Trainer Secrets To Keeping A Client For Life with Brett Johnston
The Ultimate Prospecting Toolkitfor Personal Trainers [FREE DOWNLOAD]
Have you ever had a client buy a package of training sessions, and then after the package was used, you never seen them again? In today’s video, we’re talking all about trainer secrets to keeping a client for life.
What’s In This Session?
- 4 areas that all members and clients need to master (0:37)
- Walking through the client’s fitness journey with you (1:23)
- Fitness results in advance (2:34)
- Secret #1 (3:04)
- Secret #2 (4:19)
- Secret #3 (4:51)
- Secret #4 (6:36)
- A client for life is essentially this… (7:39)
Show Notes & Resources Mentioned
The Full Transcript
Have you ever had a client buy a package of training sessions, and then after the package was used, you never seen him again?What's up everybody. I'm Brett Johnston from theFitnessBoss.com helping you take hold of 166 hours that your clients tried to undo, when they're not trading with you. Now, we published new videos every single week. So make sure that you go ahead and right hook that subscribe but below, and if you like this video, we greatly appreciate you giving a thumbs up and give it a like. Now, today's video, we're talking all about trainer secrets to keeping a client for life. Let's start off by talking about the typical members fitness journey. Let's face it. You and I we both understand that order for members to get results, they have them master four (4) areas. They've got to have exercise. They've got to have a diet and nutrition plan. They've got to have proper supplementation. And finally, they got to have motivation, or to be motivated. But since most members that start off their journey, they're clueless. What really happens is this... they join the gym, they hop on a treadmill, and then they start doing that for a while, and then they actually gain weight, and they don't know why. Well, it's because they're confused about those first three areas, and they don't know how to harness then their motivation, or the underlying motivation for working out. And, as a result, they're not effective in any of these areas. And that's when they quit. So now let's walk you through this client journey from the beginning and show you how you take a prospect and you turn him into a client for life. Now maybe you're out on the floor prospecting. You're out helping people or helping members out on the floor, and one member allows you the opportunity to help them. And, we're just talking about quickly prospecting them on the floor. And what happens in that short time that you spend with them, they're like... "Wow! This is totally different than what I was doing and I actually see some benefit". Now, to your mind as a trainer, you're thinking, well maybe it's not a huge deal, but to them...it is. So, they start to see some real value in what you did with them. Well, because they see an instant value with you and how you help them, their desire and their trust immediately grows. And because you see yourself as a solution to the problem that they have, you got that confidence now, and you asked them to meet with them again, for an entire workout, free of charge - aka a complimentary workout session. Now, because they're like... "Wow! If that was just five minutes, I wonder what like 10 or 20 minutes would be like". So, they go ahead, and they take a plunge, and they go ahead and book that complimentary workout session with you that you offered them. Well, what happens at this point is that they go through that complimentary session and they even notice... "Wow! This is even more awesome than that short five minutes that I spent with them". And what's happening there is, you as a trainer, are providing fitness results in advance. Okay. So, what that really means is that they're starting to see themselves getting closer to where they want to be by just spending that time with you. And guess what? As a result, their desire and their trust, it goes up even more. Now, at the end of this complimentary workout session, you book a tentative paid appointment with them to start their new fitness journey with you. Now, the secret here is that you set up a tentative PAID TRAINING APPOINTMENT for the SAME DAY AND SAME TIME NEXT WEEK. And, absolutely do not talk about training prices of packages during this time. This buzz kills everything. And this is so that they don't feel that pressure or that commitment because it feels like only once a week in their mind, and that puts them at ease. I know this sounds foreign in the minds of most trainers, but trust me it works. Now, in between that comped workout session and the tentative paid workout session that you booked with them for next week, and you made that follow up call and you answered all their questions on the phone, as well, as confirm that they'll be coming in for that next paid workout appointment with you. And, because they see the value in working with you, they go ahead and verbally confirm with you for that day next week. And, they understand it obviously as a paid workout appointment. So, they show up for that paid workout appointment, and you have another awesome work experience that they have with you. And, at the end of this session, after you stretched them out, you can now show them your training packages that you offer, and you have them choose a package of training. Now this is secret number two (2). You let them choose the training package without pushing them into a specific number or amount. And, by doing this, you make it their idea, and allow them to choose whatever package feels right to them. Now, this takes off the pressure again. They take action and they sign up with sessions with you. It might be a small amount of sessions for time, and that's okay because they made a commitment, and as long as you keep giving them awesome experience and building a relationship with them, they will continue to buy more and more with you. So, since I'm giving away so many secrets, let me tell you another secret. Okay. Before they actually choose a package and sign up with you, you're going to tell them that it doesn't matter what package they choose, what's important is they get started right away. And that's kind of the verbiage can you can use with them. And, you'll also tell them that you're their fit body insurance policy or their fitness insurance policy. And you kind of paint that picture of what that means to them. So for instance, as you give them like a rate card for your training services or your training packages, you might say..."Mrs. Jones, you could use me as much or as little as you want, I'm your fit body insurance policy. I'm your trainer as long as you remember a here. And sometimes that's going to change. So, as far as the frequency and everything of working together. You know. There are going to be times in our journey together that as we're working out, it's going to be once a week, then there's going to be twice a week, or maybe three times a week, or four times a week. And then things are going to happen in your life. Life is going to get in a way. And maybe you need to back off and only come in once a week, or once every other week, or once a month, just to keep you guided in the right direction. But guess what Ms. Jones? I'm still here. I'm still your trainer! And Mrs. Jones, maybe you have something coming up again, and you know you say, hey brett... I've got this vacation coming up or whatever it my be, and I need to take it back up another couple notches". So, that's what you're going to say to her. And guess what? You and Mrs. Jones, you're rocking rolling again, and you're back on once a week, or twice a week, or three times a week, because you're continually providing value to Mrs. Jones. And, as a result of providing that value, their desire is growing, their trust is growing. And the next thing you know...BOOM! You just created it in their mind someone who has a solution to their ongoing problem when it comes to getting into the best shape of their life. So, here's another secret. You go ahead a new book that's next appointment by asking them when they want to come NEXT. They show up on that day. They have another awesome session with you, and at the end of that session you asked them again... "When do you want to come back in and work out? You don't do a set schedule time with them you don't. You don't have a standing schedule QUITE YET. So what's happening is, that when they work out alone versus working out with you, they can see and feel the different big time. They want more of that endorphin rush, that feels good high, when they train with you. So what happens is, when you ask them when they want to come in and train next, they start turning it from once a week into twice a week and so forth so. And of course, as life happens, that frequency increases and decreases throughout the year, but they're still plugged into training with you. And that my friends IS a client for Life! A client for life essentially is someone that you're taking, that client or that person, who would normally have never done training with you, and make everything about them and their idea in the beginning. You're keeping them plugged into training with you by adjusting the frequency of their training sessions throughout the year. As time goes by as long as they remember as a team based on their life and current motivations. OK. So where many clients really jumped ship and quit training, you being savvier, now you anticipate it, and you make adjustments by painting that picture ahead of time with them. And that'll do it for today's video. And we'll see you in the next video and if you like this video, make sure that you hit that like button below and definitely subscribe to the fitness boss channel. Now we post new videos like this every single week helping you with your business building, client training, and your social media - tips and practical tools to get you ahead. Now today, today we talk about the client for life or secrets to a client for life. Now let us know if you like this teaching. Let us know if you have clients for life, and if you subscribe to the same philosophy that we do. So, if you have other questions or comments, make sure that you leave them in a comment section below. We'd Love to hear from you. Thanks again for watching and we'll see you next time!
The Ultimate Prospecting Toolkitfor Personal Trainers [FREE DOWNLOAD]