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How To Prospect The Cardio Area |
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A lot of trainers shy away from prospecting in the cardio area, and they are truly missing out on lots of business. Many people doing cardio are doing it because they believe that cardio is the best and fastest way to lose weight.
Educate then by letting them know that for most people, the first twenty minutes of cardio is just burning up the bodies stored carbohydrates (glycogen), and because glycogen stores need to be burned away as fuel before they can start burning fat, they are wasting a lot of time burning glycogen instead of fat, and also muscle.
Offer to show them a few anerobic exercises (resistance exercises) which uses glycogen as a fuels source. In a nut shell, if you help them add a little resistance training to their pre-cardio workout, they will burn fat more readily instead of glycogen, and muscle.
Remember, when you are prospecting you are ONLY setting appointments, not selling. It is better to spend an hour in a club setting ten appointments, than just finding one interested person, working them out and selling them training. It is especially better to set ten appointments in an hour than finding an interested person, working with them for an hour (instead of prospecting) only to have them not buy!
Always set as many appointments as possible and don't spend too much time with one person when prospecting. If they are excited enough to want to workout with you now, they will still be just as excited in a few days. Out of ten appointments that you can make in one hour, you can probably gain three to four clients.
Focus your efforts, prospecting is not selling.
Click here for a short AFI article on prospecting quickly.
Click here for a long AFI article on Bodybuilding.com on prospecting and selling.
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