New Trainer/New Job - What do you say to members? - Personal Trainer Community - Forum

[cdempsey]

I just recently got a job at a local gym behind the desk. I want to be a trainer, as I've recently acquired certification through WITS. I will be working towards giving new member orientations. New members at the gym get 2 free PT sessions with their membership.

How do you ask new gym members if they want personal training? What do you say without sounding like a car salesman? I am not very experienced in "sales" and don't really know how to bring up selling training packages to members.

Any help would be appreciated! Thanks!

~Christine D.

[REDEEMED1]

Hello Christin-
I to am a new CPT, I just recieved my certification & am starting at my local gym as a staffed PT. I have the same question. How do I approach new members, without coming on to strong or turning them off? I know there are alot of people who have the desire & need to work with personal trainers, but how do I effectively be their trainer. Christine, if you have any tips please share. thanks

[standAPART]

Real simple. Teach only what you know. Don't try to have the answers to everything. Be professional at all times and conduct yourself in a personable demeanor. Lay low and grab some clients quietly (soft sell), then get them results and the rest will fall into place.

[cdempsey]

Hi John,

Thank you so much for responding. What I was asking is what you say to clients to sell to them the first time. I know what to teach, I know what I know, and I know I have a lot to learn, but I also know I have a lot to offer and am passionate about what I do.

But how do you bring up with a member at a gym that you would like to sell them personal training services without saying "So, ya wanna hire me to be your personal trainer?" I think that's a bit forward and tacky. I've not really had much sales experience, and I know personal trainers have to sell themselves to get clients. Do you have any tips on how to broach the subject when giving new member orientations or the like?

~Christine D.

[PTBizCoach]

The 2 free sessions that they are given is GREAT for you.

The thing you need to think about is how YOU can show the most value to the clients SPECIFIC need.

When you discuss their specific goals with them it then becomes your job to show them why YOU are the KEY to tthem reching their goals.

You should never have to ask them if they are interested in working with you if you have demonstrated your value.

If you show the value of your services correctly then, more often than not, the client will be asked you things like "so how much is this?" or "so when do we start?".

Use those 2 sessions to do everything you can to show them how much you care about helping them reach their goal.

By the end of the second session if they have not hinted about more information then simpy ask them "So going forward from here did you think you wanted to do the 2 time or 3 time a week program?" or "So this is our last session. I have given you just the basics to get you started.
I am very interested in helping you reach your goals and I am confident that we can do it together. If this is something that interests you then I have a few ideas.Would you like to see the different personal training programs and options we have available?"

Create value. Be sincere. And dont worry about "selling" anything.

[kaiserS]

Hi John,

Thank you so much for responding. What I was asking is what you say to clients to sell to them the first time. I know what to teach, I know what I know, and I know I have a lot to learn, but I also know I have a lot to offer and am passionate about what I do.

But how do you bring up with a member at a gym that you would like to sell them personal training services without saying "So, ya wanna hire me to be your personal trainer?" I think that's a bit forward and tacky. I've not really had much sales experience, and I know personal trainers have to sell themselves to get clients. Do you have any tips on how to broach the subject when giving new member orientations or the like?

~Christine D.

As far as bringing it up, I'd just start talking to hem about what's important to them, and offering good advice and mentioning how you could help - Your goal is to get them to do the two free sessions - this is your time to shine and show what you have to offer - Don't overthink this. Sometimes you just have to get them talking, find what's important them, and simply suggest your services -

[3dpt]

hey guys,

I think the best way to aproach the sell is to set the expectation from the start. I normally just chat to people in the gym about what they want to achieve and then offer them a free session.

prior to the session i would tell them what we are going to do and that we will talk shop at the end after they see what to expect from training with me.

During the session I would showcase the best of the training I have to offer, toghether with some postural analysis.

Get about 55% conversion rate.

anyone els have systems that work well??

[sixguns3725]

Clients know that fitness training is not free or even cheap. Be honest not a lot of bells and whistles and don't be afraid to share knowledge and what it is you actually offer. KIS keep it simple. thigh, back of the arm, front of the arm and so on. They don't care about technical terms just how you can help them.