#6 Successful Personal Trainers Over-Deliver
Successful Personal Trainers understand that a big part of the perceived value of their training comes from what is expected of them and what it is they actually deliver.

An example of perceived value is when I took the family to see the movie Guardians of the Galaxy in IMAX 3D, thinking, as I paid for the tickets, how expensive it was. The five of us cost $75!! I mean, it’s just a movie, right? However, once the movie started it far exceeded my expectations and I immediately wanted that experience again. And yes, I would be happy to pay for it again.

What are the expectations of potential clients? The service industry is woefully lacking in people that actually understand good service. Grumpy cashiers, store employees that don’t seem to know you’re waiting for help, and those that literally roll their eyes or groan when you do ask for assistance are par for the course. So even the basics are a step up.

The basics include: Knowing how to create individualized programs, being punctual, having professional attire, warm and friendly greetings, leaving your personal problems at home, asking about them and really listening to their answers, making sure they know all policies from the start, guiding through and educating them about their workouts, talking with them not at them, ignoring other conversations in the room and keeping your full focus on your client, and asking the client how they feel about the workout.

How can we exceed the basics and create experiences that enrich your relationship with your client? The listed are some possibilities if they fit you and your scenario: be entertaining (a good sense of humor goes a long way), keep adapting/changing their program as they are capable, offer praise often, make sure they leave feeling good about what they just accomplished at the end of each workout, reach out to them at other times by email, phone, cards, social networking, to check in with them, wish them happy birthday/anniversary, other important events in their life, etc. Do something unexpected and nice for them.

Those are just some thoughts on what might make your clients really feel taken care of, over and above expectations. What do you do to over-deliver or create that experience for your clients? I’d love to hear your ideas.

Check out the full series.
Top 10 Traits of Successful Personal Trainers #1
Top 10 Traits of Successful Personal Trainers #2
Top 10 Traits of Successful Personal Trainers #3
Top 10 Traits of Successful Personal Trainers #4
Top 10 Traits of Successful Personal Trainers #5
Top 10 Traits of Successful Personal Trainers #6
Top 10 Traits of Successful Personal Trainers #7
Top 10 Traits of Successful Personal Trainers #8
Top 10 Traits of Successful Personal Trainers #9
Top 10 Traits of Successful Personal Trainers #10

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