1) Tell your sales team what your ideal client is like, and the times you have your sessions. I don’t spend a lot of time in the club when I’m not teaching because I do mostly group-ex and then 4 small group training sessions a week + a few one-on-ones, so I rely on the sales team to let people know I exist if an ideal client comes into the gym and I’m not training at that time.
2) I let clients try a session for free, to see if they fit in well with my group. The friendships they build seal not only the original sale but also the retention.
Also, as part of my on-boarding, I suggest that new attendees (unless they’re already pretty fit) do a 3-session starter pack of one-on-one sessions with me so I can do an assessment, give them some basic recommendations on how to be safe, and teach them the typical moves that we do in small group, including the modifications they would make for their imbalances, how to select an appropriate weight, etc.