Free Fitness Consultations

   Fitness Trainers sometimes offer 'free' fitness consultations. Few other professions offer anything similar without charge. Doctors and dentists bill for the first visit. Barbers and hairdressers expect compensation from someone occupying their chair. I know that lawyers may provide an initial consultation without charge  but  they historically make up for it financially, and then some with many 'billable hours'. Certain sales jobs are almost entirely dependent on free 'demonstrations'.  For similar reasons, unpaid work is often considered an expected part of the Fitness Training business.  Free consultations provided to potential Fitness Training clients fall under three categories:

1. The potential client has an agreement to purchase a package of Fitness Training sessions.
2. There is an expectation that the potential client will purchase Fitness Training sessions.
3. There is the hope that a free consultation will interest the potential client in making a purchase.

   The Fitness Trainer can use the consultation to determine the potential client's goals, objectives and even their baseline fitness levels. A free consultation can give a prospect a taste of your Fitness Training skills and promote further interest. Conversely, too many free consultations can mean a lot of field labor without a harvest. If the prospect doesn't buy sessions from you, no money comes your way.
   If you have your own Fitness Training business, your consultations will almost always belong to the first two categories. The potential client has already shown a certain level of commitment. Your chances of signing them are greatly increased or they may have already signed.
    Some Fitness Trainers are in the enviable position in which they can charge for an initial consultation. Potential clients seek them out because of their reputation. More power to them for making every hour count. That is a good level to aspire to and aim for!
   If you work for a Fitness Center, there is a good chance that you will be expected to provide an initial consultation free of charge. There is also the possibility that many of these consultations will come from category three; the uncommitted that you hope to sign. The sales people at some Fitness Centers will often use the free consultation as a tool to sell a membership. Therefore the trainer may get a number of people showing up to collect their free quirk with no real intention of purchasing fitness training sessions. They have just forked out good money for a club membership. They may resent someone else trying to milk them further. I have had instances in which the consult got angry when I finished the session with my own sales pitch. Since each consultation takes about an hour of your time, this can add up to a lot of unpaid work. Meanwhile, the membership sales person gets a commission off of your dime.
    The counter argument might be that this is a great opportunity to make a sale. Some trainers will excel in such a scenario. For sales mortals, such as myself, this is a pressure situation. Remember, the Fitness Center likely takes a piece of the action for any successful signings that you get. What if your signing percentage is lower than expectations?  You would like to believe that the Fitness Center  management will be patient with you because you are an honest, technically competent, reliable worker. Sure they will and all of the politicians will give up their bribe money to distribute to the poor! 
   Why do you think many of these clubs are constantly advertising for new Fitness Trainers? It's not usually because the demand is exploding. It's mostly because the previous ones quit or got sacked. I should emphasize that not all Fitness Clubs operate in this manner! Just beware of the ones that do!
You can waste a lot of time that could be better spent building a clientele in a more supporting environment or doing your own thing with your own Fitness Training business.
   The preferred scenario is one in which management, the membership sales staff and the trainers work as a team. Some places sell membership packages that include a few fitness training sessions. It is easier to re-sign a satisfied, existing client than to sign someone looking for a freebie. There is a new fitness chain that actually has someone with the title of 'Fitness Consultant' that sells the fitness training sessions for the Fitness Trainer.

What do you mean "Do I want to sign up for paid sessions? "
 The sales guy said this was a free consultation!

    If you decide to work for a Fitness Center, do your research. Make sure that you will be part of a collaboration rather than just being cannon fodder. You deserve to be more than just the unpaid help.

Until next time,........stay fit!

Little Bobby Strong

 




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