Selling personal training can be challenging. You want to ensure you're doing everything you can to sell your clients the benefits of working with a trainer and that they get great results from the program you put them on. Here are some strategies I've used in my business over the years that have helped me sell more personal training packages:
1. Get your hands dirty.
Get involved in the community, volunteer at a charity event or local school, and offer to help out with the PE classes. You can also volunteer at sporting events like marathons, races, and local parks. This will allow you to meet people interested in hiring you for personal training services (or who could refer clients).
2. Know your clientele.
Before you can sell anything, you need to know your clientele. You need to know what they want and how best to get them to buy it from you. If all of your clients are in the same age range and gender, then it's time for a change! If most of them have similar lifestyles, then other avenues of personal training would suit them better than fitness coaching sessions with yourself or another trainer at your gym.
3. Learn from the best.
If you want to be a great trainer, it's important that you learn as much as possible about personal training. You should also try to learn from other trainers' experiences and mistakes as well as your own. Pay attention when clients tell their stories about their training journeys because there are many valuable lessons in these stories that can help you become a better instructor. Research is another great way for trainers to gain knowledge about their craft--there are numerous books and articles available on this topic that can provide useful tips for improving their skillset.
4. Focus on the workouts, not the equipment.
Personal training is not about using fancy equipment but helping clients achieve their fitness goals through proper diet and exercise. A good trainer will help you create a workout plan that fits your needs, schedule, and goals!
The best way to sell personal training is by focusing on the workouts instead of what equipment you'll have access to during sessions. Some examples include:
- Walking/jogging outside (no shoes required)
- Stair climbing/running upstairs (no shoes required)
5. Educate through experience and education
You can use your personal training experience to educate your clients, and it's an effective way to do so. Educate through education and experience: educate clients on the benefits of exercise and nutrition, how to achieve their goals, etc
6. Give value to your clients, not yourself
- Share your knowledge and experience with them.
- Connect with them as friends, mentors, coaches, and cheerleaders.
- Let them know that you are there for them as a leader who has their best interests at heart and will help guide them through their fitness journey with confidence and encouragement along the way!
- Don't wait for your clients to call you. Most people are busy and have a lot going on in their lives, so they may not reach out right away when they're ready to book another session or sign up for personal training. You can avoid this by following up with every client after each session.
- Don't just follow up once; follow up consistently. One doesn't cut it; you need to ensure that you're reaching out multiple times throughout the week before moving on from someone who hasn't responded yet (which means that if a person hasn't responded within 3 days of sending the initial email, then move on).
- Focus on more than just selling your services; focus on building relationships!
Conclusion
Selling personal training can be challenging, but it doesn't have to be. By following these tips and strategies, you can increase your chances of success with this sales process.
