Share Your Consultation Strategies - JP Fitness Forums

Ruslan Kedik · 08-10-2007, 12:47 PM

Hey guys,

If you're very successful and comfortable with your consults and signing people up for training I want to know your strategies

I've noticed that right now I run a referral base business. All my clients come to me because of their friends, neighbors, or they've simply seen my clients progress and decided to sign up with. What I have also noticed is that I'm terrible at the "presentation" a.k.a. consultation itself and If I'm put into a situation where I want to sign someone up and they know absolutely nothing about me and my business I'm in trouble.

I struggle with explaining to those potential clients how they will benefit by having me on board, and how much I can do for them. When ever I have a refferal it's easy, they've seen their friends change for the better so they come to me ready to sign up and I don't have to sell them.

I know that everyone that has signed up with me and they had to "think about it" they're now shaking my hand and thanking with "this is the best money I've ever invested into anything."

I know that i'm very weak in this area and i'm looking to improve and develop this skill.

Thanks guys

Ruslan

gtanak · 08-10-2007, 01:19 PM

When I used to work for a commercial gym, I never used their so-called sales tactics. I basically gave potential clients a physical assessment (after the inital goal setting, past experiences, etc.) using the overhead squat test, plank, and 1 legged squat test. From there, I explained their muscle imbalances and why this could lead to injuries if not properly supervised. I then outlined an individualized program (emphasizing "individualized") and ask them if they're interested. They either want it or they don't. If they're serious about their goal, they usually sign up, however new potential clients are still a hard read for me (as I've gotten by with referrals as well). You can also show them the before and after pics of your current clients. In the end, just being honest and having confidence in your abilities as a trainer is the biggest difference maker, imho. That quote you have from McGill is right on!! Hope that helps.

Gary

Lisa~ · 08-10-2007, 03:42 PM

I was thinking of your McGill quote too. If you can state your training philosophy, then that's what you tell the potential client.

BTW, most of my clients come from referrals too. There are seasonal ups and downs, but overall it produces as many clients as I want. If you've built that kind of reputation, then you probably get asked questions in the gym frequently. I know I do. That's the time to plant that little seed. Show them one small thing that might help resolve the issue they've asked you about and simply say that if they want to invest more time (money being implied) that you'd love to work with them on a regular basis.

Maki Riddington · 08-11-2007, 08:16 PM

Just listen to them. Ask them questions to find out what their emotional reason is to work out.

From this I will be able to decide whether they are a potential client, someone I'm going to take a chance on or if they will drop out after several sessions.

I can say with confidence that I have nailed about 98% of all my consults and I suck at selling in the traditional sense. I just sit back, listen and ask the right questions.

John Izzo · 08-11-2007, 09:12 PM

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.

tonymcclellan · 08-17-2007, 09:28 PM

Quote:

Originally Posted by Maki Riddington

Just listen to them. Ask them questions to find out what their emotional reason is to work out.

From this I will be able to decide whether they are a potential client, someone I'm going to take a chance on or if they will drop out after several sessions.

I can say with confidence that I have nailed about 98% of all my consults and I suck at selling in the traditional sense. I just sit back, listen and ask the right questions.

Couldnt agree more. RK, I would look at jimlabadie.com

Quote:

Originally Posted by John Izzo

teh consultation as not only an "interview process" for teh client to learn about you,

AAAHHHH. John the H comes before the E. Sorry, had to rant.

Jean-Paul · 08-19-2007, 05:51 PM

I really enjoy Jim Labadie's newsletter. It's one of the few that doesn't solely exist to pimp products. Not to say that he doesn't (and I don't have a problem with that either way), but I always learn something from his newsletters.

galya · 09-18-2007, 01:38 PM

1. Have a few clients tell you/write what it's like to train with you. Have them describe the changes they went through, the emotions connected with training. It will help you get an insight into what you deliver. As trainers we think we "drill a hole in the wall" (to quote Alwyn) and this is what people want (results) however it is how they "feel" that makes their friends want to work with you. You will see that you give more and different things to people than you thought. Then, you can explain what you give during the consultation process.
2. Have a book with results and testimonials that you can let them flip through when you explain who you are and what you do

Your approach will differ from person to person, but the basics are the same. They need something from you - a goal, a promise, hope, program, diet, whatever. Find what they need in how they speak to you. Then again, if you don't find compatibility that's fine, too.

Ruslan Kedik · 09-18-2007, 06:23 PM

Wow, not sure what happened but I wasn't receiving my “reply to thread notification” e-mails, sorry for not being part of this guys.

Thanks for sharing some of this information with me.

I’ve been playing around with something new that I’m going to put to the test. I’m trying to create an on-line applicant questionnaire. As John mentioned some of the clients that do have the money for training don’t have the heart and aren’t ready to change. All they want is a friend, and I don’t want to waist my time holding someone’s hand while I could actually be making a big difference in someone’s life. Check out my latest blog that covers this topic. I have a few of those clients at the moment that aren’t willing exchange some of their current behaviors for new ones, that will help them get the results they’re looking for. So I’ve decided to develop a system.

If you want to train with me you’ll have to fill out an on-line application via e-mail, which will ask you questions like: Are you ready to change?

Based on the applications I will be very selective with whom I will be offering to come in for a one on one consultation. After the consultation process I will be offering some of those individuals that I feel are committed to the program on the same level as I am a time slot that I have available. If everything works out we’re good to go. The client is happy because they’re getting what they’ve paid for. I’m happy because I have a committed client and another successful journey.

What do you guys think?

Ruslan Kedik · 09-18-2007, 06:30 PM

Just joined Jim Labadie's mailing list, and downloaded his "63 must-have sales tips" e-book. I'll print it off tomorrow and read it. Right now I have my Mike Boyle "Advanced Program Design" DVD's to watch

Thanks for the tips guys

Ruslan

Lisa~ · 09-19-2007, 03:47 PM

Quote:

Originally Posted by Ruslan Kedik

What do you guys think?

I think that despite your questionnaire that you'll still get a mix. Some will believe they're ready to commit but in the end won't do what it takes. Some will not be sure but could have turned out to be the most successful clients. If someone is hiring a trainer then they probably don't know what it's going to take. That's why they're paying you. It's hard to answer a question about your commitment to a program you haven't seen yet. They probably have no idea that it's going to take nutrition as well as exercise to get results and how comprehensive that is.

I trained one guy who complained every time he came to the gym. He hated being there. Just wanted it to get over. Wanted to be leaner but just hated what it took to get it done. I really wanted to let him move on. He sapped my energy. But we both hung in there. He learned a lot. He got stronger and his body started to change. He eventually (over a couple of years) came to love lifting. I don't train him anymore, but he's a regular at the gym now and stays looking pretty good all the time. He's got a lifting partner now and I'm training the partner's wife. Word of mouth endorsements are great. I love his story because he really caught the vision and now he lives a fitness lifestyle. If he'd taken your questionnaire you wouldn't have trained him and you'd have missed out on a great success.

kuri · 09-20-2007, 10:00 AM

Spot on Lisa. A majority of people have no idea the kind of effort it takes to make a big body comp change and it usually takes awhile to just teach them how to push hard enough. Then comes the nutrition part...

In my experience more than a few who would say "I want to change" won't put in the work when they find out what it takes so Lisa is right that the questionairre probably won't change the odds much.

You never really know until you get someone in and start working with them.