As a Personal Trainer, working in such a competitive industry means a certain sales-savvy is required when bagging those new clients over your competition.
The way you market your services will determine whether you plod on with your existing client base or open yourself up to a whole new portfolio of prospects.
With Personal Training becoming a more and more popular choice of career, it’s time to step up your game to make yourself stand out from the crowd.
So we’ve put together some top tips on thinking outside the box, many of which have been tried and tested by successful fitness professionals like you!
Even though you may not feel like it, remain passionate, enthusiastic, and high on energy. People buy from people they like. If a prospect sees that you’re passionate about what you do, they’ll know they’re working with someone who won’t give up on them.
Promote your credentials. If you’ve qualified with a leading course provider (such as Focus!), make sure you tell prospective clients. People are more likely to work with those they know are fully qualified to train them. Add your qualifications to your marketing materials and business cards.
Work The Referrals!
If you don’t ask, you don’t get! Ask your prospects at the initial consultation whether they have any friends, colleagues or family members that may benefit from your services. If you get a new client out of it, reward the person that referred you. If they’re on your books, discount a session, if they’re not, discount your introductory offer.
Don’t forget your former clients. Just because they stopped working with you once, doesnt mean they won’t again in future. Stay close to them, ask for referrals. But obviously, don’t pester them like a window salesman!
Invite your clients to bring a friend along to a session for free. They may find that they’re more motivated when working out with a friend and you could bag yourself a new client out of it too!
Keep your marketing fresh. Think creatively. A ’30 Day Body Transformation Programme’ sounds a lot more appealing than a ‘months’ worth of PT sessions’ no matter what the price is.
Offer seasonal promotions – the run up to summer is big business for Personal Trainers as gymophobes set on the quest for the bikini body. Offer discounts for groups or limited time special offers. Promotions could be the difference between using your services or someone elses to get beach ready!
Offer your existing clients a discount or reward for passing on your business cards or marketing leaflets. You’d be surprised how many people own businesses of their own and would be more than happy to display your posters or cards in their shop or workplace.
Arrange lunchtime visits to local workplaces. Gather a few employees over a Branston pickle sandwich and present your services. Then make them a fantastic offer or group discount!
Network with specific businesses. Sunbed shops, hair salons, nail salons, spas… all places that gym-goers frequent. Ask if they’ll display your promotional materials, or maybe get heads together to agree a joint offer.
Send out motivational texts to your clients to keep them revved up. If they read it whilst with a friend, they’ll get talking about it.
Send your best clients small gifts (birthday, Christmas or when they’ve reached a goal). Not only will this make you stand out, make them more inclined to stay with you, but they’ll be likely to tell friends about it too!
Set up a Social Media page – Facebook, Google+, Pinterest – all great (and free!) places to market your skills, and where anybody whos anybody visits at least once a day!
Write articles for local or online magazines and publications. Give your best info away for free and position yourself as the local fitness / body transformation / weight loss guru.
Compile a list of email addresses from your prospects and previous clients. Send out a professional (but not salesy!) email campaign with special offers or promotions.
Get a professional website. Cram this with information on your services, testimonials from existing clients, special offers and your contact details.
Set up a Personal Trainer blog. People are more likely to work with those they consider to have exceptional knowledge and experience. A blog is the perfect way of positionng yourself as a fitness expert. Give away a few golden nuggets but leave them wanting more!
…(Just like we have!)