My Top 6 Tips to Selling Personal Training


When you’re in the personal training business, you really have to sell yourself. The competition is fierce and it’s a fact that many people choose a trainer randomly. Maybe you’re the number one spot on Google, or it could be that they saw your sign in a tanning salon. Regardless of WHERE they saw you, the point is that you were visible. I firmly believe that you shouldn’t limit yourself to just one means of advertising; have many different balls in the air at any given time. Though there are a million different ways to get your name out there, here are my top 6 tips to selling personal training.

1. Use the referral system – When you sign up clients, require that they provide at least 5 referrals on your personal data sheet when they’re doing their paperwork. You can even take this a step further by offering an incentive to anybody that actually brings you another client. Offer a free training session and praise them generously in front of your other clients when they bring a guest.

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2. Network with other businesses – Local tanning salons, hair salons, sporting goods stores, nail salons, daycares, clothing shops, nutrition shops and chiropractors are all great places to target when selling personal training because that’s where your clients frequent. Offer a few free sessions to the employees in exchange for letting you hang your fliers or leave your business cards. Many places will let you leave your cards for free, but if you offer a free session to the employees, you may just turn them into paying clients, too.

3. Build a killer website – We live in a world where people choose everything from their restaurants to their doctors on their mobile devices. If you don’t have a web presence, you’re missing out on a huge percentage of clients. Be sure to do some keyword research and optimize your content with those keywords so that you rank as high as possible. Use plenty of client testimonials, strong headlines and engaging content that really showcases what makes you the best. This is no time to be humble. Put yourself out there and sell yourself!

4. Offer Smaller, Specific Classes – Advertise classes of short duration such as a “2 weeks to flatter abs” class, a “21 day fat burning” class, or something else that’s popular in your area. Really put your best foot forward during these sessions by being friendly, passionate and enthusiastic. Show an interest in the personal success of each client and be available for questions before and after class. Don’t be afraid to promote yourself a bit; after all, selling personal training sessions is your marketing goal here.


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5. Off a $1/1 week trial – Promote this like crazy on your website and on your flyers. Tell your clients about it and ask for referrals. Word-of-mouth is an extremely effective means of personal trainer advertising so use it at every opportunity. Offer 2 or 3 sessions over a 1-week period and make each session awesome. Show them your passion and incorporate some talk about how your sessions can help them meet their goals. Make it all about their goals and how wonderful they will look, not just how wonderful you are.

6. Do monthly lunch and learns – Target local businesses with 10 or more employees. Go in and do a 20-minute presentation and then take 10 minutes for questions and answers. Finish your presentation with an irresistible offer such as your $1/1 week, or even offer a discounted price on the first month of sessions. The goal is to pique their interest, then make them an offer that they can’t refuse. Make your presentation tight and be confident when you’re answering questions. Use a script instead of flying by the seat of your pants.

There are hundreds of different tactics that you can employ when selling personal training sessions. As a matter of fact, the only thing that limits you is your imagination. Put signs on your car, start a personal blog, and ask your current clients what they would be interested in participating in.

Change your mindset. Instead of being intimidated by the idea of marketing your business, consider it a personal stepping stone to your success. Be willing to do what other trainers won’t; do a seniors class or offer late-night sessions; any unmet need that you can identify.

It’s that drive that will set you apart from your competition. All it takes is commitment and focus.

Posted in Boot Camp Business, Fitness Business, Fitness Marketing, Personal Training Business by Steve Hochman | No Comments Yet

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