Attract Clients by Making Personal Connection
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By Sal | May 27, 2009
You will not be a successful personal trainer unless you can forge a bond with your client, a process that starts when you meet a potential client. Recognizing and accepting this reality is the easy part, actually connecting with all of the different types of people you will meet over the course of a career is a different story.
If you try to develop a personal bond before talking business you will have a much better chance of making a prospect a client. Simple things are the most important when trying to make a good first, personal impression. For instance, when a prospect comes into my gym I make sure I immediately acknowledge them - even if I'm with a client - and tell them that someone will be right with them. If our staff members are all with clients, I'll mention this to the prospect and tell them I'll be with them when my client is on a break.
My clients understand the drill and realize how the business works - and usually enjoy the extra minute they'll get for rest - and do not mind if I take a minute or two to give a prospect information.
Our staff members,
- Greet prospects
- Introduce themselves
- Ask for the prospect's name
- Ask what prospect is looking for
- Determine what prospect is looking for before talking about what we do
People respond positively to eye contact, a smile, a genuine greeting and being listened to. By holding off on the selling, you'll do a better job of selling. It's great to be enthusiastic about what you can do for a prospect, but be enthusiastic for the person and what they're telling you and the job gets much easier.
Find out what people want - even if it's the same thing you've heard from hundreds of other prospects - engage them in discussion, let them know you're really listening and you'll have a great chance to convert prospects into clients. Research into the habits of service company clients has revealed that relationship problems are responsible for almost three-quarters of customers who take their business elsewhere; issues with the product or price weren't the big problems.
Develop a personal connection early on in the relationship with clients and you will improve your chances to be a successful personal trainer.
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Topics: Personal Trainer Coaching, Sales and Marketing | 2 Comments »
2 Responses to “Attract Clients by Making Personal Connection”
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12:53 pm on June 6th, 2009
Am i been to estrict?
when i meet clients for first time i try to make them feel heard , but at the same time i also let them understand why they have this problems ;
like being obese x example.
What that we do for their health life.
for somereason in 9 years only rare i have cases where they dont like to hear that and they either sudently have a problem with that .
So i tell them ,,if you have a problem with critizism you are not ready for change.
Life change happens when you acknoledwe your problems.
Im i right?
1:07 pm on June 6th, 2009
Clients and trainers are all different. Trainers have different approaches and clients respond differently. If you can make a personal connection with a prospect you will not only have a better chance to have this person become a client, you will have a better chance to have a positive effect on their lifestyle.
You have obviously hit on an approach that works for you, which in the end is all that matters. I’ve seen clients freak out at minor comments and others laugh off some truly offensive stuff at the hands of trainers.