Starting the Trainer-Client Relationship

When potential client reaches out to you, how do you help them find their best fit, and are you always the best person for the job? In the fitness and wellness world, the consumer has a plethora of options, especially now that virtual options are multiplying overnight, where they can get their “fitness fix”. They’ll try something; it won’t work out; and they’ll quit to try something else. If you’re a personal trainer, you’ve likely heard this with each new client consultation. Here are a few questions I ask when talking with a new client.

1. What is their body language telling me?

How you position yourself is one of the best ways to set up a successful conversation. Find a spot where you are comfortable, not distracted and have the potential client do the same. Rigid chairs, sitting across a desk, high traffic areas, or awkwardly sitting on the floor are probably not your best options.

Note the potential client’s body language. If they’re closed off, start with surface questions before digging into their deep motivations and their relationship with food. Remember that you are building rapport and trust from your very first greeting.

2. Have they worked with a Personal Trainer before?

This is helpful to know for two major reasons. First, do they know what a personal trainer’s job entails? Trainers can vary wildly based on education, experience, and personality. Finding the right fit is so important to the client’s success. The second reason is a look at their previous experience. If they have worked with a trainer before, was it a positive experience? And if so, what would’ve made their experience better?

Previous experience can be a major hurdle to future actions. Always make sure to dig into their exercise history. This will give you a head start on figuring out how this client likes to be motivated; and, more importantly, what won’t work! If the conversation fits, I will take this opportunity to tell the client about my approach to training, process to building their custom programs and what I envision for them and their goals.

3. Are they ready to change or can I coach them to change?

During a new client consultation, I always ask them about their typical day, compared to their ideal day. I ask them to describe them both in detail. What pieces of the two scenarios are overlapping, and what parts are completely opposite? I use this exercise to suggest a new routine back to the client, based on what he or she shared. I detail ways they can consistently incorporate elements of their ideal day into their current day.

A client who is ready to make a change, will understand that adjusting habits for long-term success takes time. They understand it will be hard work, and they need to be consistent, realistic, and open to learning. I will also make a point to remind them, that they won’t be doing it alone. I have found loads of success by being honest and realistic with a potential client during our first meeting. Too often personal trainers over promise on goals which leads to frustration for both parties.

Moral of the story: not every client is going the right fit for you, and that’s ok! I always recommend that trainers consider the fit with the potential client. The trainer-client relationship is often just as important for success as the actual training.

Author: Monica Henrichs