How do you approach a person working out

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Training In A Gym: Conduct Orientations
by: Steve Epperson

You don't. Instead, do an orientation.

Alright, I must admit, I haven’t worked in a gym or health club for a long time (I have my own studio). Correct me if I’m wrong, but I have heard that gym owners are still using FREE orientations conducted by trainers as a way to sweeten the deal for membership sales. Although I am opposed to offering free anything (your time is actually too valuable), this may be the ticket if you are new to the business. Performing new member orientations in exchange for free leads is a very quick, inexpensive way to pick up a few clients. After all, you probably don’t have hundreds or thousands of dollars to spend on advertising. You may as well spend some of your valuable time instesd. After all, you pay for your clients one way or another; with your valuable time, or with your valuable money.

Okay, I know you have heard of the occasional guru purist who doesn’t believe in "free sessions." In fact, they can be downright militant about their convictions on the subject. However, I will say time and time again, you are the one who has to put food on the table. You, unlike them, are still training. You, unlike them, are in a noble profession helping people get healthier, instead of peddling "secret information" about some slick marketing trick.

So how do you get to the point where you can get new member orientations started? Obviously, you have to get permission from the gym owner or manager. This is easier said than done, especially if you are a contract trainer, or the facility hires employee trainers. However, it can be done if you position yourself correctly. Say something like this:

"I would like to start conducting new member orientations free of charge to our new members. In exchange, I would ask for permission to get their personal information as a source of leads to grow my training business."

If he/she tells you that their trainers do that already, or they already offer free sessions, say:

"I can appreciate that, of course. Here’s what we’ll do" ( yes, you are dictating to him what you will do. He’ll be fired by the owner in six months anyway, so don’t be nervous).

"Whenever you have someone who can’t conduct the orientation, even if it may be at the last minute, give it to me and I’ll make sure each new member comes away feeling good about joining."

Chances are, he’ll like this deal because he knows that most of his employee trainers are flakes. These idiots are at the bottom of the barrel, recruited straight from Craig’s List. He has a hard enough time getting them to come to work, let alone trying to get them to conduct orientations in a professional manner. You’re not like that, and he knows it.

When you do an orientation, you will probably be asked to go over the rules of the facility. Just suck it up and do it. Besides, it will make you look more like an authority; and authority equals credibility.

After going over the rules, it’s time now to show the newbies how to perform hack squats without throwing out their back. Don’t just show them how to work the machine. Let each member take a turn on a piece of equipment so they feel like they are part of the orientation process. Also be sure to open it up for questions so as to show off your trainer knowledge.

Before the start of any orientation, make sure all participants sign in with name, address and phone number. Inevitably, you’ll get a lot of people who will leave most of the form blank. That’s okay, because you are going to go to the person behind the counter and say:

These people left their information blank. I’ll need all the information to turn in to Billy Bob the Manager by tonight Hand her/him the form and look them in the eye, and of course, shut up. Make sure you find a counter person who is amiable instead of a "king of the mountain" type. A little niceness goes a long way, also.

Now that you have your list, send a snail-mail letter to each of the participants. It is better to send a gift certificate for two or three sessions. Perform a follow up call after one week and close for an appointment.

How do you approach a person working out

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