The decline in average income for personal trainers is the direct result of the garbage being put out by ... corporate gyms. [Some of these] clubs have subcontracted out their personal training programs to companies who hire fast-talking salesstaff (many of whom are not personal trainers). These salespeople sell the personal training packages and then push off the clients to trainers the clients have never met. [A trainer] then has to attempt to meet the expectations of a member who bought from a salesperson who doesn’t have to train the member.
by Peter Twist, MSc, Dean Shiels, MBA
In our fast-paced, technology-filled lives, spending time outdoors has become a luxury. Ask most clients to reflect on their average day and they say, “Wake up, drive to the gym, drive to work, work all day, drive home, eat dinner, relax, work some more, sleep and start again.” Their greatest outdoor adventure comes from walking to and from their cars. It’s time for a change! Now is a great time for you to start an outdoor training program. Give clients a new challenge, a chance to benefit from fresh air and an opportunity to revitalize their spirit.
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.
by Shirley Archer, JD, MA
A telephone-based weight management program, as part of a worksite wellness program, helped overweight and obese individuals to become more active, eat better, lose weight and improve their overall health, according to research published in the American Journal of Health Promotion (2011; 25 [3], 186–89). Other studies have shown that telephone coaching is successful in producing initial weight loss, but few researchers have tracked subjects for more than 6 months after a program has ended.
by Ryan Halvorson
When it comes to selling personal training services, a common practice is to require payment for a series of sessions at the start of training. According to data from the 2010 IDEA Fitness Programs & Equipment Trends report (IDEA Fitness Manager, July–August 2010), 69% of respondents “ask clients to pay for individual sessions/classes or packages of sessions/classes.” Troy Fontana, CEO of Freedom Fitness Unlimited in Sparks, Nevada, believes this method may soon be history.
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?
by Ryan Halvorson
The 2010 IDEA Personal Training Programs & Equipment Survey found that approximately 75% of respondents ask clients to pay for individual sessions/classes or packages of sessions/classes. Some fitness professionals suggest this business model should become a thing of the past. “When you sell ‘packages’ of sessions, you’re chasing money and not building projectable income for yourself,” warns Troy Fontana, CEO of Freedom Fitness Unlimited in Sparks, Nevada. “The only security you have is the six, 12 or 20 sessions your client just purchased.
I have run several different-sized health and fitness businesses in New Zealand, Europe and the United States. No matter how big or small the operation, I have always used a qualified accountant to assist me with my accounts and prepare my end-of-year tax returns. Using an accountant has many benefits and, in my opinion, they far outweigh the costs.
by Ryan Halvorson
“Daily deal” organizations like Groupon and LivingSocial have increased in popularity over the past few years. These organizations work with local businesses to offer products and services at significant discounts. The catch? The deal must be purchased on the day it is presented or it is lost forever. “What daily deal sites like CrowdSavings offer merchants is performance-based marketing,” says Lisa Bellotti, marketing manager for Tampa, Florida–based LivingSocial.
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.
