by Steve Hochman
You probably know that many personal trainers make the mistake of doing all of the work themselves. That can cause you to lose money and opportunities in building your business.Please pay attention because this is vital…
One night I was at my favorite movie theater watching a great release…
Then, I saw a couple sitting on the far left whispering while I was trying to watch the movie. All of this was bugging me, but I noticed how the woman paid attention to her partner’s every word.
The guy was talking about his life, work, goals, and accomplishments as if he had traveled the world before this night. It was amazing in the beginning, but I never heard the lady say a word. In a way, the guy tried to control the whole conversation without letting her join in with her opinion or personal experiences. Basically he thought the movie and the girl he was with was less important than himself.
Now, I was curious of why the lady just sat there listening to him go on and on about his life. All of this drew me to the fact they met over the internet and were at their first movie together. His problem was the inability to listen to her when she wanted to speak.
With this in mind, how many fitness professionals go on and on about their accomplishments without listening to their clients? The list is utterly ridiculous and your ability to listen is probably the reason your clients quit their programs.
If you want to build your business, you have to listen to your clients. Any personal trainer trying to build a reputation needs to understand what their client wants so they can create programs to do just that. Never take the initiative to change your client – your client has to want the same thing if you want to keep them long-term.
Stop and think about this….
You have to LISTEN to them if you want to make money.
No matter what kind of personal trainer marketing strategies you use. You have to know what’s going on in their minds and hearts or else you will lose their respect.
Build a relationship by providing WHAT THEY WANT.
Then create workout programs to match their goals in a realistic manner.
I have not met one customer that cared about a trainers certifications, degress, or years of experience more important than their ability to focus on their needs. What does your client want to achieve in their workouts? How can you emphasize on that and build a stronger presence in their hearts? The ball is in your court on whether you listen or not.
The 23 year old college graduate wants to hear about her losing her love handles… so you give her compliments once she overcomes each milestone.
The 41 year old entrepreneur wants to know how great his golf swing has improved so you create programs to help his swing improve over time. You have to focus on how he needs to increase his stamina and energy to make more money so he can have more time to focus on his game. Not only will your workouts make his golfing better, but it will also make him a better businessman to build a strong financial future.
Now, what makes you think YOU are the answer to making more money? It’s not you or your personal trainer marketing strategies – it’s your ability to listen to your client’s every need and the ability to try to fulfill it.
All of your clients want to achieve their goals by working with you, but you have to step out of the picture so they can grow into their own level of success.
Just as I mentioned in the beginning, the two at the movies were only a simple example. Imagine how bad it could be for you if you were on that date. If it were your choice, would you go out with that guy again? Or would you choose someone who wants to listen?
About the Author
Steve Hochman is a personal training marketing expert and gives away tons of his proven client getting tips for free. Check out his Personal Trainer Marketing Tips here