Walking The Floor - Personal Trainer Community - Forum

[Melanie]

Hi,

I have recently become certified as a personal trainer. I absolutely enjoyed studying for the certification exam. It combined the 2 things I enjoy the most, science and exercise. I have been instructing martial arts and group fitness classes for a few years. I often give out fitness tips to my family and friends. So personal training seemed like the next logical step for me.

But as much as I enjoyed getting my certification, the one thing study guides, manuals, etc don't talk about is "walking the floor" to get clients. Even though as an assistant instructor, I give intros to prospective members at my martial arts schools, those people are coming to me. I don't approach them. I have never had a sales job, like a car sales man. Is walking the floor as basic as walking up to someone and saying "Hi, how are you, do you need some help with your workout?" Or, "I was wondering if you'd be interested in....."

I think once Iget past the intro I would be able to sell myself. But does anyone have any tips for how to appraoch prospective clients? Or how do you pick a good person to approach?

Also, do gyms usually have on the job shadowing?

Thanks!
Melanie

[portlandGymRat]

I am in the same boat as you are. I am interviewing at 24 hrs in town and new to this industry.
Selling is a big part of this job.
I would say just start talking to people. Get to know what they are about and if you think training is something that THEY would be interested in. Try to find a thing or two that they are doing wrong during their workout while your talking with them and suggest a pointer or two to improve their form or what not. Really, I imagine, its like selling "crack", give them a freebie and they will come back for more, until eventually they HAVE to pay!!
Not that I've sold crack, but just using it as an analogy.
Good luck

[Joe Cannon MS CSCS]

your right most certification manuals never prepare people for "the real world". when your on the floor, dont focus on getting clients; focus on helping people and getting to know them. say their name when you talk to them. that will help.

In the classes I teach I often advise trainers to offer free blood pressure readings. that way members come to YOU. you learn about them and they you and it helps sell personal training

Glad you enjoy the science of personal training! it will set you apart from most of the others out there
Joe

[Dave, ElevationFit.com]

Does your gym offer any free orientations, or consults with trainers? At the gym I used to work at they would have a promotion once every 3 months where trainers did free 15 minute consults. I got to sit down across from a lot of potential clients and really sell myself. Gym orientations are another great way to get this done.

Another lesson I learned is that if you workout in the same gym you train in, your own personal workouts become sales opportunities. I started having people recognize me as a trainer and come up asking for advice. This was frustrating at first as I found my personal workouts a lot less personal, but on the other hand after answering a few questions I would mention to the person that we could cover a lot more ground during a session together. The people that just wanted free handouts stopped asking, but the majority turned into sales.

One of my favorite business books describes the difference between "today dollars" the money you make from clients already signed up and "tomorrow dollars" the money you will make from those clients who have not yet made the purchase. Keeping an eye on both is the best way to maintain and grow your clientele.

[Melanie]

Thanks to everyone for their advice!

[ptjustinbowers]

Ahh, walking the floor. The ultimate in cold sales.

I have the same sentiments as you. When I worked for a gym, I LOATHED walking the floor. Do you think these people want to be bothered with a sales pitch while they're trying to work out?

NO.

So, how do you get around that? Easy. You approach people without the intention of trying to sale them on anything. Just pretend that you're out at a bar and your goal is to get to know everyone around you. Just approach people and engage in interesting conversation. A few tips: Brush up on local college teams. If you see someone in the gym wearing a college's apparel, talk about the game. If you see someone performing an exercise incorrectly, offer to help them. Talk about the weather, news, local events. Just smile, be happy, and don't try to sell them anything. Tell them your name and what it is you do, but don't offer anything!

When the time comes, you will develop a rep with each person you talk to. REMEMBER THEIR NAMES! Whenever you see them, say their name and strike up a conversation... "Hey Ed! How about those Tigers last night?". When the time comes for them to consider personal training or whatever it is you're trying to sell, you will be the first person to pop up in their head.

After a few conversations with a person, offer them a free session. It'll seem more of a favor than a sales pitch. If you're good at what you do, they'll sign up with you after that.

Cha ching. Money in the bank!

If you have ANY questions at all please feel free to message me, e-mail me or whatever! Does anyone have a different stance on what I have to say? I'm curious to get differing opinions on the matter. I'm an independent trainer now, so my entire professional existence is "walking the floor". The world is your floor. Everyone is a potential client!

-Justin

[healthbuff]

Always give out a smile...it works out everytime. Genuinely, try to be a friend and when they finally confide in you then you can offer professional help that you're already good at.

[Joe Cannon MS CSCS]

Melanie
wanted to add something to my original reply. you hit the nail on the head. most certification exams only teach the science stuff and not the real life stuff. its the main reason I wrote my book Personal Fitness training Beyond The Basics. I cover the science stuff as well as real life issues like getting clients and even stalking! I'm not trying to push my book but it would teach trainers a lot AFTER the cert.

just as an side if you are trying to get clients, start taking blood pressures. sit right next to the front door with a blood pressure cuff so you get to know everybody! this lets you sell yourself as you help them. Its a technique that few trainers take advantage of.
Joe

[kennyjoyy]

I suggest get to know what they are about and if you think training is something that they would be interested in. Try to find a thing or two that they are doing wrong during their workout while your talking with them and suggest a pointer or two to improve their form or what not.