Hey Rus,
The thing that has always worked for me during a consultation has been an old persuasion tactic. You shoud llook at teh consultation as not only an "interview process" for teh client to learn about you, but also, a tool to see if you want to work with that particular client. I probably refused as many clients as I did attain in my years. Th reason being is I want peopel that are committed, understand the process, and are prepared.
An old sales tactic is to "make them agree with you". Lets face it...a trainer is NEEDED by a client.
A typical question worded, "Ms. Jones, would you agree with me that most falls suffered by elders can be reduced if their balance is improved?"
CLient: "Yes".
Trainer: "And would you agree that if your balance is improved through a structured training program, you are more confident in participating in ADLs?"
CLient: "Yes".
Trainer: "And would you say that you if can perform your activities better and play with your grandkids pain-free...than...overall you can enjoy life more?"
Client: "Yes".
"Well, Ms. Jones, I think I can help...."
I know during my time at at the YMCA (both as a trainer and director), you don't have many clients. That is simply how Y's work. They don't promote trainining like commercial gyms do. And PT is not a huge profit center in a non-profit orgainzation. So referrals can help, but they cannot be your only source of revenue generation. The consulation, eventually, will have to come in handy.
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