Selling your Services
Once you have spent time with the client in the gym, or once the consultation is over, you can take the member back to the consult room and talk through their options. Having a price presentation page printed out or on your iPad/tablet will help in this situation. As seen below, there are three options. When talking with the gym member, I would start at the most expensive option; they will probably say no, which is expected, and you can then go down to the next package. They might say yes to this as it is cheaper; if not, you can drop down to the next cheapest package.
They will hopefully say yes to this one. But if not, you can then offer the member one half-hour session every two weeks. Even though one half-hour session every two weeks isn’t a great option in terms of business, you can always upsell the client once they trust you and see the value in personal training. I would often upsell clients from fortnightly clients to weekly clients. You can’t win them all though, so don’t take it personally if someone says no to training with you. There are so many reasons that are out of your control that a member will decide not to go with a PT.
The reason that it is important to start with the most expensive option is that if you start with the cheapest option, they may just say yes - and you could miss out on signing them onto two hours per week. One important thing with sales is to never assume. You don’t know what the potential client can or cannot afford.
One key to sales is making the client trust you. If the consultation or free session gives them confidence that you will be able to help them get results, they will be far more likely to invest in you. If they do not trust that you can get them results, then they will never train with you.