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How to Sell Personal Training Online

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Selling is something we do for our clients - not to our clients. Zig Ziglar

Selling personal training online can be stressful sometimes. There are a million things that you have to think about! There are a million things that you have to do! It’s easy to think that after you get the client, your job is done. All you have to is train them, right?

Clients need a little extra support sometimes. They need someone to hold them accountable and encourage them to break those bad habits that have prevented them from reaching their goals in the past. When you go the extra mile for your clients, you are setting yourself apart from other personal trainers and your clients will feel like they are getting a bang for their buck. It’s a win-win situation!

When you show your clients that you care, it will lead to more personal training sessions, referrals and possible future purchases with products or programs that you’re afiliated with later in your career of selling personal training online. Put an extra 5% into caring about your clients and happy clients will return. Let’s look at some techniques that you can use!


When I used to go to the gym, I’d see gym members working out with personal trainers and then see them a year later and they looked exactly the same. Why was that? Were they only going to personal training sessions and not doing anything on their own? It’s very likely.

That’s why it’s very important that you give your clients homework! Going to a personal trainer a few times a week isn’t enough to reach maximum results. By giving your clients homework outside of the personal training sessions, you’re showing them that you care about them and you want them to succeed. If your clients see that they are gaining results, they’ll want to keep coming back to you.

Here are some examples of homework assignments you can give them.

  • At home workouts. Give them a list of doable exercises they can do at home. Start them off small and just give them 10 or 15 minutes of exercises. People often think that 10 or 15 minutes of working out doesn’t matter and can’t make a difference, but it really depends on what kind of exercises you’re doing and if you’re consistent. A good 10-15 minutes will keep their minds and bodies sharp. After they’re comfortable, increase their at home workout time to 20-25 minutes. Even doing this once a week can make a difference!

  • Gym workouts. If your clients are members of a gym, tell them what they can do at the gym and how they can utilize the equipment (such as weights). If the gym offers tness classes, suggest that your clients to take a few classes there.

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  • Food journal. If your clients are struggling with eating the right food, ask them to keep a food journal and record everything they eat. Then ask them to bring it in so you can look over it. This will help your clients understand what they’re eating and make adjustments accordingly.
  • Recipes. Suggest a healthy, easy recipe for your clients and ask them to make it for dinner one night before their next session. Also ask them to take a picture of the meal as proof! Bonus points if they post it on Instagram and tag you in it!

Get To Know Your Clients

Your clients have a life, just like you. They have jobs, passions, non-fitness goals, relationships, etc. You don’t have to go to personal and you can normally sense if the client is comfortable talking about their personal lives with you. If they’re not cool with it, just drop it. But generally, people love talking about themselves!

When you get to know your clients, you’ll understand them better and know how to serve them best when it comes to fitness.This will help build a strong relationship with your client and benefit your business with selling personal training online!

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A few suggestions:

  • Remember things they tell you. For example, if they mention they’re working on a big project at work and it’s been stressing them out, quickly follow up with them during your next session and ask them how the project went.
  • Find out their interests! What do they like to do when they’re not at work or working out? For example, if your client likes to travel, ask them if they have any upcoming trips. Give them a few pointers on how they can stay healthy while they’re traveling.
  • Be friends. This might sound odd but be open to friendship. Add them on social media and be social. At my former gym, I used to hang out with many of the tness instructors. We’d go out for dinner or lunch all the time. Furthermore, they knew me on a more personal level and knew what I was capable of physically and mentally, which made it easy for them to call me out when I was slacking during class or hadn’t shown up to the gym for some time.

Keep A Record!

A good personal trainer will keep a file of their client and their progress. This might sound like a lot of extra work, but it’s really not! It might take a few extra minutes out of your day but your clients will bene t from it. Tracking progress is a big part of anyone’s tness journey. And since you’re selling personal training online, you can take their record and make it digital! Here’s an idea - create a Google Doc spreadsheet for each of your clients to track their progress and share it with them! This way your clients can see it whenever they want and make comments on their file for you to see.

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