Greg Vaughn
Greg Vaughn, CES is a Multi Unit Manager for Stay Fit 24. He made his start in the industry in 2009 with a passion for using fitness as a tool to change his communities health. He now leads a team of personal trainers all on a mission to bring a positive and lasting change to the fitness industry. You can contact Greg at [email protected] Or check out more about Stay Fit 24 at www.stayfit24.comView FitConnect Profile
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Every fitness and wellness professional wants to build a consistent clientele, and the best pros retain clients for several years. Why do clients keep coming back? How is it that some trainers keep clients only a few months, on average, while others retain the same clients for years?
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It can be a challenge to make sure all of your clients arrive for sessions consistently—and on time. Inevitably in your career, you will deal with clients who frequently reschedule, show up late or don’t show at all.
Many trainers I know are quick to point the finger at disobedient clients and blame transgressions on clients’ lack of motivation.
When you’re selling your services in the fitness industry, connecting and communicating with people is extremely important, especially during the initial consultation. Many factors go into establishing a rapport in that early meeting—including body language, verbiage, energy level and, maybe, even age or looks.
A huge mistake trainers make in initial consultations is they don’t take time to recognize prospects’ personality types and then use what they learn to communicate their services effectively.
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Selling a service ethically and then backing up that sale with value are critical to the long-term success of any fitness business. Lately, sales systems have flooded the market, claiming to offer the “secrets” to success—all of which can be summed up as “understanding the process that leads to the action of buying.” By understanding why people buy, you will be able to communicate your personal training service more effectively and gain more clients.
Why People Buy
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