Are You a Crappy Trainer? (15 Point Self Assessment)

How many of these things are you already doing well?

June and the summer months are some of the toughest months for many personal trainers. I’ve been receiving all kinds of emails from trainers asking what they need to do differently to survive these difficult months. In the main time we’ve had a near record breaking month at One-to-1 Fitness for new business, the formula is simpler than you think. Below is a 15 point checklist, read each one and then ask yourself if you are doing this effectively, if not spend a few minutes jotting down how you might implement this or do it better, commit to this for the next 60 days and by September you will never believe the summer is bad for personal training again.

1. Always Build the List. Your most important marketing task for successful anything (in this case personal training) is the campaigns that build your list. The list is king, the bigger it the easier, and more importantly, the more predictable sales/client attraction is.
2. Recognize and reward. Every living being on the face of the earth emotionally thrives on recognition and reward; we are hard wired for it. Recognize your clients and your staff as often as possible. Build a cult following by providing reward, this can be as simple as a thank you card or a big gold star.
3. Remember that success likes speed. Don’t wait too long on ideas, develop a plan and take immediate action. As one idea or campaign blends to the next the momentum will carry you to massively grow your business.
4. Continually ask for testimonials. Social proof will allow you to sell anything. Results are an incredibly powerful tool, share those results with others and your services will sell themselves.
5. Get out of your comfort zone. Volunteer, join social clubs, attend networking functions, book free seminar sessions and lunch and learns. Try to talk to at least 10 new people in your community each day. Get out there and get known.
6. Deliver, big time. Call your clients, see how they are doing. Email them or send them text messages. Remember you are building a relationship, strong client relationships will keep them with you forever. These little things provide so much additional value your clients will make you the talk of the town.
7. Always be asking for referrals. Find subtle and creative ways to ask for referrals and make sure it’s always on your clients minds.
8. Use email marketing for constant contact. Email marketing is one of the most powerful cost effective tools available to you (and why your list building is so important.) Keep your list warm by constantly providing them value through killer content. This maintains and elevates your expert status and ensures business longevity.
9. Sell the lifestyle not the session. Selling packages of sessions is dead, automated monthly billing (EFT) is the key to success, get it in action immediately, and at first even as simple as post-dated cheques while you work through the steps with your bank.
10. Use high value free programs and special repackage offers to quickly attract tonnes of new customers.
11. Develop win-win relationships with local businesses and develop a large scale bonus program for clients and prospects. Use these bonuses and special offers to convert new prospects to new EFT agreements.
12. Write specific goals. Just like you tell your clients set your own goals and then work backwards week by week to develop your plan to achieve that goal and hold yourself accountable.
13. Don’t re-invent the wheel. Use the tools of others, attend conferences, get a coach, look at a franchise.
14. Systemize everything. Think of each process like you are going to have to complete it a 100 times or more, develop a system around each action, process, or marketing campaign. Soon situations are just a repeat process and planning becomes what system to engage next. You will soon be able to see weeks and months ahead.
15. Most importantly, never give up!