The benefit of providing personal trainer services for a fitness club cannot be underestimated. Not only is it an important source of non-membership income, but also personal training and member retention are closely linked to this issue.
The Weak Muscle of Trainers is Sales!
According to research, members who use personal training services are more likely to renew their memberships than those who do not.
The problem is, coaches are not trained in sales! If you are managing a team of coaches or are a coach yourself, you will need information on how to best identify leads and move forward.
Many gym managers and staff are uncomfortable with sales, but your facility’s success may depend on you being a top-notch salesperson. Having the highest awareness, having the newest machines, or having the most popular customers won’t save you if you can’t get customers to spend money on your services.
What you need to know if you want to be successful in selling personal trainer services is being able to accurately tell clients how to overcome their fears and anxieties. The objections are clear. You must be prepared.
You should listen to a customer without interrupting. It would even be beneficial to repeat the sentences afterwards and pass on to the answers as such. Believe that your approach is crucial to the process. But you should also know that it is important to be face to face with people in order to make a speech in the first place. You need to show understanding, ask questions, provide information, and do it with eye contact. It’s all about connecting. You need to start attracting people’s attention when selling private lessons.
Free sessions are a good way for instructors to establish close contact with potential clients. We can call it a “test drive”.
Sometimes the people you offer free services to can make a big difference. Instead of spending a lot of money on marketing, you can serve the right people for free. Many famous fitness clubs used this method while growing up. It is in your hands to ensure that the people you give free training continue and pay. In this way, you will not only gain new customers with a method, but also your advertisement will be made by word of mouth.
You can contact a hospital or school saying you’re looking for volunteers for a four-week fitness workout. To give an example from a previous study: Of the 31 participants enrolled in the study, 15 decided to continue as clients.
Create a butterfly effect for your customers. You take a step towards them and they will come more. Trust your knowledge, service and communication. If you don’t trust, improve your shortcomings. Trust is the magic word here. If you trust yourself, they will trust you.
You sell very good stuff. Improved health and wellness, more energy, increased confidence and self-confidence. You have to believe in yourself and your services. You shouldn’t be hung up on price.
Understanding Generation Y Will Keep Businesses Alive!
The year is 2020 and we are fighting the Corona virus. This struggle that pushes us to rethink everything is actually a process that we hope to emerge from by getting stronger. I wish health for everyone.
I am writing this article thinking that if everything is being reviewed, companies in the fitness industry will also do this.
The generation born between 1981 and 1996 is very important for the fitness industry. There is a reason for this. According to the 2019 consumer report, this is the largest group in the health club industry. The situation is rather complicated, as we are not talking about an easy-to-understand group. The economic situation of millennials is unique and their behavior patterns reflect their external situation. As the first generation to grow up with the Internet, they are both a new type of consumer and a prototype for younger generations.
This generation is expected to account for at least 30% of all consumer spending in 2020!
When their spending habits are examined, I think that clubs should be able to see the moves they need to make on marketing and sales. I think about it, but unfortunately it is not that easy to read, interpret and take action to put it into practice. We have come to the end of classical sales models, campaigns that do not keep up with the times, and most importantly, managers who do not want to produce anything. This is called the economic crisis.
If the Y generation is the largest customer base, let me talk about 5 basic features that make them stand out. The actions to be taken when the corona virus leaves the country and the world can be;
1. Millennials prioritize health and wellness
A recent report states that they are willing to spend more money on health and wellness than on education costs. Due to their limited spending power, they have learned to adjust their priorities but place great emphasis on wellness, mental health, and overall health. This is of course very good news!
2. Generation Y expects high attention
Studies have found that they are more likely to turn to personal training and small group training than other age groups. They also prefer the boutique experience over multi-purpose clubs, which requires clubs to find ways to offer boutique-style experiences in more traditional facilities.
3. Your mobile skills must be developed in order to serve the Y generation.
This generation is a generation that spends a lot of time and money online. Research has found that 67% prefer to shop online more than in-store, and 54% of their purchases are made online. And they don’t do it from desktop browsers; they use their smartphones! Your club must have up-to-date mobile capabilities or these consumers will leave you.
4. Millennials are researchers, they read and trust reviews on the internet
Trust is the key word here. 8 out of 10 people won’t click the “complete purchase” button until they’ve read at least one review online. One report found that social media is the primary source of shopping information. If you’re not there, you’re not on their radar. You must have a positive and engaging presence on social media sites.
5. They want rewards, discounts and flexibility
Never give a fixed menu. A one-size-fits-all approach won’t work. Generation Y is the “à la carte” generation. They like choices where they can build their own experience. This fact is best reflected in their attitudes towards cable television, as they are the primary generation responsible for the decline of traditional cable television models. They are also very much in favor of loyalty and rewards programs. Two-thirds of this generation are members of at least one loyalty program.
Have all of these? Looks like no problem then.
Stay home, stay healthy
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