Have you ever heard a trainer say that if they can just get people in front of them they can get that person started on a program? Have you ever seen or heard a trainer talk someone out of buying personal training? Here's the challenge, trainers always want to know how to talk to more people, get more leads, and enhance their marketing, but they have no idea when a client is ready to buy.
The thing we need to remember is that it's not that the trainer is a great sales person, your client is. Here's where we get confused. It would make sense to say that the trainer is a great sales person but that's not the case.
This is why: your client was sold on the idea of professional assistance before they ever got together with you. The biggest buying signal they can give you is meeting with you in the first place. Most people realize the importance of health and fitness and have sold themselves on the idea of getting the results they want. What you offer is hope. We have all thought about it to some degree in each of four lives. The way this benefits you as a trainer is a because you know they are already interested in getting results the first place!
Let that sink in for a minute. When they come and see you they are already interested in your service.
If they were not interested in the first place they would have never met with you. This is a very exciting thing to recognize before you ever meet with a client. Just by showing up they show interest in buying training. Your job at this point is to just share how you as a personal trainer can benefit them by helping them achieve their goals. Once they believe in your ability to help them achieve their goals they will buy. People buy results. The cool thing is that they are there because they think you can help. The real only concern they have is money and we'll get to that soon.
Until then be aware that they have said “Yes” before they even showed up! Just by recognizing this fact, you are one step closer to being one of the top personal trainers in the industry and having a huge impact in the lives of more people than you can imagine and your bank account.