“A good first impression can work wonders.” – J. K. Rowling
A good first impression is critical in the personal training industry. You work hard to get a potential new client into your studio and now is your one chance to turn help them and turn them into a paying client.
We have discussed how we conduct our complimentary first session with a potential new client, but today lets take a close look at some simple ways to make that perfect first impression:
- People are coming to us because they want more energy and a positive, new prospective on life. They will be attracted to someone who exudes these qualities. You must demonstrate an energetic, positive, upbeat and caring personality!
- Demonstrate exceptional follow-up skills right from the beginning. For example, call to confirm first appointments, return all inquiries promptly or call clients back when you said you would. Do a 24 hour thank you call or send out a thank-you card. These will all demonstrate exceptional organization and business skills.
- Arrive early and prepared for first sessions (and all sessions :)).
- The first time you meet your client, be sure to smile, introduce yourself, give a firm handshake. Be sure to focus on them, maintain good eye contact, lean towards them
- Take notes and acknowledge and repeat their concerns so they know you are listening and trying to understand their personal situation.
- Mirror your client – which means adapt your style to your client.
- Gently compliment their energy and their personality.
- Look for a ‘common ground’ and then build on that.
Save this blog post and refer to these tips as you prepare to meet potential new clients.
Want to know how we “close” 80% of all our potential new clients (no matter which trainer is conducting the complimentary session)? All of our trainers use the same system. Learn our system and make it your own (and get the documents you need) with my “Make or Break Your First Session with a Prospective Client” eVideo. No download necessary. Watch as many times as you like. Share with your team. Use as a training tool!
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Yours in health, fitness & business,
Sherri McMillan
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