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203 Cards in this Set
- Front
- Back
- 3rd side (hint)
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Although generating revenue in excess of expenses “making a profit” is the assumed goal of any business, it is not the “sole” purpose. The main purpose of creating & running a successful business is to |
Create & keep a loyal customer base or following. |
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Successful businesses are very interested in what? |
Who their customers are (where they live, where they’re from, their likes/dislikes). What they can do to attract new customers. What the business can do to keep customers returning. |
Who & whats |
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What is the model for running a successful business? |
Customer always comes first. |
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When profit alone is the primary focus of the business, what happens to the source of that product? What happens if a business loses sight of what is creating revenue? |
The customer/consumer at some point will be neglected. The revenue will begin to drop if not disappear altogether, threatening the future of the business. |
Buyer Future |
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Organizations (& individuals) that possess a fanatical customer focus reinvent themselves continually to provide |
An Ever growing level of value to their customers. |
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What is long-term profit generation the result of? |
Creating & keeping customers. |
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What is good customer service in a business |
All of the things done to attract & keep customers happy that go beyond the day-to-day activities of running a business. |
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When does good customer service start for personal trainers? What is the ultimate goal of good customer service? |
The second you approach a new prospective client. To always strive, & possibly exceed, the customer’s expectations. |
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Who are satisfied and delighted customers? What is the instrumental in the long-term success of any business? |
Those who share your name Those who are happy & content Those who are proud/excited to be your client
Customer service |
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In order to have a successful, customer focused, and profitable career, personal trainers should do what? |
Perform detailed financial assessments & develop strategic businesse & marketing plans to meet their needs. |
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What should be in inspiring fitness trainer’s first goal? |
Earning a certification from a recognized & accredited organization. |
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The international health racquet & sportsclub association (IHRSA) recommends what? |
Earning a certification from an organization that has received or is in the process of receiving accreditation of their programs. (National commission for certifying agencies NCCA) |
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In addition to earning a certification, what will help enhance marketability, experience, & knowledge regarding health, wellness, & exercise prescription? |
Higher education, such as a college degree in an exercise science related field |
(exercise science, exercise physiology, kinesiology, biomechanics, physical education) |
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Are there any government regulations that require a personal trainer to earn a certification or college degree? |
No, however most gyms/health clubs enforce certifications as a minimum requirement. |
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It is important to facilitate the skills learned during the certification course in a pleasant environment where one can modifications in |
Presentation skills Rapport building Acquire observational skills |
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Some example facilities that have a pleasant atmosphere are : |
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What do many facilities provide that help solidify the necessary skills (building rapport, maintaining basic people skills, coaching) to ensure long-term success? What happens when the skills are developed early on in a career? |
Hands-on training. Most new professionals become successful. |
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What is usually a foundation for long-term achievement? Why would a profitable career make a profession more enjoyable? |
Lucrative tenure. Because it provides financial stability & personal growth. |
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What will a personal trainer often be required to sell? What do they receive? |
Their services. Monetary rewards (profit, bonus, higher salary) |
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What do commercial fitness facilities usually rely on for survival? What are personal training and other fitness facilities sometimes known as? Why? |
Revenue growth & member retention. “Profit centers”, because they add to the base revenue generator. |
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What is typically the base revenue generator for most clubs? (Commercial fitness facilities) What will be expected of the personal trainer? |
Memberships. Regularly selling PT services to club attendants. |
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What type of quotas do most staff professionals have? How are most commercial fitness facilities pay rates structured? |
Weekly, monthly, or quarterly. On a level system that meets the needs of the club, helping develop the selling techniques of the PT. |
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Personal trainers with multiple fitness related certifications, numerous years of service, or high client retention will often earn |
A higher base salary or bonus incentive. |
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Not all commercial fitness facilities are the same. Some facilities may require no selling on the part of the personal trainer & only require___. These facilities usually have membership advisers that sell ___ at the point of ___ sale. |
Exercise instruction. Sell : Fitness services Point of : Club membership |
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Personal trainers should not solely rely on the sales staff, but rather |
Be proactive in attaining clientele. |
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What type of in-house training do some commercial fitness clubs provide? |
Exercise techniques Nutrition Youth training Senior training Salesmanship |
There are 5 |
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Some commercial fitness clubs invest in the latest cardiovascular, strength, balance, & flexibility equipment. Why is this advantageous? |
It allows personal trainers to be able to work with latest equipment & learn updated fitness & conditioning concepts. |
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The more information of personal trainer requires regarding exercise equipment & exercise techniques, the more |
Marketable they become for professional growth. |
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The more rehearsed & educated a personal trainer becomes with advanced information & tools, the more |
Confidence is developed. |
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What can an independent contractor be? What do they provide? |
A person, business, or corporation. Goods & services to another entity under terms specified in a contract or within verbal agreement. |
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How often do independent contractors work? |
They work as & when required. |
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What benefits do full-time employers get that independent contractors do not? What do independent contractors do instead? |
Health insurance or retirement packages (401K). They work on a contract basis. |
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As an independent contractor, a personal trainer typically does what for a health club/gym? What do they get in return? |
They pay a fee. The ability to train clients at that facility. |
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How can personal trainers be very successful as independent contractors? |
By learning the necessary business skills to help them advance into private practice & network with local businesses. |
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Being an independent contractor allows a fitness professional to learn how to do what? |
Budget their time Market themselves within a club Improve organizational skills |
Budget, market, skills. |
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What can be a steppingstone to a fitness professional owning a facility or a studio? |
Being an independent contractor. |
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What type of personal trainer works with clientele in their homes? What does this option require the fitness professional to do? |
In-home personal trainers. To travel & use portable equipment. |
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Clients who receive services in the convenience of their own homes helps a fitness professional gain what? What does this allow for? |
Notoriety in the community. Networking opportunities & referrals. |
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What are some advantages to being an in-home personal trainer? |
No overhead costs for a physical building (rent, utilities). Autonomy to develop one’s own business model. |
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What does equipping your vehicle with obtuse equipment (stability balls, Bosu ball, weights, etc.) increase? |
Gasoline expenditure depending on travel distance. |
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What must in-home personal trainers plan ahead for when visiting the client’s home? What does this sometimes cause? |
Setting up equipment. The session to spill over into the next hour. |
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How can travel & set up effect an in-home personal trainers work? |
They can lengthen visits & cost the professional opportunities to work with additional clients. |
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Most in-home personal trainers succeed in building clientele within what? |
A certain mile radius in their community, only transporting certain pieces of equipment. |
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When in home personal trainer sets up affiliations with manufacturers this allows for clients to do what? Why does this method prove to be more advantageous for the PT? |
Purchase exercise equipment for the home through the PT. Because it cuts cost and set up time drastically. |
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How can owning a facility or studio be an adventurous endeavor? |
Because the demand for service can be appealing to the PT & the bottom line. |
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How is marketing & networking handled when you own a fitness facility? Who does the PT specialize in working with? |
At the discretion of the PT. The target population. |
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What does owning a facility involved? |
Overhead costs Hiring/firing staff Community networking Facility ordinances Taxes Insurance Preserving a continuous stream of clientele |
7 things to run a business (cost, staff, clients). |
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In conjunction with researching potential employment opportunities, aspiring personal trainers need to write what? |
A first rate resume. |
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What is the resume? How long does it take for an employer to decide if her resume ends up in the “consider” or “reject” pile? |
A selling tool that outlines a fitness professionals education, skills, & experiences. Less than 30 seconds. |
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A resume does his job successfully if |
It does not exclude one from consideration. |
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The most effective resumes clearly focus on what? |
Specific job title (personal trainer, exercise instructor, general manager) Address the employer’s stated requirements for the position. |
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Knowing the duties and skills required for a specific position helps aspiring applicants |
Organize & tailor their resume around these points to get noticed & be successful. |
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Employment advantages & disadvantages : |
Back (Definition) |
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What is the marketing mix? What does it refer to? |
The 4 P’s of marketing : Price Product Place Promotion Activities that a PT can control to produce the response they want from target market. |
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The 4 P’s of marketing : |
Back (Definition) |
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It is important to identify the specific product that is being delivered to the customer. For personal trainer what is the product that is being sold? |
The result that is trying to be achieved. (Losing weight) |
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What are some things that are perceived to be the product that personal trainers are selling? |
Time with a client (by hour or session). Education with the client receives from working with the PT. The motivation to exercise. |
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Why might a client opt get involved with a personal trainer if they want to lose weight? |
To have the motivation to go to the gym. Learn how to exercise properly. |
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It is important for personal trainer to always keep in mind love the obligation lies where? When does professional productivity decline & the impact of the business is lost? |
In the result rather than the path. When a PT assumes the service they are providing as a path rather than a result. |
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What is a great way to help personal trainer stand out & provide a unique product in a competitive market? What may enable fitness professionals to offer their services to the select group of clients? |
Having a specialty or niche. Earning additional certifications, advanced specializations, higher educational degree. |
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What position can targeting a specific category with many potential clients & very few other trainers do for a fitness professional? |
Help them dominate their specific niche, greatly improving their earning potential. |
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Personal training pay rates vary across the country and & on many factors. What are some of these factors? |
Socioeconomic status of clientele. The type of training offered (boot camps, small group training, personal training). Volume discounts. The education & experience level of the PT. |
Status, type, discount, education. |
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Personal training in populated & affluent areas is what compared to rural areas? What should a fitness professional do before determining a set price? |
More expensive than rural. Research the demographics & socioeconomic status of potential clients in their area. Research into competitor’s prices. |
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Tips for writing an effective resume : |
Back (Definition) |
Objective (offering), schooling, work experience. |
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After researching the demographics and socioeconomic status of potential clients, as well as competitors prices, a personal trainer can begin to find what? What should you keep in mind? |
Inappropriate price for their services. There is no “perfect price”; inevitably, a small percentage of clients will be unable to afford your services. |
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In the 4 P’s of marketing “Place” refers to |
Where & how a product/service is distributed & sold. |
|
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In the case of personal training, most think of a gym or health club; however, nutrients in the industry are emerging that will allow personal trainers to offer their services through a variety of distribution channels, some include: |
Back (Definition) |
|
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What does promoting personal training services involve? What is the goal? |
Communicating important information to potential clients. Generating a positive customer response. |
|
|
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What are some marketing communication strategies? |
Traditional advertising (prints, posters, brochures) Promotional sales Sponsorships Community service |
There are 4 |
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What type of web based communications are extremely useful & engaging mediums by which personal trainers can advertise their services? |
Facebook, Twitter, LinkedIn. |
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How can online marketing be a successful form of advertisement that will help personal trainers? Unique features of social media can enable personal trainers to do what? |
It can help maximize the return on investment. Advertise & interact with potential clients in real time. |
|
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What 2 separate entities can promotions be categorized into? |
Push or pull. |
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Advertising ___ a consumer towards a fitness professional by making the consumer ___. An incentive, such as seasonal or bulk discounts, ___ a personal trainer’s services by encouraging potential clients to ___. |
Pulls a the consumer. Aware of their services.
Pushes Purchase in volume. |
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What does success depend on? What do those known for excellence & distinction in their profession gain? |
Reputation. A competitive advantage over everyone else working in the same position. |
|
|
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How should answers be during an interview? |
Concise, eloquent, & personable. |
|
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When providing a compromising customer service it is essential to have what? |
A strong commitment to excellence, knowledge, & professionalism to be thought of with high regard. |
|
|
|
The best personal trainers operate with the most level of |
Integrity, refusing to settle for anything less than their personal best. |
|
|
|
Before one can develop a reputation as an excellent personal trainer they must do what? |
Develop a reputation for uncompromising customer service. |
|
|
|
What does uncompromising customer service mean? |
Being unwavering in providing an experience & level of assistance that is rarely, if ever, experienced anywhere else. |
|
|
|
What should you develop an obsession for? |
Becoming artistic in your approach to helping people. |
|
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|
The most successful personal trainers |
Never settle for average. Never stop trying to improve themselves or their business. Never settle for second-best. Always look ahead. |
Never & always. |
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What are most if not all buying decisions based upon? Clients have many choices regarding where to exercise, and who to exercise with. How does a client go about choosing a personal trainer? |
Emotions. How they feel (often first impressions) about a given facility & the PTs working there. |
|
|
|
The feeling that determines how a customer will buy is based off of what? |
The level of customer service received. Perception of the value offered. |
Level & perception. |
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What do those who adapt to uncompromising customer service as a minimal acceptable standard of professionalism give clients? What is the most powerful competitive advantage in a service profession? |
Positive feelings. Relationships. |
|
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Successful personal trainers never think of of their ___ as an interruption of work; instead they are the entire reason their business ___ in the first place ! |
Clients Exists |
|
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What should one do before the interview begins? What is an important topic to talk about while conversing? |
Shake the interviewers hand Smile Make eye contact
Your good qualities |
|
|
|
How was marketing defined? How is it done? |
The process/technique of promoting, selling, & distributing a product or service. By communicating the features and benefits to potential customers. |
|
|
|
What does effective marketing require? |
Identify what customers need. Developing appropriate products/services to satisfy those needs. Promoting services & solutions in a cost-effective manner. |
Identify, develop, promote. |
|
|
What is the ultimate goal of marketing? |
Understanding the wants & needs of customers so well that selling becomes nonessential because the product/service sells itself. |
|
|
|
What must a personal trainer develop in order to achieve a full book of business? What does this require? |
A comprehensive marketing plan. A detailed understanding of potential client’s wants, needs, demographics, socioeconomic statuses. |
|
|
|
If a personal trainer is working in a health club that mostly caters to working parents and younger adults, they should provide services to |
Accommodate these individuals’ goals & work/school schedules. (Early morning/evening classes) |
|
|
|
If a personal trainer works mostly with stay at home parents and retirees, the personal trainer can |
Create incentive packages for training during afternoon hours when clubs are typically less crowded. |
|
|
|
Employment advantages & disadvantages : |
Back (Definition) |
|
|
|
What is the marketing mix? What does it refer to? |
The 4 P’s of marketing : Price Product Place Promotion Activities that a PT can control to produce the response they want from target market. |
|
|
|
The 4 P’s of marketing : |
Back (Definition) |
|
|
|
It is important to identify the specific product that is being delivered to the customer. For personal trainer what is the product that is being sold? |
The result that is trying to be achieved. (Losing weight) |
|
|
|
What are some things that are perceived to be the product that personal trainers are selling? |
Time with a client (by hour or session). Education with the client receives from working with the PT. The motivation to exercise. |
|
|
|
Why might a client opt get involved with a personal trainer if they want to lose weight? |
To have the motivation to go to the gym. Learn how to exercise properly. |
|
|
|
It is important for personal trainer to always keep in mind love the obligation lies where? When does professional productivity decline & the impact of the business is lost? |
In the result rather than the path. When a PT assumes the service they are providing as a path rather than a result. |
|
|
|
What is a great way to help personal trainer stand out & provide a unique product in a competitive market? What may enable fitness professionals to offer their services to the select group of clients? |
Having a specialty or niche. Earning additional certifications, advanced specializations, higher educational degree. |
|
|
|
What position can targeting a specific category with many potential clients & very few other trainers do for a fitness professional? |
Help them dominate their specific niche, greatly improving their earning potential. |
|
|
|
Personal training pay rates vary across the country and & on many factors. What are some of these factors? |
Socioeconomic status of clientele. The type of training offered (boot camps, small group training, personal training). Volume discounts. The education & experience level of the PT. |
Status, type, discount, education. |
|
|
Personal training in populated & affluent areas is what compared to rural areas? What should a fitness professional do before determining a set price? |
More expensive than rural. Research the demographics & socioeconomic status of potential clients in their area. Research into competitor’s prices. |
|
|
|
Tips for writing an effective resume : |
Back (Definition) |
Objective (offering), schooling, work experience. |
|
|
After researching the demographics and socioeconomic status of potential clients, as well as competitors prices, a personal trainer can begin to find what? What should you keep in mind? |
Inappropriate price for their services. There is no “perfect price”; inevitably, a small percentage of clients will be unable to afford your services. |
|
|
|
In the 4 P’s of marketing “Place” refers to |
Where & how a product/service is distributed & sold. |
|
|
|
In the case of personal training, most think of a gym or health club; however, nutrients in the industry are emerging that will allow personal trainers to offer their services through a variety of distribution channels, some include: |
Back (Definition) |
|
|
|
What does promoting personal training services involve? What is the goal? |
Communicating important information to potential clients. Generating a positive customer response. |
|
|
|
What are some marketing communication strategies? |
Traditional advertising (prints, posters, brochures) Promotional sales Sponsorships Community service |
There are 4 |
|
|
What type of web based communications are extremely useful & engaging mediums by which personal trainers can advertise their services? |
Facebook, Twitter, LinkedIn. |
|
|
|
How can online marketing be a successful form of advertisement that will help personal trainers? Unique features of social media can enable personal trainers to do what? |
It can help maximize the return on investment. Advertise & interact with potential clients in real time. |
|
|
|
What 2 separate entities can promotions be categorized into? |
Push or pull. |
|
|
|
Advertising ___ a consumer towards a fitness professional by making the consumer ___. An incentive, such as seasonal or bulk discounts, ___ a personal trainer’s services by encouraging potential clients to ___. |
Pulls a the consumer. Aware of their services.
Pushes Purchase in volume. |
|
|
|
What does success depend on? What do those known for excellence & distinction in their profession gain? |
Reputation. A competitive advantage over everyone else working in the same position. |
|
|
|
How should answers be during an interview? |
Concise, eloquent, & personable. |
|
|
|
When providing a compromising customer service it is essential to have what? |
A strong commitment to excellence, knowledge, & professionalism to be thought of with high regard. |
|
|
|
The best personal trainers operate with the most level of |
Integrity, refusing to settle for anything less than their personal best. |
|
|
|
Before one can develop a reputation as an excellent personal trainer they must do what? |
Develop a reputation for uncompromising customer service. |
|
|
|
What does uncompromising customer service mean? |
Being unwavering in providing an experience & level of assistance that is rarely, if ever, experienced anywhere else. |
|
|
|
What should you develop an obsession for? |
Becoming artistic in your approach to helping people. |
|
|
|
The most successful personal trainers |
Never settle for average. Never stop trying to improve themselves or their business. Never settle for second-best. Always look ahead. |
Never & always. |
|
|
What are most if not all buying decisions based upon? Clients have many choices regarding where to exercise, and who to exercise with. How does a client go about choosing a personal trainer? |
Emotions. How they feel (often first impressions) about a given facility & the PTs working there. |
|
|
|
The feeling that determines how a customer will buy is based off of what? |
The level of customer service received. Perception of the value offered. |
Level & perception. |
|
|
What do those who adapt to uncompromising customer service as a minimal acceptable standard of professionalism give clients? What is the most powerful competitive advantage in a service profession? |
Positive feelings. Relationships. |
|
|
|
Successful personal trainers never think of of their ___ as an interruption of work; instead they are the entire reason their business ___ in the first place ! |
Clients Exists |
|
|
|
What should one do before the interview begins? What is an important topic to talk about while conversing? |
Shake the interviewers hand Smile Make eye contact
Your good qualities |
|
|
|
How was marketing defined? How is it done? |
The process/technique of promoting, selling, & distributing a product or service. By communicating the features and benefits to potential customers. |
|
|
|
What does effective marketing require? |
Identify what customers need. Developing appropriate products/services to satisfy those needs. Promoting services & solutions in a cost-effective manner. |
Identify, develop, promote. |
|
|
What is the ultimate goal of marketing? |
Understanding the wants & needs of customers so well that selling becomes nonessential because the product/service sells itself. |
|
|
|
What must a personal trainer develop in order to achieve a full book of business? What does this require? |
A comprehensive marketing plan. A detailed understanding of potential client’s wants, needs, demographics, socioeconomic statuses. |
|
|
|
If a personal trainer is working in a health club that mostly caters to working parents and younger adults, they should provide services to |
Accommodate these individuals’ goals & work/school schedules. (Early morning/evening classes) |
|
|
|
If a personal trainer works mostly with stay at home parents and retirees, the personal trainer can |
Create incentive packages for training during afternoon hours when clubs are typically less crowded. |
|
|
|
Employment advantages & disadvantages : |
Back (Definition) |
|
|
Tips for writing an effective resume : |
Back (Definition) |
Objective (offering), schooling, work experience. |
|
|
The 4 P’s of marketing : |
Back (Definition) |
|
|
|
It is important to identify the specific product that is being delivered to the customer. For personal trainer what is the product that is being sold? |
The result that is trying to be achieved. (Losing weight) |
|
|
|
What are some things that are perceived to be the product that personal trainers are selling? |
Time with a client (by hour or session). Education with the client receives from working with the PT. The motivation to exercise. |
|
|
|
Why might a client opt get involved with a personal trainer if they want to lose weight? |
To have the motivation to go to the gym. Learn how to exercise properly. |
|
|
|
It is important for personal trainer to always keep in mind love the obligation lies where? When does professional productivity decline & the impact of the business is lost? |
In the result rather than the path. When a PT assumes the service they are providing as a path rather than a result. |
|
|
|
What is a great way to help personal trainer stand out & provide a unique product in a competitive market? What may enable fitness professionals to offer their services to the select group of clients? |
Having a specialty or niche. Earning additional certifications, advanced specializations, higher educational degree. |
|
|
|
What position can targeting a specific category with many potential clients & very few other trainers do for a fitness professional? |
Help them dominate their specific niche, greatly improving their earning potential. |
|
|
|
Personal training pay rates vary across the country and & on many factors. What are some of these factors? |
Socioeconomic status of clientele. The type of training offered (boot camps, small group training, personal training). Volume discounts. The education & experience level of the PT. |
Status, type, discount, education. |
|
|
Personal training in populated & affluent areas is what compared to rural areas? What should a fitness professional do before determining a set price? |
More expensive than rural. Research the demographics & socioeconomic status of potential clients in their area. Research into competitor’s prices. |
|
|
|
The 4 P’s of marketing : |
Back (Definition) |
|
|
|
After researching the demographics and socioeconomic status of potential clients, as well as competitors prices, a personal trainer can begin to find what? What should you keep in mind? |
Inappropriate price for their services. There is no “perfect price”; inevitably, a small percentage of clients will be unable to afford your services. |
|
|
|
In the 4 P’s of marketing “Place” refers to |
Where & how a product/service is distributed & sold. |
|
|
|
In the case of personal training, most think of a gym or health club; however, nutrients in the industry are emerging that will allow personal trainers to offer their services through a variety of distribution channels, some include: |
Back (Definition) |
|
|
|
What does promoting personal training services involve? What is the goal? |
Communicating important information to potential clients. Generating a positive customer response. |
|
|
|
What are some marketing communication strategies? |
Traditional advertising (prints, posters, brochures) Promotional sales Sponsorships Community service |
There are 4 |
|
|
What type of web based communications are extremely useful & engaging mediums by which personal trainers can advertise their services? |
Facebook, Twitter, LinkedIn. |
|
|
|
How can online marketing be a successful form of advertisement that will help personal trainers? Unique features of social media can enable personal trainers to do what? |
It can help maximize the return on investment. Advertise & interact with potential clients in real time. |
|
|
|
What 2 separate entities can promotions be categorized into? |
Push or pull. |
|
|
|
Advertising ___ a consumer towards a fitness professional by making the consumer ___. An incentive, such as seasonal or bulk discounts, ___ a personal trainer’s services by encouraging potential clients to ___. |
Pulls a the consumer. Aware of their services.
Pushes Purchase in volume. |
|
|
|
What does success depend on? What do those known for excellence & distinction in their profession gain? |
Reputation. A competitive advantage over everyone else working in the same position. |
|
|
|
In the case of personal training, most think of a gym or health club; however, nutrients in the industry are emerging that will allow personal trainers to offer their services through a variety of distribution channels, some include: |
Back (Definition) |
|
|
|
When providing a compromising customer service it is essential to have what? |
A strong commitment to excellence, knowledge, & professionalism to be thought of with high regard. |
|
|
|
The best personal trainers operate with the most level of |
Integrity, refusing to settle for anything less than their personal best. |
|
|
|
Before one can develop a reputation as an excellent personal trainer they must do what? |
Develop a reputation for uncompromising customer service. |
|
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What does uncompromising customer service mean? |
Being unwavering in providing an experience & level of assistance that is rarely, if ever, experienced anywhere else. |
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What should you develop an obsession for? |
Becoming artistic in your approach to helping people. |
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The most successful personal trainers |
Never settle for average. Never stop trying to improve themselves or their business. Never settle for second-best. Always look ahead. |
Never & always. |
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What are most if not all buying decisions based upon? Clients have many choices regarding where to exercise, and who to exercise with. How does a client go about choosing a personal trainer? |
Emotions. How they feel (often first impressions) about a given facility & the PTs working there. |
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The feeling that determines how a customer will buy is based off of what? |
The level of customer service received. Perception of the value offered. |
Level & perception. |
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What do those who adapt to uncompromising customer service as a minimal acceptable standard of professionalism give clients? What is the most powerful competitive advantage in a service profession? |
Positive feelings. Relationships. |
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Successful personal trainers never think of of their ___ as an interruption of work; instead they are the entire reason their business ___ in the first place ! |
Clients Exists |
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What should one do before the interview begins? What is an important topic to talk about while conversing? |
Shake the interviewers hand Smile Make eye contact
Your good qualities |
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How was marketing defined? How is it done? |
The process/technique of promoting, selling, & distributing a product or service. By communicating the features and benefits to potential customers. |
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What does effective marketing require? |
Identify what customers need. Developing appropriate products/services to satisfy those needs. Promoting services & solutions in a cost-effective manner. |
Identify, develop, promote. |
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What is the ultimate goal of marketing? |
Understanding the wants & needs of customers so well that selling becomes nonessential because the product/service sells itself. |
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What must a personal trainer develop in order to achieve a full book of business? What does this require? |
A comprehensive marketing plan. A detailed understanding of potential client’s wants, needs, demographics, socioeconomic statuses. |
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If a personal trainer is working in a health club that mostly caters to working parents and younger adults, they should provide services to |
Accommodate these individuals’ goals & work/school schedules. (Early morning/evening classes) |
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If a personal trainer works mostly with stay at home parents and retirees, the personal trainer can |
Create incentive packages for training during afternoon hours when clubs are typically less crowded. |
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What are some of the reasons fitness clientele may seek out the services of a personal trainer? What is their ultimate motivation? |
Improve their appearance Improve sports performance Improve general health Increase their physical capacity in activities of daily life
To improve their quality of life. |
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How come some personal trainers never reach their full career potential? What are they getting confused? |
They don’t know how to sell them selves. Selling their services and selling in the traditional sense (cars) |
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It is probable that a high level of customer service will, in turn, increase what? Why are many personal trainers reluctant to ask for sale? |
Sales of personal training. They associate selling with rejection or doing something ethically wrong. |
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how are sales created? |
Through concern & professionalism. |
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Openly provide that uncompromising customer service by doing any of the following : |
Back (Definition) |
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The 1 step to success : what is the desired annual income? |
An annual income goal is the achievable desired some total of monthly earnings over 12 mos.
After clearly identifying a desired annual income, move on to step 2. |
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Avoid any of the following opening lines : |
Back (Definition) |
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Why would you divide the desired annual income by 50 when there are 52 weeks in the year? |
To allow for two weeks of vacation, sick time, jury duty, etc. |
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The 3rd step to success : To earn the weekly goal, how many sessions need to be performed? |
Take the weekly goal & divide by the amount earned per session. Take the current average number of paid sessions performed weekly & divide by the number of clients currently signed up. |
Christie currently performs 20 sessions/wk. She has 11 regular clients. 20 sessions/11 clients = 1.82 Goal(32 sessions)/1.82 = 18 She needs at least 18 clients to hit her income goals. |
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In addition to adhering to the NASM-BOC code of professional conduct, NASM personal trainers shall : |
Back (Definition) |
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NASM-BOC code of professional conduct : |
Back (Definition) |
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The 6th step for success : how many potential clients will need to be interacted with overall to gain clients within a timeframe? |
Desired# of new clients/closing % Break down the number of members that need to be interacted with overall into weekly increments to make the process more manageable. |
Christie(7 new clients)/8%=87.5 So she needs excellent contact with at least 88 members during the next 3 weeks. 88 members/3wks = 30/week |
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Many personal trainers view sales as a negative sense. What should I think of it as? What are they confirming to others? |
Self promotion. Well they already know, that they are the “best of the best”. |
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The 7th step of success: How many potential clients need to be contacted each day? |
Further break down the number of members that need to be interacted with on a weekly basis in the daily increments to create concrete goals for each workday. |
Christie needs to contact 30 members/week. She works 5 days per week. 30 members/5 days = 6 members every day |
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The 8th step to success: How many potential clients need to be contacted each hour of the day? |
Write down the number of members that need to be contacted on a daily basis into hourly increments to form easy, solid plans for each hour on the floor. For each contact in that hour, provide measurable, personalized assistance that is related to the goal of the person being approached. These contacts, even if they do not develop into sales, add a valuable future prospect base. |
Christie conducts 4, 1hr sessions each day during an 8hr shift. She takes a half-hour lunch break & 1 half-hour orientation. She slept for 3 hrs on the floor. 6 members/3hrs = 30 mins She must talk to each member for 30 minutes. |
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The 9th step to success: ask each member spoken to for their contact information. |
Have a good level of report has been filled with the number, do not be afraid to ask for their contact information. Exercises to help them achieve their goals. Contact the member & arrange a time to assist them in implementing the new exercises during their next visit. |
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The 10th step to success : Follow up |
It should be clear by now that every exercise is an assessment. Regardless of the exercise that a member was doing on the floor, write down what you saw according to the five kinetic chain checkpoints in general movement and postural observations. Right & keep detailed notes on each member. Within 24 hours, mail the member a handwritten thank you card for the time spent in the club. This is classy & considerate, causing members to remember you. |
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Give the card 2-3 days to arrive, & then call the member one week from initial contact. During the call, look forward to following the goals : |
Back (Definition) |
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What is the 1st step in learning to self promote yourself? How do you do this? |
Not being afraid to approach potential new clients, especially if you’ve never met them. Stand up straight, walk up to them with poise & confidence, & without saying a word convey to them that you are the best personal trainer around. |
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Openly provide that uncompromising customer service by doing any of the following : |
Back (Definition) |
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What type of approaches are potential clients very unreceptive to? |
Any approach that may : Challenge their beliefs systems or judgments regarding an exercise or competencies. |
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Avoid any of the following opening lines : |
Back (Definition) |
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In the clients mind, the value of the services must outweigh what? What does Cost refer to? |
Outweigh the cost. The price of the services, time, effort, & commitment involved in training. |
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To be successful at attracting and keeping clients, personal trainers must be familiar with what professional conduct? |
The NASM-BOC professional conduct. |
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In addition to adhering to the NASM-BOC code of professional conduct, NASM personal trainers shall : |
Back (Definition) |
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Give the card 2-3 days to arrive, & then call the member one week from initial contact. During the call, look forward to following the goals : |
Back (Definition) |
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When you see the member again, be sure to : |
Back (Definition) |
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Well cells are lost because they are not asked for. Failure to close a sale comes down to 1 or more of the following 4 reasons : |
Back (Definition) |
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After following the 10 steps of success indirectly asking for the sale, how many out of 10 members will say no? |
9 |
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When a potential client says yes to a product, program, or personal training package, go through the following steps: |
Back (Definition) |
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If a potential client declines to take the appointment or purchase services : |
Back (Definition) |
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