 |
|
Step 1:
Site Search |
What Clients Look for when Choosing a Good Personal TrainerHandling the Inquiry CallChoosing a good personal trainer usually starts with making contact with a trainer. When you receive the call it is important to remember that you are being evaluated, so make sure you answer the phone in a professional manner. Never answer the phone if you are working with a client. That makes you look very unprofessional to both your prospect and your client. Voice MailIf you don't have voice mail, you should get it. Make sure you have a very professional, informative and easy to understand message that identifies your business and states that you are busy training clients.
Your ObjectiveRemember your prospect's objective is choosing a good personal trainer, but your objective is to qualify the prospect and schedule a free introductory consultation. How do I qualify a Prospect?You need to ask them questions and really LISTEN to their answers. The biggest mistake people make when handling prospect calls is going into overdrive with the sales pitch. Its a turnoff. Here are some questions that you should mix into the conversation:
Try not to make it sound like you are drilling your prospect for information. Practice mixing these questions into a conversation by role-playing with a friend. Keep practicing until you can do it and still sound natural. The purpose of these questions is to make sure the prospect works out near you, is medically able to work out, and can afford your services. There is no point in going further if any of these conditions are untrue.
Make a DateIf the prospect is qualified, your next objective is to schedule a free introductory consultation. Open up your calendar and set a date and location to meet. Its important to set the prospects expectations for this session. Many prospects have shown up all ready to workout and have been disappointed. Make a Good First ImpressionIf you use our Complete Training System for Personal Trainers, your new clients can automatically login to their Client Dashboard and complete their medical, health and lifestyle screening before they meet with you. This saves time for them and gets you important information before your first meeting. As we will see in our next page, the introductory consultation is about gathering all the information you need to design a training program.
Next Page: The Introductory Consultation Navigation Guide: Home Page / Choosing a Good Personal Trainer |
I promise on my voice mail to return calls within 4 hours during business hours. This urgency makes people feel like their call is important. I've had prospects tell me how impressed they were with that. 