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How to Sell Personal Training Online

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The best way to look at any business is from the standpoint of the clients. Jamie Dimon

The secret to selling personal training online is pretty simple, right? Clients want to lose weight. But, wait... is that a goal? Or is that what people say they want on the 1st of January and then forget about two days later?

Yes, most clients want to lose weight. But that might not always be the case. Maybe they want to gain weight or build muscle.

Everyone has different goals on how they want to go about their fitness journey. There is no one path to fitness and it’s not just about wanting to look great. It’s about everything that holds us back from achieving these results.

  • Self-doubt/lack of confidence
  • Lack of commitment
  • Lack of nutrition
  • Personal drama and struggles
  • A bad breakup
  • A bad day
  • Not enough time
  • Kids
  • Lack of focus
  • Fear
  • Laziness
  • Bad habits

The list goes on and on. There will always be something going on inside your client’s head. However, just providing your clients with a list of exercises isn’t enough these days. As a personal trainer, your job isn’t just to put together a list of exercises because anyone can do that. Actually, hold on. Let me Google what exercises I can do at home right now. BRB (Be Right Back).

Back! Guess what? Buzzfeed just gave me the only 12 exercises I need to get in shape. So what do I need you – a personal trainer – for? Boy bye. When you’re selling personal training online, you want to make sure your clients are getting what they need from you. So how do you get down to the root of what clients really want?

Listen To Them

No one is asking you to be a therapist. However, listening to your clients will go a long way with selling personal training online. For example, if a client is constantly complaining about how they look and are upset because they haven’t reached their target weight after just a few workouts, what’s that telling you?

Right off the bat it tells you that your client a) wants fast results, b) struggles with some body insecurities, and c) has probably tried different weight loss methods in the past and have failed or gave up quickly.

That’s the world we live in today. People want results without actually doing the work. I use to take a fitness class at my former gym with an awesome instructor who made us work really hard. People would always complain that they weren’t losing weight and her response was always the same.

“You didn’t gain weight overnight, right?” she’d say. “So you’re not going to lose it overnight.”

I’m sure some of your clients will think that just because they signed up with you, they’ll automatically lose weight. Just like when people sign up for a gym membership and think the weight will just come off. The reality is that a gym is only a tool to help you reach your goals. When selling personal training online, you are giving your clients a tool to reach their fitness goals.

So listen to your clients and figure out solutions to help them! One thing you can do for clients who get discouraged quickly is to teach them to celebrate small wins along the way. Weight loss is a journey and it’s not an easy journey.

Examples of small wins:

  • Dropping a pant/dress size
  • Losing inches instead of pounds
  • Being able to do something they couldn’t do 1 month/3 months/6 months ago such as run a mile or lift 5-10 pounds heavier
  • Getting good news from their doctor
  • Eating more healthy meals

As a personal trainer, it’s OK to celebrate with them, too! Feature them on your Instagram page! Take them out for healthy smoothies!

Listen to your clients! Sometimes they’re embarrassed to tell you certain things. But don’t just assume you know everything. Make sure you understand what they are saying by asking follow-up questions.

Ask The Right Questions

Speaking of asking questions, as a personal trainer, it’s very important that you ask the right questions. This is especially important because they might not be the right fit for you or you might not be the right t for them.

Asking the right questions can prevent future injuries, avoid fatigue, and determine their fitness level. To make things easier, have them fill out a question form on your website (more on your website in Chapter 3) before having a conversation with them.

Here are some examples of questions that you can ask your clients.

Medical: Make Sure You Know What Their Body Can Handle

  • What is your medical history?
  • Do you have any medical conditions?
  • Are you a smoker?
  • Do you have any injuries?

Goals: Know Why They Want A Personal Trainer

  • What are your short-term goals?
  • What are your long-term goals?

Exercise Experience: This Will Give You A Sense Of What They
Can Do

  • Do you lack energy during the day?
  • How many hours of sleep do you get a night?
  • What do you do for a living? (i.e. if they sit at a desk all day long, that will be helpful information)
  • What workout programs have you had success with?

Lifestyle: A Person’s Lifestyle Can Affect How Active They Are And How Much Energy They Have

  • What kind of workouts do you find challenging?
  • What kind of workouts do you enjoy normally?
  • Have you had a personal trainer before?
  • Do you belong to a gym or have in the past?
sell personal training online

Nutrition: Know What They Are Putting In Their Body

  • How is your nutrition on a daily basis?
  • What do you struggle with?
  • What foods do you enjoy?
  • What areas do you think you can improve in?

Figuring out what you clients want is a huge part of selling personal training online. In Chapter 6, we’ll explore how to get and keep clients! 

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