How to Successfully Set Up Your Fitness Consultation

Master each component of your fitness consultation, especially the cold call, which helps set the session's tone.
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There are things you can do before the potential client steps foot in the gym to help you improve your chances of completing a personal training sale. The fitness consultation is part of your personal training sales presentation and is your first opportunity to showcase your knowledge as a personal trainer. If you’re new to sales, this whole experience can be uncomfortable as it will force you to ask people for money, but with practice, you can create a style that maximizes your skillset. In this post, we will emphasize tips you can emphasize during the cold call, which will set up the fitness consultation and showcase your professionalism as a personal trainer.

Write Your Script
If you’ve never performed a cold call, take the time to write out a script. The cold call is performed for a potential client you have not interacted with. During this call, you are attempting to set up the fitness consultation at the gym and answer any preliminary questions the potential client might have. With your script, ask a friend, family member, or colleague for constructive criticism that will help you improve the flow of your script. Take it seriously; when you call the potential client, all these practice repetitions will make the interaction more natural.

Your script should also include what you say if your potential client doesn’t answer the call. This would consist of the best ways to contact you when you follow up if you don’t hear back and repeating your full name should the potential client contact the gym instead of you.

Find Out Your Gym Details
When you’re a new personal trainer gearing up to make your first fitness consultation call, ensure you know all the gym details. These may include the gym hours, personal training pricing, locker room details, and parking at the facility. If the potential client you call is not a gym member, ensure you have membership details. One step further would be retaining the help of a sales team member. This extra step helps you start a relationship with a sales department employee and create a new pathway for potential client referrals.

When you’re on the phone with a potential client, you don’t want to be caught off guard by basic details about the gym you represent. Discovering all these details will ensure you look professional and help ease the mind of the potential client you're speaking with.

Start the Connection
A large part of growing your career as a personal trainer is your ability to create connections. Not only are you guiding your clients through effective workout programs, but you are also helping them with an activity they most likely don’t enjoy. Building relationships helps this process, and starting the connection early helps ease the transition to the sales pitch. On the phone, ask meaningful questions regarding your potential client's outlook on joining the gym. This initial conversation can help you learn more about your client's internal motivation and start a conversion that carries over to the in-person consultation.

Summary
The fitness consultation is a key element of sustaining a career as a personal trainer. Practicing each part of the process can help you improve your closing rate. Your steps before your potential client takes their first step inside the gym can set you up for success.

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