Ask for Referrals: the Key to Building a Personal Training Clientele

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Congratulations!  You’ve just gotten your first client!

Now what?

Are you nervous about this conversation? Good. That tells me that you are ready for a lot personal training business to come your way.

If you get a yes, ask for a referral.  Sounds simple, right?  It is.  You just recieved your very first personal training client, they said “Hell Yes, I’ll train with you”.  Remind yourself that they bought into YOU!  Not your training style because they haven’t seen that yet.  If they bought into you and your message, I bet they would gladly think of 1-3 more people that could benefit also.  So why not ask?

Repeat after me, “Who do you know that needs a change with fitness in their life.”

I’ll be honest with you, this was not a strong suit of mine for a very long time. And I was unable to grow my personal training business at the rate I wanted or needed until I grew a lot personally. Personal development is critical to the success of your business, and I believe this wholeheartedly.  I repeat this mantra to myself often.

“Your business will only grow as musch as you do”-Brad Sugars.

And it worked, I grew up and my business soon followed.   I developed a new confidence in my personal training service and learned how to communicate more effectively to my clients when discussing their goals.

If you want to build a sustainable business, you will have to face this fear!  How did I accomplish this change in mindset and practice?  I listened to audio books on my 25-50 minute commute to work(depending on traffic).  Instead of listening to music or sports talk radio, I used that time more wisely to knock out six books in a month.  And which of those six do I recommend you read for your personal training business to explode?

10x Rule- Grant Cardone

The Big Leap- Gay Hendricks

Start with Why- Simon Sinek

The Compound Effect- Darren Hardy

The 22 Immutable Laws of Marketing- Ries and Trout

Profit First by Mike Michalowicz

Making Money is Killing Your Business- Chuck Blakeman (owner of Crankset Group).

Each of these recommendations will teach you something different, but overall they will combine to change your perspective and mindset  The biggest mindset shift that I gained in order for my personal training business grow was from that of Scarcity to Abundance, and Chuck Blakeman’s book was a game changer.  Essentially, I needed to understand that there is enough business out there to continuously feed my pipeline of business.

As long as I asked for the referral!

Now for the challenging part of the conversation.  What do you do if the potential personal training client says no?

Here’s what you do…

If you get a no, ask for a referral. I guarantee you will earn the referral with the confidence it takes to ask in this instance.  I believe this to be true because the person agreed to the meeting with you for some cause, maybe they are in the pre-planning stage of change.  This tells you that they already know, like and trust you becuase they set the meeting.

The reason the potential client isn’t saying yes to you may have nothing to do with your presentation, offer, training style or even price.  It more than likely has to do with timing for them.  It’s not a NO, it’s a not right now.  Therefore, you can confidently move to the next step to success in your growing personal training business.

Say this with me, “Who do you know that needs a change with fitness in their life.”

If you would like more phrases that work in this case, please read If you’re not first, you’re last- Grant Cardon.

When you feel like you are ready to put these ideas into practice, reach out to Dave to begin your mentorship program now!

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