this person to join a club? Why are they making this change, right now, at this stage of their life experience? For some, it is “doctors orders” and for others, they may have been devastated by comments from a loved one or friend who remarked about something related to their physicality.
Either way, you MUST understand that you very well might have someone before you who does not like the idea of exercising, regardless of how this opinion was shaped or formed. Your job is to find out what their motivations are.
It’s pretty likely that your client doesn’t know it, but they are really coming to you for your ability to make connections. You are responsible for connecting Point A to Point B. You are also establishing a connection to the benefit of training specifically with YOU as their trainer.
The difference between you and any other personal fitness trainer may lie in your ability to connect the features of training with you to the benefits the client will see.
Another difference will be seen in how you communicate with this client. It is important to show empathy and compassion for the client and their situation, without fail. The level of intensity in your communication is important o get right from the start, as first impressions tend to endure.
Starting Your Personal Training Career
Now it’s your turn to take action. Did you know that most fitness careers don’t require formal education or a degree?
Learn more about the variety of fitness industry careers. There is always something exciting about earning a new training or coaching certification and applying that new knowledge of how you train your clients. This also helps you hit the reset button.
Check out what it takes to start a career in personal fitness training. This is your most affordable and fastest way to become a highly qualified personal trainer.
Is your recertification coming up? Learn more about earning your CEU credits. You can find the full list of CEU courses here.
If you are ready to start your online personal training or coaching business, don’t forget to learn more about our online coaching course. You will also really enjoy this very comprehensive training course called Online Expert Empire.
There is always something exciting about earning a new training or coaching certification and applying that new knowledge of how you train your clients. This also helps you hit the reset button.
NESTA and Spencer Institute coaching programs are open to anyone with a desire to learn and help others. There are no prerequisites.
Thanks for reading!
PS: Click here to see many helpful business/career resources