Many gyms offer free consultations which gives prospective clients a chance to assess if the gym is right for their needs. It can often be a nerve-racking experience for trainers who are just starting out and need new clients. It’s a risky endeavor because free consultations mean spending time and willpower at your end, but if it converts into a sale, it’s well worth the effort.

Preparation is key. Go into the consultation session with an open mind and lend an attentive ear to your prospective client’s needs and aspirations. Impressions can make or break a deal so make sure to put your best foot forward.

Here are some tips to increase your conversion rates.

Gather Information

Before giving a prospective client a tour of the facility, sit them down for a one-on-one conversation in your office, lounge or lobby. Take down their medical history and inquire about their fitness goals. Try to gain their trust by asking meaningful questions that may be hard to answer, such as:

  • What’s kept you from achieving your goals?
  • How do you feel about your current fitness level?  
  • How do you want your body to look?

If they confide in you, they are more likely to work with you.

Don’t Be Dull

Most clients who come to a gym are interested in losing weight, so it’s a good idea to simplify things for them when explaining your workout process and exercise regime, and how it will help them reach their target weight.

Don’t turn it into a science lesson; that can overwhelm some clients. Keep things simple and to the point.

Assessment

Once you’ve broken the ice with meaningful conversation, it’s time to measure the current fitness levels of your prospective client.

Basic Measurements: These will include calculating the BMI and getting height, weight and circumferences for waist, butt, bust, arms and thighs. Let your client know why this data is needed in order to measure the impact of their soon-to-start fitness regimen.

Measure Cardiovascular Strength: A great way to judge the cardiovascular fitness of a client is to ask them to do a 1 Mile Walk on a treadmill at your gym. This is an effective way to find out where your client stands and provides a starting point for designing cardio-related activities. If your client doesn’t seem too keen on walking a mile, assure them that it essential for their heart’s health.

Measure Flexibility: To design an effective exercise routine, ask your client to do a set of reps which include lunges, squats and hand and leg extensions to assess their flexibility. Guide them on the correct form and posture while they do these exercises and inform them how the program will help achieve better flexibility.

Once you’ve finished the assessment, review the activities that just took place and what their future fitness routine will entail.

 

Learn To Deal With Rejection

You may have done everything right by presenting a flawless sales pitch, but may be still be rejected. Brush it off and move on to the next client.

However, do keep the ones who didn’t show interest in the loop by maintaining a connection with them and offering them to come for a second consultation in two week’s time. There is always a chance that they change their mind, or find the fitness tips you suggested in the first consultation helpful so follow up with them.

Sealing a deal requires patients, friendliness and striking a cord with the client. When you take a step-by-step approach to explaining the fitness plan for your client it assures them it is tailor-made by a professional who knows what he’s doing and will get them the results they desire.

For more information on setting up a gym, expanding your streams of revenue and building and maintaining a solid clientele, visit Fitness Pro Income Booster—your ultimate source of forging a successful career in the fitness industry.