One of the most common mistakes that fitness professionals make is to sell their services by promoting results first. More often than not, this approach sets the potential client up for failure because the results they are seeking are commonly unrealistic. VBR® (Values, Benefits, and Results)-Creating Demand for Your Personal-Training Business
is designed to teach personal trainers how to sell their services as a "no-fail" proposition. By educating their potential clients on the value and benefits of the services that they provide, personal trainers will enhance the likelihood that their efforts will be successful. In turn, their clients will quickly and favorably notice the results that they are achieving. Feeling successful relatively early in their training sessions will encourage client compliance and retention. As such, unrealistic expectations are often the underlying cause of the demise of many client/trainer relationships.
Among the topics covered:
- Do personal trainers need to understand marketing?
- What value does your business currently provide?
- Benefits of personal training
- Implementing VBR
- The benefits of working with your facility
- VBR and business success
- Establish your target market
- Results vs. benefits