Making the Most of Client Consults and Assessments
Client consultations and assessments are integral to personal training success. Are your personal trainers using best practices? Here’s a closer look at why initial consultations matter so much, along with proven protocols for fitness business professionals aimed at maximizing client consultations and assessments.
The Importance of Client Consults
The initial consultation is often the first point of contact between fitness business professionals and prospective clients. For people just beginning their fitness business work as well as for those who’ve already conducted hundreds of such assessments, there are many aspects to consider such as:
- Whether establishing a connection with the client is possible
- Whether the client is ready to commit to a new diet and exercise regimen
- Whether you’ll be able to understand the client’s health and fitness goals
- Whether you have the skills to help them achieve those goals
- Whether the client will ultimately sign on for a personal training package
In addition to being the first touchpoint, client consultations are also arguably the most important touchpoint. Why? If you don’t develop adequate consultation skills, clients won’t hire you. If they do hire you, you will gather the information you need to be successful in that first consultation.
Best Practices for Client Consultations
That brings us to the next part of the equation. How can you lay the foundation for the most effective client consultations? Here’s a closer look at several strategies.
- “Time is money,” is a common business-world adage which absolutely holds up in the fitness industry. Before your meeting, email a basic questionnaire or Google Form for your client to fill out in advance. Including questions about goals, lifestyle habits, diet, and fitness level can help you start thinking about how you can provide value to the client before you even meet. It can also help you focus on specific questions to ask during the consultation to further enhance your understanding and potential.
- Walking through the door of a gym to meet with a personal trainer for the first time can be an intimidating experience. One of your first goals should be to break the ice. Meeting in a lounge or lobby, as opposed to in a private space, can help clients feel comfortable. A casual conversation about everything from family to hobbies can facilitate engagement, build rapport, and create trust.
- Only after you’ve established a connection should you transition the conversation to health and fitness challenges and goals. Referencing responses from client questionnaires or information shared earlier not only indicates that you’ve been listening, but also that your services will be personalized and customized.
- After you’ve finished going over the client questionnaire, it’s time for the assessment part of the consultation. This may include getting basic measurements, measuring cardiovascular fitness and flexibility, and assessing strength. As you go, make sure to explain what data you’re collecting and why it’s useful. Incorporating an educational component demonstrates your expertise while simultaneously helping potential clients to be a partner in their own wellness.
- While asking for the sale can be an uncomfortable part of the process, it’s also a necessary one. After you’ve completed the physical assessment, return to the place of your meeting to go over the results in the context of the client’s goals and your recommendations for achieving them. Doing so can help you naturally segue to personal training package options which would be most appropriate for their wants and needs. Present several options and ask the client which they think will work best for them. If the client isn’t ready to commit, make sure to follow up later with an email or call.
One last thing to keep in mind? While an initial consultation is about personal trainers getting the information they need to succeed, it’s a two-way street. Clients should also walk away with a new and exciting awareness of potential pathways toward their goals.
Fitness monitoring technology is an amazing resource for trainers and clients alike when it comes to understanding fitness and translating that understanding into results. Request a demo today to learn more about the role Accuro can play in improving client consultations and more.