Make your presence known in the community by volunteering your time.
Help others and they’ll help you back. Some simple ways to do his is maybe offer a free workout in the park, or a free workshop about correct form at the local Rec Centre. Even some free small group classes for elderly or teens if you are certified to do it! Just make sure your marketing to your desired niche.
Listen to your clients and they will trust you
A client will commit to training if they feel you have listened to them – use your active listening skills. Clients are much more likely to make a commitment because of establishing trust with you. Learn to get your client to explain the ‘why’ behind their goal – e.g. why they feel they need to lose weight. As a trainer, don’t try to control or steer the conversation or offer them a goal. Sometimes there may be awkward silence as they think about how to phase their goal to you, and that is ok. Be patient, but focused and be sure you, the trainer, understand where they are coming from and where they want to get to.
Real life proof
People need results to stay motivated. Programs must be results oriented. Clients also like to compare their progress on your program with others doing the same. They will more likely to believe your program the best because you can provide success stories! The use of “before and after pictures” can be invaluable. But use with caution as some are not comfortable initially to have their picture taken. One successful trainer in Victoria, BC, initially offered a discounted 8 week program when the client agreed to before and after pictures and provide a testimonial.
Be a Rock Star
People tend to want to hang out with confident, successful people. As a trainer, believe you are a successful Rock Star! Don’t be shy when you market yourself – use sayings like: “Call Now” and “Register Now,” “Best training in town,” and “Why wait any longer.”
People are easily persuaded by people they like. People connect with someone who smiles, has open body language and can easily strike up a conversation. This is your passion, so exude it in every interaction. The more approachable you are, the more likeable you will appear to everyone. One major gym chain in the lower mainland makes new trainers to get 30 signatures from members in 60 minutes on their first day on the job! This forces new trainers learn these techniques very quickly!
Exclusivity gets everyone wanting more. People want what they can’t have or if they think they may miss out. When you market yourself, describe offers that are about to close or go up in price. Make the urgency of the sale or promo exclusive to them – with a time limit. This is how the majority of sales are made.