by Jim Labadie

Most personal trainers want to do one thing as soon as someone hands them money for personal training -run! They’re so afraid their clients will change their minds, they will do just about anything to get the heck out of there. But there is much to do once a sale has been closed and money has exchanged hands. Here are six things every personal trainer should do once a prospect becomes a paying client.

1) Keep him on your e-newsletter list (or add him). Just because he is now a client doesn’t mean it’s time to stop marketing to him. An e-newsletter is an easy way to stay in touch with clients about other services and products you offer. It’s also a terrific way to showcase client testimonials. Testimonials are a powerful way to motivate and retain any client.

2) Explain what to expect at the first training session. Get him excited. Let him know if he needs to warm-up on his own, and tell him what to wear. Explaining everything beforehand does wonders for starting a business relationship on the right foot.

3) Discuss your cancellation policy. Don’t just hand him a piece of paper with your company policies (because you’re too uncomfortable to explain them to him.) Educating your clients face-to-face leaves nothing to chance. Nothing can upset a client more than being charged for missing a session and not understanding why.

4) Educate new clients about referrals. Let him know yours is a word-of-mouth business and that you thrive on referrals. Briefly outline your referral reward policy, and explain the type of clients your business works with. The more he knows the more likely he is to deliver.

5) Give him one last chance to back out. Buyer’s remorse will ruin your sale. If he doesn’t have all of his questions answered, he may just politely agree to sign and then cancel the deal later. Just as he is leaving, ask if he is 100% committed to his decision.

6) Send a thank-you card. It seems so obvious, but few businesses do it. Thank-you cards go a million miles in the eyes of clients. Be sure not to skip this step.

Jim Labadie is a fitness entrepreneur, personal training sales expert and speaker. Download a free copy of his e-book “63 Must-Have Sales Tips for Personal Trainers” at: www.ptsalestips.com.

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