Learning how to get personal training clients is incredibly important when it comes to making or breaking your career as a PT.
That’s why we’ve put together everything you need to know in this article!
We take you through expanding your business through further qualifications, promoting your services on social media, building relationships with colleagues in the gym, and so much more.
Want to boost your client base? Go check out our Level 4 Master Trainer Course for more info on how you can boost your career! After all, the fitness industry is ever-changing so keeping your quals up to date is never a bad idea.
#1 – Have a Good Attitude
The first step to getting more clients in personal training is to have the right attitude. It may sound cheesy, but it really is the best approach to have if you want to maximise your business!
If you don’t believe us, imagine something that you’re interested in buying. If you were to visit a store and speak to a sales consultant who seemed indifferent or unpleasant in any way, it would at least make you feel uncomfortable during the sales process if it didn’t put you off buying altogether.
However, when it comes to personal training, your clients aren’t just purchasing a product from you.
They’re paying to spend time with someone who will motivate and inspire them and guide them to reaching their fitness goals.
This means that a lousy attitude will likely cost you all your prospective clients, rather than just putting some of them off. When the competition is high due to the vast amount of PTs out there, you need to be on top of your game!
After all, working as a personal trainer is a communication-centred career, so you should enjoy interacting with others.
Become a Level 4 Qualified Master Trainer Expand Your PT Business & Become a Level 4 Master Trainer
Become a Level 4 Qualified Master Trainer
Expand Your PT Business & Become a Level 4 Master Trainer
You should appear friendly and approachable and do everything in your power to seem likeable to potential clients. We’re not saying that it’s easy to smile throughout each day on the job, but it will certainly help when it comes to learning how to get more personal training clients.
Confidence is also a must, as it makes you seem authentic and allows you to stand out from the crowd. You should ensure that your facial expressions match the conversation that you’re having with gym members, otherwise you run the risk of seeming insincere (and this goes against everything we’ve mentioned here!).
#2 - Build Rapport
People buy off people, and in an industry where you are effectively “selling yourself” as well as your skillset, the ability to build rapport is priceless.
Building rapport as you approach a potential client is a must, so hitting them with your sales pitch straight away is the wrong way to go about it. When recruiting clients from the gym floor, you need to act natural.
Before we jump into our two favourite methods of building this, here’s a quick definition from the Oxford dictionary so that we can understand what we’re trying to achieve:
A close and harmonious relationship in which the people or groups concerned understand each other’s feelings or ideas and communicate well.
In even simpler terms, rapport basically means to relate to one another.
This leads us into the two effective methods that we just mentioned. These include talking about:
- Days of the Week
- Something else that is simple yet 100% relatable
The fool proof element to talking about the weather or the time is that they are two great examples of topics that are always relatable. Not sure what we mean? Here are some examples:
‘Unlucky it’s Monday, but we should be proud of ourselves for making it to the gym!’
‘It’s only Tuesday but at least we got Monday out of the way.’
‘Thank goodness it’s Friday!’
‘2 o’clock already? That morning went fast!’
‘It’s ridiculous this rain, but we should be proud of ourselves for venturing out to the gym.’
‘Thank goodness the sun is finally out, I was getting sick of the dull weather!’
See where we’re going here? Beginning your interactions with these kinds of topics is much better for building rapport, as not only is it indirect and nothing to do with sales (which can put someone off instantly), but it’s also incredibly relatable.
The member will feel as though they have something in common with you and maybe even initiate a conversation themselves next time they recognise you on the gym floor. Rather than seeing you as a random stranger trying to pitch a sale to them, they will see you as a friendly acquaintance.
You can use this method either before moving onto a slightly more sales-like topic (like asking them about their workout schedule, etc.) or to just build relationships with gym members who you plan on converting to leads in the future.
If you’re planning on turning them into leads then and there, you should:
- Open the conversation with one of the phrases above (or similar)
- Give them compliments and low-key encouragement
- Begin to talk about their goals, reasons for coming to the gym, achieve in terms of their fitness, etc.
- Offer them advice on what they can be doing to improve their workout (but nothing too detailed – save this for later!)
When it comes to this list, be sure not to take all these steps at once unless the member seems enthusiastic and is asking lots of questions.
If they’re hesitant at all, t’s best to space out each interaction, like beginning to talk about their goals etc. on the 3/4th encounter, so that you’re gradually getting to know them rather than hard selling your services.
#3 – Make Yourself Known in the Community
If you had the choice between owning a store in a town centre or one that was hidden away in a backstreet, which would you choose?
The point we’re trying to make here is that it’s incredibly difficult to sell something if no one knows about you or your product/services. There’s no use in trying to sell personal training sessions without making yourself known in the gym that you work in, or in your local area if you offer PT from your own home!
When it comes to marketing yourself in the gym and learning how to get clients from the gym floor, there are a few different approaches that you can take simultaneously to raise your profile as a PT. These include:
- Inviting members to workshops or group seminars
- Inviting members to participate in gym challenges
- Adding your own class to the timetable
- Leaving a PT profile set-up in every locker in the gym
- Making announcements over the tannoy every couple of hours (especially if you’re promoting a workshop!)
- Using inductions to impress prospective clients (this links into building rapport)
Aside from this, it’s a great idea to interact with members on the gym floor and form gradual and trustworthy connections with them, but we’ll talk more about this in our section on creating offers for potential clients!
#4 – Build Relationships with Other Employees
Every gym has a team of employees who fulfil many different roles yet work alongside each other. For personal trainers who wish to be as successful as possible, this is one of the most important things to take notice of!
The sales and reception staff, for example, have first point of engagement and generate rapport with new gym members during the sign-up process, before you even have a chance to meet them.
This stands you in good stead, as if your prospective clients already have a good impression of the company that you work for, they’ll likely see you in the same positive light!
Not only this, but the fact that the sales and reception staff have this positive connection with new gym members in the first place means that you should definitely make an effort to build relationships with them.
They will give you new personal training clients on a plate, but only if they like you. These staff referrals are almost as powerful as a referral from a current personal training client.
Some tips are to offer to make them a cup of coffee, cover their break for 15 minutes when they need it, or to say hello with a smile on your face in the morning as you come into work. These things will go further than you think!
#5 – Grow Client Base Through Reciprocal Marketing
Approaching clients on the gym floor isn’t necessarily the wrong way of getting more clients in personal training, but doing it aimlessly isn’t the best way either.
One approach that we’ve found to work amazingly well is when you offer them something of value for FREE. Yes, you heard us right…
Sorry to disturb your workout, but I just wanted to let you know that I’m running a free Circuit Training workshop in 10 minutes. It only lasts for around 15-20 minutes and will be covering some great techniques that you can use in your training. Would you like to attend?’
This approach avoids causing the gym member to think too much and they can make a simple yes/no decision (which isn’t too time-consuming for them either while they’re on rest gaps).
As well as this, it’s also a great method of building trust amongst gym members as you’re offering them something of value and your own time for FREE. Even if they say no, it will still cause a lasting impression with them (and even score you some extra business at a later date).
Some of the workshops that you can run as a certified PT include:
- Circuit Training
- Suspension Training
- Skill-based workshops (endurance, speed training, strength, agility, etc.)
- Resistance training (chest, abs, shoulders, arms, legs, back, etc.)
Offering workshops is one way of creating offers for potential clients, but what we haven’t talked about yet are client referrals. We talked about referrals from colleagues, but now we’re about to look at how you can use your existing clients to learn how to get more personal training clients!
Before, we mentioned that referrals from staff members are almost as powerful as those from current personal training clients. Emphasis on the word ‘almost’.
You see, potential clients may trust your employees if they strike a chord with them during the sign-up process. However, they’ll trust those who are not directly linked to you even more so.
Your current clients are the people that they will trust when it comes to judging how valuable your personal training services are, especially since your clients would have little reason to lie.
Not only this, but when you add an offer into the picture, they also have the incentive of gaining something valuable for free as well as a good reason to trust in you and your services. This is where referral programs come in!
In their essay on customer equity in marketing, Kay Peters et al write:
The relatively low investment is one of the main reasons behind the rapid expansion of customer referral programs as a means to affordably attract new customers. This is especially true among smaller companies, who usually have limited disposable funds.
This is a valid point, as referral programs are a great method for personal trainers who want to learn how to get personal training clients on a budget.
This is how it works; if your client refers a friend to your PT membership, they get a FREE session added into their own programme. Their friend also gets their first session free.
It’s so simple, yet it works as an effective way to grow your client base. It also simultaneously creates a larger community around your services, which boosts morale for your clients and helps to keep them motivated!
#6 – Run Group Inductions
Are you still doing your inductions one-on-one? If so, you need to change things up! In our opinion, group inductions are incredibly effective for selling PT. Not only are they incredibly time-efficient when you have a busy schedule, but they’re also a great way of getting more clients for personal training sessions.
You’re saving time by condensing all of the separate inductions that you would be running into one, and therefore making it easier for you to gain more clients as you get to meet and build rapport with more people than you would have been able to otherwise.
To give an example of how a group induction would work in your favour, the best thing to do once you’ve got everyone together is to ask towards the beginning of the session (along with other questions to make it seem less direct):
Is anyone here interested in personal training?
Even if only one or two people respond to this question with interest, that’s fantastic. This means that you’ve saved time by identifying your gym induction leads for that day within one timeframe, rather than wasting your time with each member individually.
Can you guess what we’re going to suggest as your next action point?
Shift your focus to those that are leads. Even if its only one person, make sure that they receive most of your attention during the session and be extra mindful of building rapport with them. They’re much more likely to turn into a paying client if they’ve expressed interest in your services, so it’s a no-brainer really!
One way of building rapport with the group throughout the session is to give them something of value for free – this could be a protein bar or an energy gel. It sounds like a small gesture, but it will last in the prospective client’s minds and maybe even make those who didn’t express an interest think twice.
As the induction comes to an end, you should ask those who expressed an interest in PT if you can speak to them off the gym floor, and then begin the actual selling process.
#7 – Use Social Media
A great way of getting more clients as a personal trainer and retaining those that you already have is to create an online community where you can engage with your audience.
For existing clients, the best way to go about this is to create a Facebook group where you can connect privately between yourselves (some may not want their content to be posted publicly), and where clients can motivate each other by sharing content that displays successes in their fitness journey with you.
You can also use this group to spur them on out-of-hours by posting photo and video content (with permission) from sessions to show off how well each client is doing, or content from your own fitness journey to encourage and inspire them. This could be the healthy meal you made for dinner, or a new workout you’re trying out. Be the inspiring mentor they’re looking for (but without showing off!).
An Instagram account that advertises your brand as a personal trainer is also a great idea, as not only can this work in a similar way to Facebook groups to motivate and inspire your existing clients, but it can also make you known to the wider fitness community.
People in your area will stumble across your services if you post often and tag your location, and if you have a vibrant Instagram page when this happens (as opposed to your competitors), then you can’t go far wrong. You’ll stand out from the crowd as being one of the most exciting and inspiring PTs in your area, and every fitness enthusiast in your local area who needs help with their training will be asking for your help!
Sure, Instagram may not be the most practical way of gaining clients fast, but it can certainly help to spread word of mouth and boost your overall reputation.
One great way of using Instagram and FB to market yourself and get more clients as a personal trainer in your area is to run competitions where your audience can like, share and comment on content in order to win a free PT session/protein bar box etc.
Not only is the winner of the competition likely to turn into a paying client, but those who enter are also incited to try out your services.
Not only this, but they’re also helping to spread the word about your services to everyone interested in PT sessions who owns a social media account in your city/town, which certainly isn’t a bad thing!
Marife Mendez et al in their essay on sales promotion and brand loyalty state the following:
Sales promotions can contribute to the on-going success of marketing efforts if there is an appropriate understanding of the consumer and the market.
This is incredibly useful when examining social media in general as a platform for sales promotion, as it simultaneously allows you to gain an insight into consumers and competitors alike, and therefore enables you to make accurate and effective decisions about how you promote your services.
A good rule to follow when running promotions on social media is to use a 80/20 approach where 80% of your content is focused around adding value to your page and 20% is promotional, so that you’re not hard selling to your audience.
#8 – Optimise a Website & Consultation Form
Never underestimate the power of having a good website. Not only is it a great platform to place all the information about your services (which you can direct new clients to!), but it’s also a great method to use when learning how to get more personal training clients.
Notice how we said ‘optimise’ a website, not just create one. You don’t have to be an expert in SEO, but it will help if you check out some of the basics and implement them when building your personal trainer website. SEO isn’t that hard to use and if done correctly, it will boost your chances of gaining clients from location-based searches!
To give you an example of how effective this can be, we’ll perform a quick Google search for personal trainers in Liverpool:
As you can see, straight away we’re given the website of a personal trainer who has set aside the time to create one, and it ranks of the first page of Google for the keyword ‘personal trainer in Liverpool’.
This means that whenever someone searches using this keyword, they will see this personal trainer’s website on the first page that appears. Hopefully you can now see how useful this is for gaining more clients as a personal trainer working in one specific area.
It gives you a huge advantage over the other personal trainers in your area when it comes to gaining Google leads, which are arguably some of the most important if there are clients who don’t already attend your gym or you run sessions from your home in your spare hours.
However, for now we’ll run over some of the crucial things that you should include on your site to ensure that it’s successful, and things that you can do to boost its rankings:
- Basic SEO optimisation (keywords with ‘low difficulty’ that you can rank for, e.g. ‘personal trainers *your area*’
- A consultation form
- Subscriber list
- Effective CTAs (calls to action)
To give you a better idea of what we mean by all of this, we’re going to take a quick look at the S.O.S. personal training website, created by Cardiff-based personal trainer Sam O’ Sullivan.
One glance at the home page will tell you that this PT business knows how to market themselves. Not only is the website design crisp, clear and user-friendly, it’s also effective for selling their services.
Notice how the ‘find out more…’ text is strategically placed. This is known as a ‘CTA’ or ‘call to action’ and drives users to make an action on reading about your services. This is an effective way of generating leads online.
Alongside having an evident CTA on the first page of your website, you should have a consultation form if you’re in the PT business. It should be one of the main focuses of creating a website in the first place, as it is the most effective method of driving your audience to contact you and convert into paying customers.
To give you an idea of what this could look like, here’s another example from the S.O.S website. It’s conveniently located just below the main header, which makes it impossible for readers to miss, and if they’re interested in your services (which they will be if they fill in your form) then they’re certainly good leads to generate.
All you need to do for this to be effective is to ensure that your consultation form is well-designed, and conveniently placed, just like the one in the example:
This method is fool proof. You are offering something of value for FREE to your leads, which is something that you know they’re already interested in.
All you must do is make the consultation engaging and inspirational by showing your leads how you can transform their fitness and consequentially make them feel better about themselves, and chances are they’ll become paying clients. You just have to wow them!
The great thing about this is that your leads won’t realise that they’re signing up for a sales pitch when they book a consultation with you, they’ll think that you’re doing them a free favour… and that’s how to get personal training clients with your website and consultation form!
Check out our article on PT consultation for more info on the topic: https://bit.ly/2sZexVm
#9 – Start Blogging & Email Marketing
One great thing to try when looking up how to get more clients as a personal trainer is to turn to content and email marketing.
It may sound alien if you’re not familiar with either of these things or using digital media to market yourself in general, but don’t fear! It really isn’t as complicated as it sounds.
To give you an example of what we mean by content and email marketing, we’ll start with the ‘content’ part. This is also known as blogging, and it’s a really effective (and actually quite fun) way of marketing your services as a PT.
For more details on how to set up your blog (that will be integrated on your website), check out OriGym’s guide to setting up a fitness blog. However, we’ll jump straight into an example of a successful PT blog to give you some inspiration:
Not only is the blog incredibly well-designed (nice and simple), but it’s also optimised well for search engines. The blog posts are centred around keywords like ‘lose belly fat’ and ‘fixing hip, knee & lower back pain’ and interesting topics that potential clients will want to hear about.
In terms of topics that you should focus your content around, there’s no end to keywords that are related to fitness in some way. You could balance a nice mix of personal training topics with workout guides etc. to draw traffic (and potential clients) to your website.
Again, we actually have an in-depth guide on fitness blogging which you can check out here!
Email marketing with your blog!
One you’ve set up both your website and your blog, it’s time to set up an email subscriber list. If you’re not sure what this is, it usually looks something like this:
In this example, you are given the option to join the email subscriber list for lovesweatfitness.com, which is the incredibly successful blog of Certified Personal Trainer Katie Dunlop.
Obviously not everyone will choose to sign up to this, but if you design your email subscriber CTA as well as the one above then you’ll definitely start to build up a base of subscribers that you can send marketing emails to!
Not only will these help with boosting the CTR (click through rate) of your website, but they will also encourage those that live nearby choose you as their PT when the time comes for them to select one.
Another thing that you can do with your website and email marketing campaign is to become an online personal trainer. You can gain online clients by marketing live sessions or pre-recorded PT sessions/workouts, along with your expert PT advice for a specified fee.
We’d definitely recommend checking out Katie’s website for inspiration in this area, along with our list of Celebrity Personal Trainers who have gained significant exposure from their online presence.
Going back to the S.O.S. personal training site that we mentioned in the section above, they also have an impressive approach to email marketing. They send out engaging newsletters to their readers that inspire and evoke emotion, which is a great strategy when it comes to getting more clients in personal training!
To give you an example of what an effective email marketing strategy looks like, here’s a section of one of Sam O’ Sullivan’s newsletters to his blog readers:
‘One of my clients Rachel has lost almost 8 stone with me now
That's 112 lbs of 51 kg for those of you who prefer new money
I remember when we started working with each other I kept things really simple for her
Analysing her current habits and activity I simply went for the lowest hanging fruit
What was the smallest change i could make for the biggest effect
You may have heard of Pareto principle and I use this in ALL areas of my life
Especially my coaching business
This is EXACTLY what I did with Rachel
It was so effective that after 5 months she'd already lost 3 stone of fat
That's right - not a single gram of lean mass!
After 5 months she said to me
"Sam when will I start my diet?"
Which sums up Pareto's Principle
We literally changed the smallest of things and BANG she had lost 3 stone
Fast forward to today and a further 5 stone has vanished
She can now walk up the stairs without puffing and panting.
Has the energy to play with her nieces and nephews.
None of this was possible before.
Now of course I can write the most in depth and concise nutrition plans.
- A plan that made sure clients hit all their macronutrient targets for the day
- Achieved the optimal balance between protein, fats and carbs for their goals
- Gave them the perfect calorie range for the best possible fat loss
- Ensured each and every micronutrient hit the minimal recommended daily intake
But imagine what I gave them was not enjoyable, maintainable and something they could keep up for a year or more
Then despite the effectiveness of the plan it would not be the right one for them and I'll be wasting their time and hard earned cash with a plan that won't work.
I see this all the time with trainers giving clients the chicken and broccoli diet
Meat and veggies 4 x a day #NoThanks!
I couldn't stick to that and for me food is just fuel
Going back to Rachel and her success
I understood her good and bad habits
I identified which ones might need a little tweak here and there
Changing one thing at a time
For her it was tiny steps that had HUGE positive effects
One change yielded 3 stone of weight loss - Yes just small ONE CHANGE.
It's that time of year when people are looking for secrets of success in everything they do
They want everything right now and overcomplicate things from the get go.
No wonder over 75% of people give up on their New Years Resolutions in less than 5 weeks.
You want COMPLEXITY and DETAIL, but it's SIMPLICITY and CLARITY that most require
Over complication leads to OVERWHELM and INDECISION
My advice this year, work with someone who can identity the small changes that will have HUGE REWARDS.
What's your Pareto principle?
What's the 20% that gives you the 80%
This is EXACTLY what I teach on my 21 Day Challenge
I'm busting for it to start now and it kicks off on January 4th
Click this link and we can arrange a time to discuss >>>> 21 DAY CHALLENGE <<<<
- Sam 'Simplicity is Genius' OSullivan’
See how engaging and effective this is?
It’s an original piece of content, packed with emotion and motivational themes. It makes all of us want to run straight down to the gym and begin working on a sustainable and healthy lifestyle that we’ll finally stick to!
We trust it because it is a case study, and therefore a true story, of someone who has transformed their life with the help of the trainer that is reaching out to us.
In all honesty, if you were thinking about signing up with a personal trainer and received this email from Sam, you would likely contact him and set up a free consultation. Or, if you didn’t live in proximity and he provided online sessions, you’d probably want to find out more about those too.
We praise his approach to email marketing because of how honest it is, and how it stands out from the crowd of other emails that we receive from personal trainers who create content that lacks that ‘inspiring’ touch.
One of the most important phases when learning how to get clients as a personal trainer is to ensure that you can connect with potential clients in a meaningful and motivating way.
Take a look at other professionals out there who are the most successful, observe what they are doing, and create your own way of doing those things. Get creative and add your own personal touch. Use client case studies and be honest about how your clients can make their lifestyle changes sustainable.
If you do all of these things with your website, social media channels, blogs, and in your email newsletters (as well as in-person), you can’t go far wrong!
#10 - Make your Business Niche
Picking a specialism is a wise career move when it comes learning how to get more personal training clients.
Think about it this way; if you were looking for advice on strength training, for example, then you wouldn’t want to train with just any personal trainer. You would want to gain insight from a strength and conditioning coach, who was an expert in their field.
Luckily for you, a good deal of personal training clients are actively searching for expert advice in their chosen training specialism. They’re looking for a specific kind of trainer that stands out from the crowd, who can coach them in their chosen direction and offer them something that your average personal trainer cannot…
Not only will choosing a niche target market help you to stand out from the crowd of personal trainers that are qualifying each day across the UK (making it easier for clients to find you), but it will also make finding clients in your gym a much easier task.
Once you have a niche specific target market in mind, you’ll literally know where to look.
For example, if you qualify as a strength and conditioning coach after completing your PT qualifications, then you’ll know that the free weights section is a good place to socialise in-between sessions.
Having a target market will also enable you to build a client base that is tailored to your existing skills and traits, and that you can provide real value to in your sessions. This will certainly help you with retention of clients, as they will never grow tired of your services if you know how to provide them with valuable sessions that are moulded to their individual training goals!
There’s no reason not to put yourself in a position where you’re one of the only trainers who can help them in their preferred area of fitness, as this will work wonders in helping you to turn those passionate about your specialism into regular paying clients.
#11 - How to Get Clients as a Personal Trainer: Business Cards!
One relatively forgotten method of getting more clients in personal training is to use business cards. We know what you’re thinking, and what some PTs who have worked in the business for a while might have told you; they’re not worth it.
We’re here to tell you that this isn’t true if you implement the right method, and we’re allowed to say this as we’ve got a great deal of experience in the industry ourselves!
We know from our own experience that business cards can be a great way to boost your client base as a personal trainer, and this thankfully doesn’t involve the ‘spray and pray’ approach where you hand them out at random.
There are a few ways that you can use PT business cards to your advantage, but some of the most effective include:
- Aiding gym members in their workouts, having a short conversation and then handing them your card if they seem interested in what you do (no hard selling!)
- Asking colleagues to hand out your card to those who enquire about PT sessions
- Including your card in a welcome pack for new clients so that they can give it to friends or family who may also be interested
#12 – Build Client Relationships with Needs Analysis
If you’re not familiar with what a ‘needs analysis’ is, the first thing that you should know is that it’s incredibly important to conduct one before trying to close sales with clients.
Once you’ve already built a rapport with gym members and they have expressed an interest in your personal training sessions, it’s now time to find out what they need you to provide for them in order to reach their fitness goals.
To do this effectively, you need to ask them open ended questions. There’s not much use in asking questions such as ‘do you want to lose weight?’ or ‘have you got plans to gain muscle mass?’, as this results in a yes/no answer and doesn’t do anything to progress the conversation (or the sale).
Asking open ended questions at an early stage will get things moving faster, both for you and your soon-to-be client. You’ll get closer to the sales point, whereas they’ll get closer to achieving their goals, so it’s a win-win situation when learning how to get personal training clients!
You want the client to tell you as much about themselves as possible, and you need to give them that opportunity. A needs analysis is the process of finding out why your prospective client is sitting in front of you.
Put even more simply, it involves finding out what your clients’ needs are; why do they need your assistance to achieve their goals?
To help you in structuring your needs analysis, here are some examples of the open-ended questions that you can ask:
- What exercise have you done in the past?
- Where would you like to be with your fitness at this time next year?
- How much weight do you want to lose?
- When do you want to achieve this by?
- Why do you want to achieve this?
The great thing about these questions is that none of them can be countered with a yes/no answer. They require a proper explanation, which is why they work so well when it comes to getting more personal training clients. They directly facilitate conversation and relationship building.
#13 – Follow Up with Potential Clients
Just because someone is genuinely interested in improving their fitness, it doesn’t mean that they can’t be distracted from actively pursuing this goal. Usually this is something to do with the fact that it’s difficult to get the motivation to start (being something that requires physical action).
When it comes to learning how to get personal training clients, an effective method to try out is following up with those who have expressed some form of interest in your services.
We understand that this can seem daunting, but don’t worry; it’s a well-known sales technique and is used daily by businesses across the globe. You’ll likely be surprised at the amount of people who are keen to hear more about how you can help them, and who ultimately end up signing up with you!
It’s important to remember that following up isn’t directly asking for a sale and can be done indirectly in some cases. It’s more of a gentle reminder that you’re still there if they wish to proceed and shows them that you’re not hard selling (which is off-putting in this industry).
What helps the process of following up with prospective clients is if your initial meeting with them was positive, engaging, and made a lasting impression. This will mean that you’ve already established some level of trust with them, and they’ll be much less likely to suspect you of trying to sell your services.
Ways that you can follow up with your clients include greeting them as they enter the gym or approaching them on the gym floor and asking how they’ve been. The secret to doing this effectively is to keep things subtle and to steer clear of being too upfront!
All you need to do is to check in with them every week by having a natural conversation about how their workouts are going, etc. so that they’re aware of your presence in the gym, and will subconsciously keep you in mind if they ever decide that they want to start PT sessions.
Hopefully you’ve got a good idea of how to get personal training clients in a variety of different ways, so that you can exhaust every method and maximise your client base and as you grow in your full-time PT career!
Want to branch out your PT business into a popular niche? Go check out OriGym's qualification in Sports Massage Therapy or Level 4 Sports Nutrition course, or download our FREE prospectus here for more info on what you could be learning!
- Mendez, Marife, et al. "Sales promotion and brand loyalty: some new insights." International Journal of Education and Social Science (2015): 103-117.
- Peters, Kay, Peter C. Verhoef, and Manfred Krafft. "10. Customer acquisition strategies: a customer equity management perspective." Handbook of Research on Customer Equity in Marketing (2015): 227.
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Become a Level 4 Qualified Master Trainer
Expand Your PT Business & Become a Level 4 Master Trainer