Does your Personal Training business currently have a 'Welcome Pack' for new clients? If not then this is something I believe you should implement immediately. The reasons for having a Welcome Pack include:
1. It will differentiate you from the scores of trainers that do not offer clients anything tangible at the point of sale and will reinforce your position as a professional
2. Most people buy based on emotion and then justify logically. Because the benefits of Personal Training are experienced in the future after multiple sessions rather than at the time of purchase, giving the client something physical that they can take away with them will minimize the chances of buyers regret and will make them feel good about the decision to purchase your services
Things you could include in your welcome pack include the following:
1. Welcome letter congratulating the client on investing in their own health and fitness. It would also include all the details they need to know about outdoor training sessions, cancellation policies etc
2. Information about your other products and services
3. Articles about common topics of interest such as nutrition, the importance of resistance training for fat loss etc
4. Training diary
5. T-shirt with your company logo
6. A skipping rope and/pr pedometer so they can do 'fitness homework'
The imagination is the limit as to what you might put into your Welcome Pack. The reason for putting one together is to reinforce your positioning as a quality Personal Trainer who has an excellent approach towards customer service. It will also help to create an initial WOW experience right from the beginning of the training relationship. It can also be the ideal lead in for your referral program and cross selling of your other products and services. The reality is that most Personal Trainers do NOT have a Welcome Pack or procedure so by implementing this simple strategy you will immediately position yourself as a superior trainer in the eyes of the client.
Aaron Whear
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I've received a great response making up welcome packs for my clients who enter the 20 week body and lifestyle competition (run by Catch Fitness, Christchurch, NZ). You can use the 'power of 5' to help add to your welcome pack - by getting samples from businesses that you work in conjunction with, everybody wins. I also like to put in a bit of healthy food - sometimes veges that I've grown myself, or something simple like a pack of lentils! Clients have often not tried foods like these and rather than getting them to hunt around the supermarket for a food they've never thought of buying before, I give them a packet with a simple recipe and they often end up being hooked!
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