From Stranger to Client: Using the Layering Technique to Build Rapport
Are you a fitness professional looking to boost your client base and help your clients reach their fitness goals? Well, have you heard about the layering technique? It’s a great way to build strong relationships with potential clients and gradually introduce them to the benefits of personal training.
First things first, let’s talk about why building a relationship with your clients is so important. As a personal trainer, you know that trust is crucial. Your clients need to feel comfortable with you in order to open up about their fitness goals and work with you to achieve them. Plus, if your clients trust you, they’re more likely to refer you to their friends and family, which can help grow your client base even further.
So, how do you go about building these relationships? Well, it all starts with a simple hello and a warm smile. Make your clients feel welcome and at ease when they walk into the gym. And don’t be afraid to offer a genuine compliment to break the ice. Maybe you notice that they’ve been coming to the gym consistently or that they’ve made progress on their weightlifting technique. Whatever it is, acknowledging their hard work can go a long way in building a relationship with them.
When I was a personal trainer at Equinox on the Upper East Side of NYC, this was my go-to technique. I would walk around the gym floor, saying hello to all the gym-goers, especially the newbies or the members who looked a little lost. You have to think about it from their perspective — they most likely don’t know anyone at the gym, and then all of a sudden, they make a new friend — YOU! Rather than asking for a sale at first, focus on making a new friend. By doing so, you’ll make potential clients feel welcome and at ease when they walk into the gym. Start with a simple hello and a warm smile, and offer a genuine compliment the next time you see them to break the ice. Trust me, it works!
Once you’ve started building a relationship with a potential client, take the opportunity to ask their name and start a conversation about their fitness goals. This is your chance to introduce yourself as a personal trainer and explain how you can help them reach their goals. And remember, it’s crucial to tailor your pitch to their individual needs. So, if a client is interested in weight loss, talk about the benefits of high-intensity interval training (HIIT) for burning calories and boosting metabolism. This will help them understand how personal training can help them reach their goals.
Now, it’s time to introduce social proof. Share success stories of other clients who have achieved their fitness goals with the help of personal training. This will help potential clients see what’s possible and demonstrate the value of personal training. And when you’re ready to close the sale, make a clear and compelling offer. Maybe you could offer a discounted trial session or a package deal for multiple sessions. By using the layering technique, you’ve built a strong relationship with the potential client and introduced the benefits of personal training, making it more likely they will be interested in your offer.
But the layering technique doesn’t just help you sell your services — it also helps your clients achieve their fitness goals. By building a strong relationship with your clients and tailoring your approach to their individual needs, you can create a personalized workout plan that’s designed to help them reach their goals. And by introducing the benefits of personal training gradually, you can help your clients understand the value of your services and how they can help them achieve their goals.
Of course, building relationships with your clients takes time and effort, but it’s worth it in the long run. Not only will you be able to sell your services more effectively, but you’ll also be able to help your clients achieve their goals. When it comes to tailoring your pitch, it’s essential to focus on the client’s specific needs. For instance, if a client is interested in building muscle mass, you may want to talk about the benefits of strength training and how it can help them achieve their goals. On the other hand, if a client is looking to improve their cardiovascular health, you could discuss the benefits of aerobic exercise and how it can boost heart health.
Once you’ve built a relationship with a potential client and introduced the benefits of personal training, it’s time to introduce social proof. Sharing success stories of other clients who have achieved their fitness goals with your help can be a powerful tool. This will help potential clients see what’s possible and demonstrate the value of personal training.
Sharing testimonials from satisfied clients can be an effective way to demonstrate your expertise as a personal trainer. You can also encourage your clients to leave reviews on your website or social media pages, which can help attract new clients and build your reputation.
When it comes to closing the sale, it’s crucial to make a clear and compelling offer. You could offer a discounted trial session or a package deal for multiple sessions. By using the layering technique, you’ve built a strong relationship with the potential client and introduced the benefits of personal training gradually, making it more likely they will be interested in your offer.
So, now that you’ve learned about the layering technique, it’s time to put it into action! Give it a try with your next potential client and see how it works for you. Remember to start by building a relationship with the client, tailor your pitch to their specific needs, and introduce social proof to demonstrate the value of personal training. By doing so, you’ll establish yourself as a trusted trainer and help your clients reach their fitness goals.
In conclusion, building a strong relationship with your clients is key to helping them achieve their fitness goals. The layering technique is a powerful tool that can help you do just that. By focusing on building rapport, tailoring your pitch, and introducing social proof, you can establish yourself as a trusted trainer and help your clients achieve their fitness goals. So, what are you waiting for? Give the layering technique a try today and see how it can transform your sales strategy.
Hector Sanchez
Follow me — @thehectorious
