Personal Training Sales Question

I

illiniphase4

0
Hey all,

I'm finally getting out of the military this Christmas and I am beginning interviews for training jobs before I start school next fall. Basically, in some of my practical interviews, the hiring managers, on top of personal training knowledge, want to see me walk the gym floors and approach potential clients. All previous training experience was back with my college's Division of Campus Rec and outside of the potential client approaching me while already on the on the job, clients were doled out to us, so I have little to no selling experience.

Basically my question is, what are good methods of approaching potential clients while on the gym floor and just in and around the gym?

My biggest concern is coming off personably, yet professionally, because I know that I hate being interrupted during my own workouts for anything other than spotting someone else, so I really don't want to come off as a jackass going around interrupting everyone.

Any and all inputs are greatly appreciated.
 
Bump.

Im interested to know what yal have to say b/c im in that same boat too
 
Scenario One:

Fitness instructor notices Joe taking a short rest in between sets.

"Hey, how are you? I don't want to take up much of your time, but did want to let you know that my name is _____. I'm one of the fitness instructors here, and I just wanted to introduce myself to some of the members. I've got business cards in the lobby, make sure to grab one on your way out as you leave. And your name is? (Joe)

The jist of what I do, Joe, is I help the members by coaching them through fitness routines that are customized to maximize their progress more efficiently. Maybe it's building more muscle, maybe losing some weight, or both. Whatever the case, just know that my evaluations are free and don't be afraid to ask me questions.

I'll let you get back to work. (handshake) It was nice meeting you, Joe.

That took all of what, 25 seconds?

Good luck!
 
Pesonal training

Why would they have you do this. If that is what they at this gym want you to do then so be it. The best way is to find those that are having or looks as if they are having problems with the equipment and ask if they need help. Start a conversation that way or greet members of the gym as they walk in the door.
 
I just have my trainers go up to people and just be personable. Its very easy. You dont even have to talk working out, just get to know their name and them yours. Then when they do have a question they will seek you out. Much easier than trying to sell them off the bat.
 
I wouldnt start giving out tips until people show interest. This kind of thing is annoying imo.

Just say hi and le tthem know that you are new and trying to get to know everyone.
 
The biggest part of prospecting is just being personable. Its a sales buisness so in order to make money you have to get out of your comfort zone and talk with people off of the floor.
 
I have noticed that a lot of members at gyms will watch a personal trainer with his clients over a period of time to see whether or not he's a "cookie cutter" trainer, or one who is dealing with the specific issues of his client.

The gym I go to has a bazillion trainers. I'd only use two of them for the following reasons: they (a) are extremely knowledgeable wrt technique and theory; (b) enjoy what they are doing and care about their clients; (c) know the physical limitations of their clients; (d) sit down with their clients and ask them a lot of questions so they can tailor a program for them; (e) don't keep their clients on the same program for more than 2-3 months and are willing to work with their client, not against them; (f) are realistic and don't sugar coat anything; (g) are properly certified; (h) are in fantastic shape; (i) they can motivate even the laziest of clients; (j) they are well informed and have good connections in the fitness industry; and (k) are more than willing to chat with me when they aren't with their clients (i.e., as Malley put it, they are personable). Nobody wants a personal trainer who is a cranky pants.

These sound like no brainers, but you'd be surprised at just how many crappy personal trainers there are out there that don't have any of the above.

I'm sure I've left out a ton of other important qualities ...

Really what I'm saying is it's a lot more than just approaching people and being nice.
 
Last edited:
i_love_muscle said:
I have noticed that a lot of members at gyms will watch a personal trainer with his clients over a period of time to see whether or not he's a "cookie cutter" trainer, or one who is dealing with the specific issues of his client.

The gym I go to has a bazillion trainers. I'd only use two of them for the following reasons: they (a) are extremely knowledgeable wrt technique and theory; (b) enjoy what they are doing and care about their clients; (c) know the physical limitations of their clients; (d) sit down with their clients and ask them a lot of questions so they can tailor a program for them; (e) don't keep their clients on the same program for more than 2-3 months and are willing to work with their client, not against them; (f) are realistic and don't sugar coat anything; (g) are properly certified; (h) are in fantastic shape; (i) they can motivate even the laziest of clients; (j) they are well informed and have good connections in the fitness industry; and (k) are more than willing to chat with me when they aren't with their clients (i.e., as Malley put it, they are personable). Nobody wants a personal trainer who is a cranky pants.

These sound like no brainers, but you'd be surprised at just how many crappy personal trainers there are out there that don't have any of the above.

I'm sure I've left out a ton of other important qualities ...

Really what I'm saying is it's a lot more than just approaching people and being nice.
Click to expand...

Very well put!
 
Here is my 2 cents.

Workout at the gym without a headphone or headset and amaze those members at the gym. Guys / gals will come up to you and ask questions. Shoot, I am not a trainer but have had my share of people compliment the power that I generate / pack. Or if you noticed a woman trying to re-rack the heavy 45 lbs to use the machine, walk on over and help them out and that is a nice seque to introduce yourself.

I had a trainer come over to me and introduced herself to show me how to use a machine properly. LoL. It was the calf machine and the best part was that I was not using it to increase my strength but it was a finishing machine that I use to stetch and stimulate an ankle injury to strength the ankel ligaments. I just politely accepted her advice and said thank you and did 1-2 sets as she showed me. There is nothing bad about trying to help people out. If they like you, they will ask you more questions and that may lead to a sale. Impress them with your knowledge once you go them hooked.

Just my opinion but trying to hook a gym rat that is there 2x a day for 4-5 days a week might not be the best idea though. :)

Additionally, offering to give a spot is also a good idea to introducing yourself. I think headphones = leave me alone usually.
 
The best thing to do with someone who is there atleast 5 days a week is just become friends with em. I talk softball with one of the guys that comes in. He asks me questions now and then. I dont look to sale everyone, but I do want to keep the members at my club happy.
 
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