Hey everybody, Pete Tansley here! I want to teach you how to get new clients in a commercial gym.
Are you struggling to get new clients from the gym?
Perhaps your personal training manager isn’t giving you enough leads.
Or the leads they do give you are just low quality and not converting.
I want to share with you a couple of methods which are proven to work really, really well.
The first thing for you to begin is the Survey Method.
Essentially you are going to approach people you haven’t met before and ask them for feedback. As a thank you, you will offer them a one-on-one session with you.
The reason this works so well is, it disarms the conversation.
When a prospect or new gym member sees a personal trainer approach, they’re probably intimidated. They might even feel you are going to try to sell them something.
So, they’re probably a little bit scared about you approaching them (or annoyed.)
When you approach with the survey and explain how it works to them, it completely disarms the conversation.
It removes the risk of them feeling they have to be protective and not tell you anything.
And you now have permission to ask some questions and they will happily open up.
That’s why it works so well.
As opposed to just walking up to strangers – which by the way is still effective from the client’s point – it’s a far less “salesy”
Let’s break it down into three parts…
The Approach, The Survey, and The Follow Up
You want to be in good uniform and look presentable and not smelling like you’ve just done a workout.
On a nice clipboard with clean surveys printed, you are going to approach people. Look for people you haven’t met or members who look like they’ve just joined. Perhaps they look a bit lost and you haven’t seen them before.
People you haven’t met or people that have been there for a long time and you’ve perhaps seen them and eyeball them and said “hello”, that maybe they had friends always, you haven’t had a full chat.
So you can go up to these people and engage in a full conversation.
When you walk up to people with a survey you say, “Hi my name is Pete. I’m doing a quick survey so we can improve the gym, do you mind if I can steal a minute of your time? And as a thank you I’m going to give you a 1-on-1 personal training session with me as a way to say thanks!”
If you happy, enthusiastic, expecting a YES reply – then 99% of people are going to say “Yes of course.”
And then, you say, “Great! Let’s get started. Can I ask you a couple of questions?”
On the A4 piece of paper that you print out, it’s going to be pretty simple.
At the top will be a vague opener, “How long you’ve been a member of this gym for?”
Start with something simple, and non-threatening. Then you can ask something more specific, such as, “What kind of things you do in the gym, group exercise, swimming pool? Do you use gym, free weights, classes?”
The third question can be, “What are your goals for the next six months? Tell me more about those.”
Number four, you have a fun question like, “If you are the new owner of this gym and you have a million dollar budget what would you change? What would you add? Who would you fire? Who would you hire?”
The last question should be something along the lines of, “What do you feel that you need so that you can get to your goals? What challenges do you think you might have, or what’s missing in your current program that you need?”
Now as you’re asking the questions, I am not coaching them. Don’t make the mistake of giving them a lecture on biology.
I’m gathering information.
I’m not going to coach them. I’m just going to collect information at this stage.
At the end of the survey, at the bottom, I’m going to say “Great. Thanks so much, Sally. Hey, like I said at the start, I want to book that 1 on 1 chat, with that 1 on 1 session with you and I can help you with these challenges you are having so that you can achieve your X, Y, Z goals.”
Basically, I’m going to paraphrase their goals, to show I understand and to show I’ve been listening. I’ll then book our time in, I’ll grab their mobile number, and I’l add it straight into my diary.
The follow up.
Later that day, I’ll text them to confirm.
The SMS will say:
Hi Sally, Pete here from Pete’s Fitness. I can’t wait for our consultation on Tuesday. Here are the details: Tuesday 9:30am, at Pete’s Fitness. I’ll meet you at the front desk. Simply bring a towel, water bottle, and bucketloads of energy for our session. See you soon!
It’s really that simple!
You can just copy paste that across multiple as SMS messages.
If they were to say “No”, that’s totally fine. When you see them next time, at least you have some context to approach them and ask them how they’re going.
You’ve met them, you’ve shaken their hand, you’ve said hello to them, you know their name.
Use their name. When you see them tomorrow the next day just give them a small hello and if the conversations are there? Maybe you will be able to help them, and you can further the relationship with them for next time.
So, don’t burn bridges if somebody says “No.” But in my experience, most people will say “Yes” to this.
Full disclosure – I have used this method.
When I started PT’ing at a commercial gym, I added 21 clients in two weeks using this method. All of them into a minimum $100 per week.
Over the course of 10 days, I approached 25 people. 23 or 22 took me up on my offer.
I sold 17 into my programs and went from $0 to $2,100 per week in ten days.
That’s all I did. If I can do it, so can you.
Don’t Rely On The PTM!
Don’t wait for someone to hand you golden leads. Just take ownership and do it yourself.
And of course when they booked in, if it’s a “Yes” they booked in then that into your sales system, you meet them one time on for a 45 to 60-minute session
And if they want more info which most of them will, you present your prices and hopefully you close most of them into a high-end program.
Want a Copy Of My Survey?
The survey is down below if you want a copy. Hit the download button below, and I’ll send you the survey along with this transcription.
If you approach five people per day conservatively, four people will do the survey, three of them would book for a consult. And even if worst case scenario only two of them turn up?
You could perform 10 consults per week.
And then if you’re closing 7 or 8 out of 10? You’re going to fill up your client roster pretty fast using this survey method.
Let’s recap what we’ve done so far.
Surveys are the best way…
Because they disarm the conversation and people don’t feel threatened.
We look at the approach, how to approach people, how to do without being threatening, being enthusiastic, being friendly and then we looked at what’s actually on the survey.
And when we approach them, when we say “Hey, when you do this I’ll give you this” and then we follow up like professional.
We book them in. We send them SMS and then we meet them within five minutes early we meet them on time for a consult.
We help them, we educate them, we use our selling system to then sell them into our high end, high price program.
And voila – you fill up your calendar.
I really hope this helps.
The download is below like I said you can get a transcription of this video and I’m going to throw in the exact survey I use to get 17 clients in 10 days.
I’d love any feedback and any questions you have.
Pop them down below and I’ll answer them myself personally.
Have a great day! Talks soon.
This is Pete, signing out.