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Home » Fitness Articles » Marketing and Sales Articles

Marketing and Sales Articles

Want to learn about marketing and sales? Below you will find current and practical marketing and sales articles from IDEA's award-winning publication

Winners Tell All

by Biray Alsac, MS
FFitness professionals often use success stories and client testimonials to strike an emotional chord with potential clients. Personal trainers who incorporate these elements into their pitches (often via “brag books”) may find them powerful during new-client interviews or business development meetings, according to Derrick Wilburn, MBA, IDEA presenter and director of education for Achieve Fitness USA (Wilburn 2010). But what if potential clients or business partners do their initial research about you over the Web?
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Related:
  • Communication
  • Marketing and Sales
  • Personal Training
  • Personal Training: Skills/Techniques

Internet = Next Training Frontier?

by Ryan Halvorson
According to the 2010 IDEA Personal Training Programs & Equipment Trends report [IDEA Trainer Success, September 2010], only 19% of respondents offer online training programs. Nearly 50% provide online client reminders and information. These data may seem unimpressive now, but IDEA member Jason Bosley-Smith, CSCS, believes the Internet is the perfect venue for business growth. He recently traded his brick-and-mortar training facility for www.thefitrx.com, a website that provides online coaching and training, among other offerings.
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Related:
  • Business Technology
  • Marketing and Sales

Polishing the Facility Profile

by Biray Alsac, MS
Fitness professionals are not the only ones maintaining profiles on IDEA FitnessConnect. Program directors and club owners are also leveraging their clubs’ presence in this directory to feature staff, increase member leads and reinforce marketing efforts.
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Related:
  • Business
  • Communication
  • Marketing and Sales

The Top 5 Closes for Personal Trainers

by Megan Senger
“Close” is a worrisome word in sales, often evoking cringe-worthy images of high-pressure boiler-room selling tactics, used-car lots and plaid suits. Canned one-liners aside, the “close” is simply the final part of a conversation when you ask the big question, “Yes or no?” As this involves securing both a decision and money, it can be the most stressful part of selling for both fitness pro and customer.
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Related:
  • Business
  • Business: Personal Training
  • Marketing and Sales
  • Personal Training
  • Personal Training: Business

The Group Advantage

by Biray Alsac, MS
Given the sheer number of people using sites like Facebook and services like Groupon, fitness professionals are investing their advertising dollars in spaces where they can influence local groups and social networks. With better research into consumer insight (thanks to profile pages), personal trainers can identify their audiences and target their digital ad campaigns more effectively.
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Related:
  • Business
  • Business Planning/Strategies
  • Health Clubs/Fitness Facilities
  • Marketing and Sales
  • Technology/World Wide Web

The Top 5 Sales Phrases Every Trainer Should Know

by Megan Senger
You stock your training tool kit with uber-adaptable equipment for every fitness level: a TRX, a stability ball, maybe some tubing or a yoga mat. Since you can never be completely certain what your fitness client will need on any given day, your go-to gear adapts to any training trial. But what about the tools you use to gain new training customers--do you have a stash of stand-by sales phrases that adapt to diverse personalities equally well?
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Related:
  • Business
  • Business: Personal Training
  • Communication
  • Marketing and Sales
  • Personal Training
  • Personal Training: Business

See It, Read It, Like It, Share It

by Biray Alsac, MS
Rarely do we see content displayed online without an assigned “share” button or “embed code.” With one click, you can instantly share content from a website and post it to your Facebook page or Twitter™ feed. Sharing digital content by means of an online social network is an increasingly efficient way to distribute information. No more cutting and pasting URLs into e-mails or printing out articles for reference.
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Related:
  • Business Technology
  • Communication
  • Marketing and Sales

The Top 5 Sales Secrets of Successful Trainers

by Megan Senger
“They said they were interested, so why didn’t they sign up with me?” “They keep saying no.” “I just want to help people. What am I doing wrong?” As a sales trainer, I have spoken with many struggling sales rookies. Having just completed their umpteenth unsuccessful consultation of the day, they often voice their frustrations with more than a hint of dejection.
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Related:
  • Marketing and Sales

Promote Yourself, Retain Clients

by Biray Alsac, MS
We’ve all seen it. A club’s group fitness schedule posted on the facility’s website with former instructors still listed. A personal trainer’s blog with last session’s boot camp dates advertised. Even when your efforts have successfully led people to your schedule or site, outdated class or event information may discourage any further inquiry into your programs.
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Related:
  • Communication
  • Marketing and Sales
  • Personal Training
  • Personal Training: Business

Blog to Connect

by Biray Alsac, MS
Activating a profile on the IDEA FitnessConnect directory is one way to generate client leads and enhance business marketing. However, your “overview” page is only a first impression; to differentiate yourself from other fitness professionals listed in your area, you can do more. An active blog creates another opportunity for (future) clients to learn about your skills and services.
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Related:
  • Business Technology
  • Communication
  • Marketing and Sales
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