The Fitness Professional #4: Don’t chase the sale

Let me save you some time. Client/Trainer relationships come down to chemistry. If someone wants to train with you, they are going to train with you.

If they don’t then they won’t.

Chasing after them, calling, or sending polite, well meaning texts isn’t going to make them suddenly realize they have amazing chemistry with you. It happens or it doesn’t.

It reminds me of the cliche ‘if you love something, set it free…’. That’s primarily a dating metaphor, right? I know there are plenty of stories of guys or girls who chased and eventually won someone over. I also know there are a lot of unhappy relationships. I only want to train with people who 100% want to be there. Otherwise it’s an energy drain.

Your manager may tell you about that time they hounded a client for weeks with polite texts and follow ups and finally got them to sign up; but I’ll tell you that the client you have to chase is the same client you need to chase to come to the gym; to show up on time; to pay their bill; to exercise on their own.

In short: they’re gonna be a shitty client.

Shitty clients make you feel like shit. They ruin your self confidence, drag down your energy and make your life suck for that hour or two (or more) that you see them.

There are enough good clients out there. Put your antenna out to attract the ones who you have great chemistry with. It may take a minute, but be patient. They are out there.

Be excellent. They’ll come to you.

Don’t chase. It makes you look desperate.

20 years in the game. It’s never worked.