The consultation process is one of the most important parts to master as a personal trainer – it’s make or break, and your business relies on clients signing up!
If you don’t get your consultation right, you could miss out on hundreds (potentially thousands!) of pounds, and it will knock your confidence.
The good news is, that there are guaranteed strategies, that if you use them… will work nearly every time (for me I convert around 80% of the clients that come to see me.
In this article I will share some tips, and give you the exact consultation questions that I use, to help you and your personal training business get more clients…
The Perfect Client Consultation For Personal Trainers…
#1 Be Professional
Look the part. Wear a clean tracksuit, with your company logo on it. Sit up straight and be confident from start to finish. If you want people to invest hundreds of pounds (potentially thousands!) then ‘professionalism’ is KEY.
#2 Build Rapport
You’ve got to get on with the person in front of you, they have to like you. That said…be friendly (but not too friendly) – treat it like a business meeting, and establish your authority with your knowledge. Take charge by asking lots of questions, and controlling the meeting flow.
#3 Make Good Eye Contact
Don’t stare like some weird psychopath! lol! BUT be confident, and make good eye contact throughout. This shows confidence – clients must believe you can help them, before they invest their time and money into your personal training services.
#4 Have A Plan (Absolutely Crucial!)
Have a consultation guideline that you follow – for example questions on a sheet of paper… What are your goals? Why? How badly do you want this? What do you struggle with the most? What would you deem a good return on your investment? Etc etc.
This is key, and without a plan, your consultation can easily go off course!
Here are the consultation questions which I use for my own personal training business LEP Fitness. Feel free to pinch them, and improve on them, to better suit your own personal training business…
1) How did you hear of X (name your business)?
2) Why now and why me?
3) Please let me know what exactly you’re struggling with?
4) What steps have you taken to try to fix this problem?
5) How much have you spent so far trying to solve your problem?
6) Let’s make a list of everything that’s getting in your way…
7) Why do you want to change?
8) Why do you want to change NOW?
9) “If we were to meet 6 months from now, what would have to happen for you to be happy with your results?”
10) What would that mean to you? Would that change your life?
11) Are you interested in learning more about what I have to offer that can help you?
Based on my expertise You need (then name your package, program, price, etc)…
Then ask them if this sounds good and close the sale/book them in for their first session.
Want even more help with your personal training business?
Then why not pick up me ebook – The Ultimate Guide To Building Your Personal Training Business – I share all of my secrets and business strategies. Read more about the ebook here – it will totally transform your personal training business, helping you to get more clients, and drastically increase your income!