by Robert Foster
The personal training industry is built almost entirely off this one marketing concept – the free consultation. Try it out for free and if you like it, buy or invest in personal training. The only problem is I have seen one too many personal trainers who do not deliver on this offering of the free consultation. So new PT’s, put down your smartphones, stop chatting with your colleagues and become the trainer you were meant to be.
When giving away a sample of your business via an assessment, consultation, free appointment – don’t under deliver. Now is the time to really shine and show that you are every penny worth the $80/hr you charge, if not even more…? One of the 1st steps to selling $80/session is to believe you are worth $80/hr.
Just because you are giving away free time in exchange for the chance to sell or not sell your prospect – don’t get cocky and try to skip steps. Some trainers get lazy or too confident with their ability to pre-judge in order to not waste their time on “non-qualified prospects”. Perform all of your sales steps to their outmost degree and deliver a WOW experience that is unforgettable!
If you normally charge $80/hr, have the client believe your service is valued at $200/hr. Do things that other trainers will not do. You only have 1 – 2 hrs with the prospect, so make an amazing impression.
Here is a list of the top 8things you can do to over-deliver beyond other trainers in your field;
1. Give Away Something – In my years of personal training I would always give the prospect my company pen and my business card (with a quick explanation how they can get personal training for free)
2. Perform A Real Workout – Don’t just give a 10 – 15 min sample session. Invest a min 30 min with prospect so they know you truly care.
3. Focus On Their Target Area – We all know spot reduction is a myth but the prospect will truly think you care if you especially focus on that trouble spot they have throughout the free workout.
4. Be Engaging – Train with them, spot them, perform partner taps on them for stability/balance while making it like a game or fun and safely stretch them.
5. Teach Them Something – Have your prospect walk away with not only your agreement copy but also with a new skill or fact they have learned.
6. Loan Them An Item – Give them a magazine, loan them a book, or leave a band with them. By doing this, they have to meet with you at least once more.
7. Show Future Potential – On the spot I would ask them to join me on myfitnesspal app for food help or friend me up on facebook for accountability.
8. Have Them Bring Their Friends – Before your session is up with them, have them call and invite a friend along for their next workout. Now they won’t be just committed to you but to their friend as well.
By doing all of theabove mentioned strategies you will be able to show that your service far outweighs or supersedes any of the competition.
You ideally want your prospect to be ready to pay $200/hr but when you tell them it’s only $80, you look like a hero.
Robert Foster is the President and owner of Trainers On Site, an in-home Personal Training Service that operates throughout the Greater Toronto Area. Featured on The Shopping Channel, Home Shopping Network, Rogers Cable Television, America One Network and Breakfast Television. Also in the Toronto Star, Brampton Guardian, Vaughan Liberal, CanFitPro Magazine and Fitness Business Canada. To reach Robert email: firstname.lastname@example.org or visit: www.trainersonsite.com
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