Monthly Archives: January 2020
Do you struggle to fill up your training slots and sell your services?
Today I’m going to give you two common reasons this happens, at least from my experience and that of those I’ve worked with across the years.
It can be very frustrating to think you’re doing it all right and still make no headway.
However therein lies this issue, thinking you’re doing it all right and knowing you are, they’re two very different things.
The former will end up blaming the world and its dog.
The latter understands that the real issue is much much closer to home.
This leads us to the first reason many struggle to get the value of their services out to their target market.
It appeals only to them on a personal/emotional level.
A trap many fall in.
Since being told to follow their passion and immerse their business ethos in it, long with all of their products too.
Now not a terrible premise, yet it’s heavily bias towards other people (those you have available to you) also sharing your views, passions and valuing the same things, and this is the problem because many don’t. You see people want what they want for the reasons known only to them.
Do you know what those reasons are? In fact have you even asked, or did you simply assume and hope that everyone felt the same way you did about what you had to offer?
I’m willing to bet it’s the latter of thew two above because that was how it panned out for me and many others in the early day.
A lot of people who go self employed see their business as ‘their baby’ and this is foolish.
It’s a business and just like many others it needs to be run like one.
Know your clients needs/wants/values/perceptions/biases
Understand their problem & the solution you need to offer them
You see PT is s service industry, yet many PT’s offer a service that most don’t really want, or rather don’t need, and this is due to a lack of understanding.
It baffle me how many won’t ask clients what it is they want and how they want it to be delivered.
Now this doesn’t mean the client would be right in their thoughts, however it will give you the right language, motivations and marketing tools to appeal to said clients and get them onboard, then from hear you can educate and lead them down the righteous path of progress.
I know, that’s only the first common issue.
The second is a real ego killer.
Are you ready for it?
You’re not special.
You are one of many in the industry and don’t offer anything different, unique or appealing.
As a PT you need people way more than they need you and they know it.
Now that you know this, how can you apply it to hep you not simply be one of many and truly stand out?
Simple, tell people the TRUTH.
This is a nuanced approach, I won’t lie to you. It’s going to ruffle a lot of feathers and perhaps even put people backs up, yet the information you’d be giving people is true & useful.
Is it good information, well yes, however it may not make people feel good.
If you asked me if this was carrot or stick, I’d say it’s more a whip.
What you’d tell people would sting initially, then hurt long after because the truth often cuts deep and can cause some major discomfort and that is why many PT’s won’t dare speak it.
Knowing this though is what can separate you from the rest.
Say you speak to someone and start asking them ‘why’ they desire the goal they do, then proceed to ask them ‘so what’ (as in so what will it really do for you, and so what does that mean to you, etc), digging deeper and deeper until you find the emotional trigger and root cause, or rather their real driving force behind their desire to change.
This is the fire you need to fan until it’s a blazing inferno.
Yea it’s nice to tell people what they want to hear, yet when they don’t get results then the fault lies 100% with you because you pandered to them, as such the service you offer is lacklustre and see and something that doesn’t work.
Is this how you want to be seen as a PT?
Now with the above you wouldn’t tell people such things with malice or spite, you’d use tact, yet whatever you do say still needs to be the truth. An example: Not optional – “Well, you’re fat, like really fat. I almost harpooned you when you waddled in.”
Optimal – “In truth do you feel it’s fair to say that you’re carrying more body fat than you’d like, and as a result of that it’s affected your confidence among other things?”
It’s often not what we say it’s how we say it.
Taking not of the above and aiming to apply them to the way you currently run your fitness business will yield results.
You simply have to have faith in the process and realise that it’s going to be quite the learning experience because you will find your flow with it all.
Start by asking yourself this:
Do I know what I need to do & am I willing to do it?
There is something that all those who give up have in common.
They lack discipline.
When training is no longer fun, the initial wave of motivation has worn off and they realise their trainer was entertaining them instead of actually training them it can leave many deflated.
Sadly there can be no lessons without a cost.
Well, unless you heed the words above in which case you’ll save a lot of money and wasted time.
The shine of training wears off in anywhere from 1-3 years.
Believe it or not this isn’t hyperbole, it’s the truth.
As such you need to create the habit of discipline.
Like anything it’s a skill and need practice to master.
Stephen king used to set aside 4 hours to write according to a little book I read based on how he writes.
Initially this wasn’t his natural ‘flow’ time because such a thing doesn’t just happen on a whim, it’s created.
There was conscious sacrifice and the reward was skill.
You see success is about how much you’re willing to give (of yourself) and what you’re willing to give away (creature comforts).
There is always a price to pay, the question is a can you afford it?
Rather can you afford not to pay it if you truly want to become something more than you currently are, that is the real question here.
How many times have you given up on something, not because of any cosmic catastrophe or unforeseen circumstance, just because you gave in to the weight of it?
^^ Give this some thought.
You don’t have to want anything in life, yet if you do then you’ll find having an iron clad discipline will come in handy.
Recently I’ve been working on some volume in my lifting days (2 per week).
The first attempts were based around a basic ladder (or pyramid, however you say it) of 1-20 in a superset with another movement performed at a static rep range.
The first few times I tried to complete the full ladder everything went around set 15-17.
In the subsequent attempts a random approach of reps was tried, still use the 1-20, just not in sequential order.
This meant a mixture of set intensities, so 20reps followed by perhaps 17, then 3,6,1,19, allowing for some interesting feelings lifting wise.
It made hitting the 210 rep total far more enjoyable.
Selecting random rep numbers each set with a static load can make for quite an interesting training session, all you need do is choose a total amount of reps (or tonnage if that’s your thing) and go for it.
This means you’re not sticking in the 10-15 rep range, or the 6-8 rep range, although that is indeed an option, you can use whatever rep you like (my aim currently is once solid 5×20 can be done or 3×30 then the load needs increasing).
You can track progress in the following was if you keep the load the same for say 3-5 sessions.
- Time taken to hit rep goal
- Number of higher rep sets utilised
- Total amount of sets used
- Your HR during/post (a great forgotten gem to track)
^ When you hit the target you can change the movement variation or increase the load, dealers choice.
Well worth your time, especially if like myself you’re only lifting two days per week currently.
Here is my current protocol –
A1 – Trap Bar DL – 210 total reps
A2 – Pressing Variation (any) – 100 total reps
B1 – Pulling Variation (any) – 100 total reps – if time provides
A1 – Squatting Variation – 210 total reps
B1 – Pulling variation (any) – 100 total reps
B2 – Pressing Variation (any) – 100 total reps
It’s not fancy, it is however very effective.
Say you don’t hit the rep goals first try, don’t sweat, well do sweat just don’t worry, keep working until you do then perhaps change the variation.