Use this in conjunction with the Inquiry Phone Script and Questions People Ask when you take/set up telephone calls for potential clients.  It should be used both as a reminder to ask all the relevant questions needed to qualify the prospect and a record for use in your first meeting (Free Consultation).  Not only will ensure that you are the right trainer for their needs, but will also set the tone for a professional relationship.

This sheet will be a physical record of their name, phone number, and other  details you will need in order to set up and keep in contact with the potential client.

Further uses include, looking back historically to your first conversation with a client to see how their initial goals and thoughts about their health and body have changed.   If they don't become a client, refer to  this sheet in several months and give the prospect another call... Maybe their circumstances have changed.

The Personal Trainer - Occupational Essentials

Name:_____________________________

Phone:__________________

Email:__________________

Date of Contact:_______________________

Consultation Date:_____________________

Consultation Time:_____________________

Example: I'm a level 3 Advanced Trainer and level 2 Gym Instructor. I am certified through ACE and NCPT, which means that I'm qualified to create exercise programs, dietary guidelines, and work one-on-one with clients. I have been in the fitness world for about 10 years, and have been a personal trainer for 8 years. I maintain over 30 dedicated clients which I train from 1-4 times per week depending on their goals, time, and what they can afford. My clients engage in various activities depending on their fitness level and specific goals which include walking, running, weight training, and other fitness training using a variety of fitness equipment. I strive to keep my workouts fun, interesting, and of course, challenging.

Becareful when gathering personal information about your potential client.  Some people are hesitant about sharing private information with someone they're unfamiliar with.  Therefore, make yourself more familiar by sharing a bit about yourself first.  Instead of drilling your prospect with a list of invasive questions, ask them whether or not they belong to any social or professional organizations which may benefit from "group training", then reference your experiences with organized training.  Ask your prospect about their involvement with Social Networks on the Internet, Facebook, Blogs, etc.

Make sure to get telephone numbers, mailing addresses, and above all else, an Email address.

Let's face it, we live in an age of technology.  The simple telephone number or business card has been replaced by interactive websites, smart phones, and instant messaging.   Providing a website with additional information about your services is not only a critical medium to deliver a professional and successful image to your prospect, but also enables you to provide health and fitness news, training tools, motivational resources and success stories along with other selling points!

I will go over the importance of Email addresses, Websites, Training Tools, and Newsletters later in this pack.

The Free Consultation is the most important aspect of landing your potential client. Not only does this scheduled appointment provide you with more time in which to sell yourself and your services, it secures a level of commitment from that individual.

As I explained in the Phone Inquiry Script, I go one step further to assure that commitment. I collect a refundable deposit. This deposit secures that first meeting and is either returned to the individual if they do not choose to pursue my services or is applied toward their training package. The reason for this is two-fold.

Firstly, by collecting a 'refundable' deposit, your potential client has, somewhat, parted with money. They will, therefore, arrive at their Free Consultation if for no other reason than to get their money back. In effect, they have paid to listen to you further pitch the necessities of your services.

Secondly, it is much more easy to land the client by pitching your package with the first session already paid for in advance. This selling tactic is commonly referred to as, “the hook”. I will go into further details about selling tactics later in this package.

It is important to note that collecting any sort of deposit must be handled as discreetly as possible. Like you, people are reluctant to hand over money. I handle this by asking yes or no questions, as discussed in Selling Tactics, such as, “Do you have a debit or credit card?” Since the answer to this is most often yes, I proceed with the selling points of the deposit as discussed in the Inquiry Phone Script. If done properly, a potential client will almost always provide the deposit.

So, what if you don't have the capability to take credit cards or debit cards? Then get the capability. Your credit standing, business experience, and budget are not factors when you utilize Paypal. All you need is a bank account to collect your money and verify who you are.

If you're not connected to the Internet, or the links provided here don't work, then copy the following link into your browser:

http://www.envisiondustry.net/documents/pt_accept_payments_online

Sounds simple enough, doesn't it? However, if you are new to following up on leads and converting them into paying clients, being prepared isn't so simple. After all, you can't prepare for something effectively if you don't really know what it is that you're preparing for.

You've taken a valuable step in purchasing this package. Obviously, you understand that it's easier to be taught than it is to learn from mistakes. Well, I've made plenty. I guess that makes me an authority.

The next segment of this first Section, Prospects, is “Questions People Ask”. Take the time to go over each question and actually write out your answers. Writing slows the process of thinking and imagining down. In doing so, your answers will be more clearly worded and you will have mentally organized yourself. This process of preparedness will give you the heightened ability to sell yourself. Not only will your answers be more thorough, you will have more confidence behind what you're saying. This translates into confidence. The end result... more clients.