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Trainings Best Kept Secret |
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Originally, the idea of half hour sessions made me cringe, I thought the were just a ridiculous idea for a lot of reasons, but then I decided to try it before I condemned it. I figured that in Midtown Mahattan, in NYC, was the perfect spot to implement it. After all, who is busier than a New Yorker during lunch time?
I presented the program as: You can a twice a week, 1/2 hour session for $52.50 per session, on a 12 month program. I explained that we would teach them the proper warm up and cool down and we would have a trainer take them through the core of their workout in 30 minutes. On this program they are on a EFT, or automatic billing, so they are automaticly charged every month to their credit card, which is one less thing they need to worry about.
Obviously I followed AFI protocol, abd built repoire first, discovered the prospects goals and really listened to what they wanted and needed. I just followed the guideline in the AFI textbook and I sold the package every single time I presented it. Now, I am a very good and selling personal training, and I used a lot more finesse than I described above, but I have never had an easier time selling personal training than these packages.
I started to get the idea that I was on to something here, when people were signing up for these packages like they were free.
I decided to try it with hour long sessions, and it went over just as well with the clients. People are happy to commited to a fitness program, they are not committing long term to training session packages.
Electronic Funds Transfered, or EFT for short. It is how big gyms bill their members every month. It is an excellent way to bill your clients, so that you can build the relationship and train without worrying about pending renewals. If you are worried about people quiting because they are not financially commited, you can always ask for an initition fee, or charge for the last month at the same time you charge for the first. The industry fall off for EFT personal training is between 9-12%, so don't worry about it too much. Remeber, there are always more clients out there than you could ever find the time to train, just follow the AFI book when it comes to prospecting and you will do great. |
