Try before you buy – why comp sessions are a personal trainer’s best friend
Yesterday I met a PT who was fresh out of completing Cert IV and two weeks into his new role as a franchisee working at a major gym chain. When I asked him how it was going he smiled and said “really great” then explained to me that he had been doing heaps of comp sessions during his first few weeks in the new job.
It made me think about when I first began working as a PT. I remember starting with 3 other ‘newbies’ at the time. We were all handed forms with member details and told to book in comp sessions. Two of us went straight for the phone to lock in times, while the other two sat with crumpled faces as they verbalized their dissent about being asked to “work for free”.
The right thing to do of course, would have been to explain to them that in fact a comp session is the exercise equivalent of a tasting plate. A great way to give a potential client a hint of just what they might expect from a session with you and exactly how you are going to make them feel better, get stronger or become healthier. But the truth is, I was building my business at the time and more than happy to take the comp sessions they didn’t want!
Here’s the thing, if you are new to the Personal Training business and you are lucky enough to be in a position where you are literally handed a piece of paper with someone’s name on it, someone who has indicated they have just joined a gym, looking to learn about exercise or considering PT sessions – then grab it and run! Get on the phone that day and book them in for a comp session within 24 hours!
You know the expression ‘grab em while they’re hot!’ it applies here! You’ve been given a great opportunity, now its up to you to: Listen, Connect and build Rapport. You will be well on the way to establishing your client base and streets ahead of those PT’s who choose not to ‘work for free’.
Justin is the Managing Director of Active Management, which he began January 2004. He offers coaching to businesses worldwide in everything from start up and design to marketing and sales systems. Justin also facilitates four Australian and New Zealand ‘fitness industry roundtables’ events, which allows him to see a huge cross section of business models.