Starting from the marketing of members, members go on duty after simple fitness knowledge training, and let themselves complete the task through a lot of emotional sales skills and no technical goal commitment. Subsequently, the personal trainer made a secondary sale. During the first member sales, many members realized the role of personal trainer and pinned their needs on personal trainer. Personal trainers use emotional selling again in secondary sales to let themselves complete the task. (Of course, there are also many personal coaches who sell through technology. These coaches have stable work, stable performance and high customer loyalty. )
Vicious cycle 1:
The exaggeration of member language brings pressure to personal trainers that the training cycle cannot be realized. It leads to the guests' doubts about the technical ability, and ultimately affects the personal coaching service business. Word of mouth affects the performance of the personal trainer industry.
Vicious cycle 2:
Personal trainer's own technical ability. Failure to effectively pass rigorous, scientific and systematic evaluation, formulation, supervision and feedback. To put it bluntly, professional skills and abilities are not enough. So that the needs of customers are not recognized. The sales of such coaches are not necessarily bad, and emotional sales allow them to complete their tasks. Finally, it leads to the loss of customers, and word of mouth affects the performance of the personal trainer industry.
Vicious cycle 3:
Private education is too dependent on guests, and I always feel that if I teach guests, I will not buy private education classes again. This idea is absolutely wrong. You know, your course cycle, it is difficult to achieve the goal only by your course. As a practitioner, you have the obligation to teach the guests how to exercise themselves effectively and scientifically, and cooperate with the personal coaching service purchased by the guests. Word of mouth will bring you more customers. Remember, if you don't depend on anyone or anything so far, your members won't depend on you for a lifetime.
Vicious circle 4:
The loss of personal trainer's own customers comes from the professional mentality of practitioners. It can be seen from the similarity between training mode and training method. Don't think that only people in the industry can see it, and the guests around you and your guests will eventually see it. The so-called sameness, in essence, is that your evaluation results for all people are the same, and you are "Mr. Dong Guo". And Datong's training is slowly hurting guests.
In the future, clubs in the fitness industry will cancel their member departments or adjust their work. In-store services are provided by personal coaches with comprehensive skills, and member consultants carry out publicity work outside the store. As far as sales are concerned, any industry is the same, and the sales of personal trainers are not inferior to those of members. )
From the vicious circle of the club's own operation;
Fitness, what is fitness? Is to gain muscle and lose fat. I have read so many personal trainers' introductions, and many of them have other abilities. However, club operators have not tapped their potential and profit projects.
Nowadays, people's education level and quality are getting higher and higher, and our member consultants and personal trainers can't adapt to the development trend of today's society by using emotional suggestion area to achieve sales performance and develop customers. A knowledgeable and rational person has his own judgment ability. On the balance of emotion and self-interest, there is no doubt which side the balance tends to. Therefore, future member consultants and personal trainers must change their sales methods and take the road of technical sales.