There are several important factors that go into being a successful personal trainer, from being able to handle your own business to being able to bring in clients. One of the most important skills to have as a trainer is the ability to pitch and sell yourself, and your services. We'll show you how you can sell profitable Personal Training packages in 2022.
There are several important factors that go into being a successful personal trainer, from being able to handle your own business to being able to bring in clients. One of the most important skills to have as a trainer is the ability to pitch and sell yourself, and your services. There are multiple steps you can take when it comes to how to sell your personal training program successfully.
What Is Personal Training
As a personal trainer, the programs and routines you create will be able to help clients achieve their health and fitness goals. There are plenty of options to receive a personal training certificate, and multiple career paths to follow. No matter what kind of training career you choose, selling your services will be an important part of it.
7 Points To Selling Personal Training
When you start to sell your personal training program, there are seven steps that can help you see successful results. These can help you whether you are selling online or in person.
Seek Out Clients
You need to be able to identify and seek out potential clientele in order to start selling to them. Think about the type of people who would be interested in your fitness services, and where you might find them. You need to visit these places with the confidence to sell your training services.
By identifying your client base, you can also prepare for possible objections they could have. Parks are a popular space to find clients, but there are plenty of other options to consider. These include high-rise offices, apartment buildings, special fitness events, and more.
If you want to be successful selling your personal training services then you need to focus on selling results, not just workouts. Clients want to know you can help them achieve their goals, so they want to hear about more than just the kind of training routines included in your packages.
In order to take this approach then you need to be able to understand what it is your clients want. This goes back to being able to properly identify your client base. When talking to potential clients, let them lead when it comes to their goals.
Don’t Focus on Money Talk
You will need to talk to potential clients about potential prices, but this should not be the focus of your talks with them. Even when talking about packages, mention that prices can range, and you want to find the right package for them. Listing off a bunch of prices right from the start is likely to turn off a lot of potential clients. It is best to not talk about prices until the end of a consultation.
This gives people time to understand the value your services offer before being faced with how much it is going to cost them. A good way to talk about pricing is by putting it into a different perspective, such as breaking it down into weekly or even daily costs. You can also compare it to something that your potential clients currently spend a similar amount on.
Creativity is key to any business, especially when it comes to selling personal training services. Some clients will be harder to land than others, and sometimes your traditional strategies won’t work. Maybe they just aren’t able to spend your prices, or maybe they just aren’t responding to your selling efforts.
In this case, you might need to get creative, such as offering shorter programs than usual. This allows a client to still work with you, and they may return for a longer program down the road.
Address Any Objections
Your potential clients are bound to have some kind of objections about your services, whether it is about pricing, session lengths, or something else. Make sure to address any objections they mention as soon as they come up, that way you can quickly move on. However, sometimes potential clients will have many objections just to try and stall because they aren’t actually interested.
Plenty of other clients will have genuine objections, and addressing them is key to making sure a sale keeps going forward. Try to keep pricing objections until the end of a consultation.
Some common objections have to do with services being too expensive, needing to discuss it with a spouse first, not having enough time to invest, or just not needing fitness services. Try to have a few responses prepared for each of these common objections when trying to sell a personal training program.
Refine Your Skills
To be successful in selling personal training online and in person, you should make sure to refine your skills frequently. Brush up on new selling techniques, and work on the parts of your pitch that aren’t resonating with clients.
Make sure to also refine the more basic selling skills. This can make a huge difference when it comes to landing clients. There are plenty of ways to refine your selling skills, from practicing your pitch with other professionals to taking a business course.
If you want to be successful when selling your personal training program then make sure to be confident. You need to display confidence in both your selling ability and training ability to attract clientele. Being confident will let potential clients see you as an expert in your field, and they will trust you to know what you are talking about. A big part of selling personal training online or in-person is approaching strangers, and if you don’t do this confidently then they are not likely to respond.
Tips To Keep in Mind
As you work on how to sell your personal training program, there are a few tips to keep in mind to help you be more successful. These tips can help you bring in more clients, and grow your fitness business to another level.
Have Persuasive Pricing
One of the best ways to attract clients to your personal training business is by having persuasive pricing. You should have multiple packages with varying prices so that clients have plenty of options. This also helps you address any objections that may come up about costs.
Change Your Mindset
It might seem like a daunting challenge to start selling your personal training program, but changing your mindset can go a long way in helping you be successful. Try to transform your mindset into a more positive one, and have confidence in your own abilities. Make sure to keep a positive mindset, even during the times that you aren’t able to get a sale.
Have Probing Questions
It is important to get to know your client during the initial consultation, and the best way to do this is by having probing questions. This will help you figure out the best training packages to offer, and the type of budget your potential client has.
Know How To Close
When trying to sell anything, including your personal training program, one of the most important parts is closing. Knowing the best ways to close can be the difference between landing a new client or not. This goes back to refining your selling skills.
Selling your personal training program is one of the most vital parts of your fitness business. Being able to do this effectively can be the difference between being successful as a trainer or not. There are seven helpful steps you can take, and beneficial tips to keep in mind in order to find success when selling your training services.
Are you new to personal training? Read these articles to get started on growing your business:
- How to price your online training
- How To Attract Clients as a Personal Trainer
- What insurance should I get as a personal trainer?
About the Author:
Cory is a huge fan of fitness - and an even bigger fan of helping you with your fitness. He's started on his journey with WeStrive back in 2015 and has been building it ever since.