A personal trainer that has a variety of skills or "tools" within their toolbox will find themselves not only loving what they are doing, but also making great money doing it. One of the most overlooked aspects of personal training is sales (see article: Tool for the Personal Trainer: Sales). Within sales lies a variety of tools in itself that should be utilized. One of these tools is creating welcome packets.
Why a welcome packet? Well for starters it can serve multiple purposes. You can hand it out to new clients, present it in potential partnership meetings with allied/health/medical professionals and/or send copies to the media for marketing campaigns (such as for a new program launch you are doing, or a specific weight loss competition your clients are having with each other). An example of its use would be after talking with a client. A potential client can only be told so many things about why they should become your client before their attention span begins to shut down. By having a welcome packet by your side, you can shorten your initial talk with them if you see they are starting to zone out and send them home with a welcome packet (be sure to gather their information so you can follow up with them).
What should be included in a welcome packet you ask? Well it can include a variety of items and should be individualized for each personal trainer. However a short list of things to include is:
* Introductory letter-(can include information about yourself such as your fitness philosophies, training preferences and how you came to become a personal trainer)
* Recommendation letters
* Any sort of press clipping you have been in (either quoted in a newspaper, magazine, etc) * Articles you have written
* Fitness and health related research articles/summaries
* A summary of the services you provide
* Client intake forms (health questionnaires, etc, that they can complete at home before their initial assessment).
You could also include brochures, small advertisements, anything that can be passed onto another individual in a referral fashion.
Having welcome packets printed and ready to go is a smart move as you might not always be able to tell someone everything you feel you need to for making a sale. That is where the welcome packet can come in. It can act as back up plan for those times when you run out of time making a sale.
Dimitri Onyskow is Director of Academic Relations for Educational Fitness Solutions, Inc (EFS). EFS, in partnership with the College-University Partners Network?, industry experts, internship affiliates, our board of advisors, and national organizations, has created innovative, Web-based certificate programs in Nutrition, Fitness, and Health. To learn more, visit our website: http://www.efslibrary.net