Personal Training Sales and Marketing
Wednesday, November 19th, 2008
Chris McCombs
How would one describe ‘personal trainer marketing?’ everyone knows that it defines fitness related products and the ways to market them. If we look at today’s world everyone seems very busy and that has taken its toll on the individual’s body. The body gets rusty, I should say, and one encounters stiffness in most parts of the body. That’s the biggest reason for people to accept fitness training as a routine schedule in their daily lives. There are innumerable personal training sales programs, eager to offer services and some do make a hell of a lot of money, whereas others do not have the required inputs to make their way through and earn big.
Thus, the question arises as to how we rate the essence of sales in the entire personal training sales business. Sales are the most significant driving force in today’s business set up. Even in a set up, such as personal training business, sales for some might not be as important, especially for those who feel themselves secured with less number of clients, and are much satisfied simply by giving them proper service, returning home and enjoying life in their apartment, and not having huge expectations out of their lives. But those guys who are aggressive, ambitious, always on the look out to give themselves a chance, ready to lift their life style, they are the one’s who will agree with me that sales are the biggest motivation factor in personal fitness industry, though people now-a-days have developed a negative notion about these sales guys, and try avoiding a sales person on the first look. There is something I’d like to tell you, it’s a secret you know, sales is more about getting your point across out of conviction rather than the need to convince people.
There are groups, who are scared of selling, unable to face others; they get more anxious and panic, even before they utter a single line. I am aware of these set of sales people, and my message to these guys, who are interested to be a part of personal training sales programme, who believe in fitness products and want to become a part of the selling team, is simple: go not only with an intention to sell your product but also with the tendency of a buyer, a buyer who has used the product. Do not start a sales pitch; instead express to your clients the way you felt after using these products. That’s it; you probably will close the sale. Most of these sales people make the mistake of having the attitude of a seller, you and I know ultimately you are here to sell, but do not make it obvious. That is something these management training institutes do not tell you.
If somebody has not got my point, then I will make you go through an example where a personal fitness trainer was having a sales pitch to those fat and stiff looking lot at a packed conference room and unfortunately, she couldn’t close a sale, and I could sense that she was about to melt down soon. After having few words with her, I found that she was in urgent need of some serious cash. And that is all I needed to figure out why she faltered; it’s her need which made her sales pitch looked like a request. If you feel the need to be successful in personal training sales, you should want to, rather than need to.
That brings us to a sales process that helps a trainer to organize his sales set up. You can’t be an upfront sales guy, who is very blunt in asking for a price, even before explaining a product. My advice to such sales people will be to join a retail shop, a grocery shop in particular, where you are not required to utter a single line, just deliver what you are been asked to do. Make this clear to yourself, personal training sales is not one of those areas where you can be so upfront, you must talk smooth. If somebody approaches you to buy your fitness sales program, try to explain your program, a one-on-one session is highly recommended, convey your feelings about how you have benefited from the product and make them visualize how they could transform themselves by implementing the training. These are the guidelines that I always try to impart to all my clients, and through my experience I have learned that it always works.
How would one describe ‘personal trainer marketing?’ everyone knows that it defines fitness related products and the ways to market them. If we look at today’s world everyone seems very busy and that has taken its toll on the individual’s body. The body gets rusty, I should say, and one encounters stiffness in most parts of the body. That’s the biggest reason for people to accept fitness training as a routine schedule in their daily lives. There are innumerable personal training sales programs, eager to offer services and some do make a hell of a lot of money, whereas others do not have the required inputs to make their way through and earn big.
Thus, the question arises as to how we rate the essence of sales in the entire personal training sales business. Sales are the most significant driving force in today’s business set up. Even in a set up, such as personal training business, sales for some might not be as important, especially for those who feel themselves secured with less number of clients, and are much satisfied simply by giving them proper service, returning home and enjoying life in their apartment, and not having huge expectations out of their lives. But those guys who are aggressive, ambitious, always on the look out to give themselves a chance, ready to lift their life style, they are the one’s who will agree with me that sales are the biggest motivation factor in personal fitness industry, though people now-a-days have developed a negative notion about these sales guys, and try avoiding a sales person on the first look. There is something I’d like to tell you, it’s a secret you know, sales is more about getting your point across out of conviction rather than the need to convince people.
There are groups, who are scared of selling, unable to face others; they get more anxious and panic, even before they utter a single line. I am aware of these set of sales people, and my message to these guys, who are interested to be a part of personal training sales programme, who believe in fitness products and want to become a part of the selling team, is simple: go not only with an intention to sell your product but also with the tendency of a buyer, a buyer who has used the product. Do not start a sales pitch; instead express to your clients the way you felt after using these products. That’s it; you probably will close the sale. Most of these sales people make the mistake of having the attitude of a seller, you and I know ultimately you are here to sell, but do not make it obvious. That is something these management training institutes do not tell you.
If somebody has not got my point, then I will make you go through an example where a personal fitness trainer was having a sales pitch to those fat and stiff looking lot at a packed conference room and unfortunately, she couldn’t close a sale, and I could sense that she was about to melt down soon. After having few words with her, I found that she was in urgent need of some serious cash. And that is all I needed to figure out why she faltered; it’s her need which made her sales pitch looked like a request. If you feel the need to be successful in personal training sales, you should want to, rather than need to.
That brings us to a sales process that helps a trainer to organize his sales set up. You can’t be an upfront sales guy, who is very blunt in asking for a price, even before explaining a product. My advice to such sales people will be to join a retail shop, a grocery shop in particular, where you are not required to utter a single line, just deliver what you are been asked to do. Make this clear to yourself, personal training sales is not one of those areas where you can be so upfront, you must talk smooth. If somebody approaches you to buy your fitness sales program, try to explain your program, a one-on-one session is highly recommended, convey your feelings about how you have benefited from the product and make them visualize how they could transform themselves by implementing the training. These are the guidelines that I always try to impart to all my clients, and through my experience I have learned that it always works.
