New Trainer? A little advice....

While at John Berardi's "G-Flux" seminar this past weekend at Excel Sport and Fitness, I was approached by a soon-to-be personal trainer and he asked me how he, as a new trainer in the industry could pick up new clients. Here's my Cliff Notes version of what I told him.

1. As scary as it sounds you don't necessarily HAVE to be certified to train people. Matter of fact, Eric Cressey was telling me the other day that a friend of his e-mailed him and told him that he got his dog certified as a personal trainer through some online course. No, I am not kidding. But needless to say, getting certified through a reputable organization such as the NSCA, ACSM, or NASM would be a step in the right direction and will undoubtedly help you get your foot in the door. Most gyms will require that you are certified (but some don't) and if you're lucky you can find a gym that will help pay for your certification and other continuing education opportunities.

2. Most gyms will offer 1-2 complimentary sessions to all new members who join the gym. If so, this is a great opportunity to showcase your skillz. This is my blog, so if I want to use a z at the end of skillz, I will dammit. Generally speaking if I have two sessions with a prospective client, I am pretty confident that my expertise and knowledge base will be enough to "sell" myself to them. The key is to just be amicable and get them to talk about themselves. ALWAYS, and I mean always ask questions. The only ones that are off-limits are the following:

*"Oh wow, when are you expecting your baby?" If she is in fact not pregnant, you're going to feel like an asshat.

*"What's your favorite Ben Affleck movie?" This is actually a trick question, as there is no such thing as a good Ben Affleck movie (okay, Good Will Hunting aside).

In all seriousness, you want to ask as many questions as possible. What are your goals? What has prevented you from achieving your goals? Tell me about your knee injury? How many kids do you have? Do you have a hot daughter? Kidding.

People want to talk about themselves, and the more info you get from them, the more likely you are to build a repoire with them and make them a client.

3. Show them something they have never done before. People are always looking for the next unique abdominal exercise. If you're able to show them something they have never done or see before, they will be more likely to think that you have more tricks up your sleeve.

4. This tip is actually something I got from Alwyn Cosgrove and is one that I have found invaluable when starting off at a new club. Simply put: EXPOSURE. The more members see you, the more likely you are to pick them up as clients. When starting off at a new club, make it a point to introduce yourself to 10 new people a day. Just smile and say hi. "My name is [your name here] and I am one of the new trainers here at the club. If you have any questions about the equipment or any particular exercise feel free to ask me." Or just simply offer to show someone a new exercise or correct their form. Don't go right into your sales pitch and ask them if they are interested in personal training. Instead, just correct them and say it was great to meet them. Trust me, if they ever do think about purchasing some training, they will seek you out.

Also, another great idea would be to offer a mini-session to one person a day. Basically spend a good 15-20 minutes and take someone through a small circuit of exercises. Again, it's all about exposure. Maybe even offer to do a group abdominal class for 10 minutes one day. People love their ab classes and you will easily get 15-20 people to attend. Mention that you're one of the new trainers and I guarantee one of them will approach you for training eventually.

Another great idea for picking up clients would be to organize clinics. Maybe a squat clinic or a "how to" class on proper bench press form.

At the end of the day however, I have always found that the best way to get new clients is to make the ones you DO have a walking billboard for your services. Nothing trumps word of mouth, and if your current clients are getting results then the rest will soon follow. That being said, please please please make it a point to read and attend seminars. Continuing education is paramount in this industry and if you're not willing to better yourself as a trainer then you are doomed to fail.