Prospecting and selling PT is all about asking the RIGHT questions. If you are walking around asking the wrong questions, you are killing your opportunity to make money and even worse, you valuable time!
When Prospecting, we often ask people what their goals are, this question is asked so often that the automatic response has become, "Lose weight ands tone". "What's your goal"' is a dinosaur of a question and it is time to create a new dialogue with the prospects we meet on the gym floor.
Instead, ask the prospect about what motivates them, it may seem like a small difference, but it will automatically set you apart and above other trainers. There isn't a right or wrong answer to the questions about what motivates them. What will motivate them towards a healthy and fit lifestyle are likely also the reasons they would buy personal training.
Everyone in the gym is motivated to be there, there is millions of other things they could be doing, and still they chose to workout. There is a desire; a need or a want is driving them. Once you discover what that driving force is, you may find yourself with a new client.
For articles written for personal trainers go to Afitrainer.com, or visit bodybuilding.com to read more AFI articles for trainers. If you are an American Fitness Institute trainer, you have access to an updated sales chapter online and other recourses, so take advantage of them.
Working out on their own is great, but taking an exercise program to the next level, and getting superior results requires the guidance of a certified personal trainer. Consider what motivates them and come up with some specific examples and suggestions on how together you can achieve. Most of all, you will want to share your enthusiasm.
You are not asking the RIGHT questions if:
- You are not finding a new client EVERY SINGLE WEEK
- You are not completely booked AM & PM Primetime EVERYDAY
- You are NOT making TONS of 1st WORKOUT APPOINTMENTS EVERYDAY
- You feel ANY TENSION OR APPREHENSION when approaching a prospect on the gym floor.
If getting new clients and is a problem for you, then you are simply not doing it right! STOP making things much harder then they have to be, getting a new client a week is easy once you know how to do it.
