Chapter 18 Flashcards
dissociation - from unpleasant sensations related to exercise
enhanced self efficacy
stimulus control - reminders to attend scheduled sessions
group classes enhance adherence
initial session:
give the client an opportunity to experience _ so he/she can understand how working with a trainer will help _
a specific brand of training
client safely achieve fitness goals
Reduced delivery costs Convenience to users Timeliness Reduction in stigma Reduction of time based isolation barriers
Reasons for using connect health tools
3 types of businesses
sole proprietorship
partnerships
coorporations
SWOT
Threats: 3
general economic climate
adverse weather conditions
competitors
goals for income and number of session must be realistic
must include time for personal development
S.M.A.R.T.
Attainable
Education programs that covers specific aspects of exercise programming creatsy_ with prospective clients
“Touches”
The more prospective clients a trainer can “touch” the more clients he/she will gain
it takes approximately _months to develop a full client schedule
3-6 months
_ component of a business plan
overview of how the business fills a need in the marketplace
business concept - how my skills are different than what’s in the marketplace
financial info - expected ROI
highlight trainer’s experience
major achievements - awards
program design that’s different from competitors
executive summary
_ facility
visitors - before work, during the day, afternoon and the evening before heading home
suburban facility
closing ratio
ex: speak to 5 clients and 1 sale is made - closing ration is
measure of:
number of sales made divided by number of presentations given
1 / 5 = .20 = 20%
_ facility
will experience highest number of visits before work, during lunch time and after work
extremely slow periods in btwn
urban facility
when the prospective client is inquiring about buying personal training he or she is making the transition from _
preparation to action stage of change
other players in the market that are competing for the same customers
competitive risk
a _ is defined as one who changes people’s attitudes and behaviors
a leader
_ releases the rights of the client to sue for inherent risks of exercise
waivers
SWOT
Strengths: 3
location
brand name
education of trainer
6 ways to earn someone’s immediate respect and trust
become genuinely interested in other people
smile
person’s name is sweetest, most important sound in any language
be a good listener
talk in terms of the other person’s interest
make the other person feel important - sincerely
goal of first phase of training is to move client from the _stage to the action stage by making exercise a regular habit
contemplation to action
_ gives trainer PERMISSION to perform assessment on client while preparing client for exercise
informed consent
initial session;
collect information to _
design a program for client’s
screen for health risks
needs and abilities
number of sessions rendered per month, week, day
income earned per week
S.M.A.R.T.
Measurable
ability to understand thoughts and emotions of another person
empathy
for personal trainers, communocation begins with
professional appearance
simple tool for identifying competitors and categorizing the risks of competing in a specific marketplace
S - strenghts
W- weaknesses
O-opportunities
T- threats
the access to the capital required to start or expand a business
financial risk
process of educating the prospective customer about HOW a product or service meets his or her needs
marketing
_ component of a business plan
specify how clients become paying clients
promoting services by communicating features, advantages, benefits
tell a story about how service can enhance client’s life
demographic details
identify a target audience
marketing plan
break down number of sessions required to meet income goals
S.M.A.R.T.
Time bound
_ component of a business plan
includes detailed cost-benefit analysis
specifics in why the business will be successful
decision making criteria
SWOT
Weaknesses: 3
limited visibility of location
inability to work with special populations
lack of industry experience
_ component of a business plan
mission statement how the business fills the need in the market management team present financial situation # of clients structure of business
business description
calculating number of sessions required to meet monthly expenses:
5 steps
Ex: expenses = $2800
$25/ session
list cost per session
$25
divide monthly expenses by cost per session
$2800 / 25 = 112 sessions
calculate sessions needed per week
112 / 4 = 28 weekly sessions
calculate sessions per day
28 / 5 workdays = 5.6
multiply sessions needed per month by 12 months multiplied by cost per session
112 x 12 x $25 = $33,600
new member fitness assessments _
includes_
are an opportunity to demonstrate the benefits of working with a personal trainer
better results in a shorter period of time
_ component of a business plan
structure for how the business will operate
key decision makers
*this plan is short if trainer is working for an employer
operational plan
aim to sell _ rather than session packages
defined outcome training program
when starting out, trainer should set prices _% lower than the competition
5%
if a client cannot adjust their schedule to fit the trainer’s schedule the client should_
be referred to another trainer who has availability in that time slot
a _ should be simple and clearly communicate what the intended customer can expect to receive from the service
vision statement or brand
most popular morning training times
5am - 9am
connect with current and potential clients
get discovered
create an active community around the practice
reasons to maintain an online presence
cancellation window
24 hrs
4 questions to ask client after the 1st session
did you enjoy the workout
would you like to continue the experience the benefits of working with the trainer
do you have the ability to invest in yourself by purchasing a package of training sessions
when would you like to schedule the next appointment
Sessions per week needed to make a specific income
Determine how many clients need to communicate with
S.M.A.R.T.
Specific
dissociation - from unpleasant sensations related to exercise
enhanced self efficacy
stimulus control - reminders to attend scheduled sessions
group classes enhance adherence
creating a brand defines _
establishes and immediate _ with the client
the quality of personal training the client can expect
emotional connection
most popular evening training times
4pm - 8pm
the costs associated with starting a business - rental fees, equipment, employees and marketing
barriers to entry
closing ratio
measure of:
number of sales made divided by number of presentations given
SWOT
Opportunities: 3
continuing education
new marketing campaign
opportunities to attract new clients
for personal trainers, communication begins with
professional appearance
set goals relevant to work environment
set goals that reflect the amount of time trainer can commit
S.M.A.R.T.
Relevant
a _ establishes an instantly recognizable value for the product or service being sold
brand
_ is based on a model of helping clients
selling personal training
calculate how many sessions needed to meet annual income:
ex: $50,000
cost per session $40
50,000 / 50 weeks = $1,000
$1,000 / $40 = 25 sessions per week
creating a sense that certain places or services are more scarce makes people perceive those things as even more attractive or valuable
velvet rope principle
2 components o being a successful sales professional
marketing the personal training service to clients
asking for the sale
issues associated with managing employees and budgeting for a consistent payroll
staffing risk
calculating number of sessions required to meet monthly expenses:
5 steps
Ex: expenses = $2800
$25/ session
list cost per session
$25
divide monthly expenses by cost per session
$2800 / 25 = 112 sessions
most popular noon training times
12pm - 2pm
7 rules for selling
say it - presentation
gather personal info and learn how to use it
build a relationship shield that no competitor can pierce
establish common ground
gain confidence
have fun and be funny
effectively communicating how personal trainers can meet or exceed needs of client
marketing fitness
helping the customer make the decision that a product or service meets their needs - and then make the purchase
selling
a trainer needs to identify the _ behind the decision to start an exercise program
emotional needs
