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Face to Face Sales:

So how do you do it then? The most cost-effective strategy of gaining clients is through face-to-face sales. Just about every American is looking for a way to improve their physique, diet, or exercise program, they just lack the knowledge to do this. All you have to do as a trainer is convince them that their goals ARE reachable AND that you can help them achieve their goals. Always carry business cards, if you overhear people talking about needing help with training, give them a card, and take a second to talk with them. I hear about 20 conversations a day on this topic. I’m even approached because I have a physique that basically LOOKS like I’m a trainer… which is probably one of my best selling points. If you LOOK the part, people will be more apt to want to train with you.
A great conversation starter is to see what you and your potential client have in common. Find out what their profession is, and if they are currently working out or looking to change their physique. The absolute worst thing you can do at this time is solicit yourself at this time. Instead, exchange business cards and offer a free consultation where you will sit down with them, and go over their fitness goals. There is no price that can be placed on the value of a business card. It will act as a constant reminder to your potential client of your services, and down the road, they just might call you. A few days after you have exchanged business cards, call the potential client and remind them of your meeting and the free consultation, however, do not get in to prices or sales just yet.

Referrals:

Referrals work wonders for obtaining clients. The proverbial “word of mouth” is probably one of the best tools a personal trainer can use. Ask your clients if they know of anyone who is interested in changing their physique or losing weight. Offer your current client a free session for every client he/she refers to you. Also, offer any new client a free consultation along with one free training session. One of the most important things for a trainer is to never give up on a lead. Keep these names on file and from time to time in the future, give them a call.
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This should be known and known well if you want to be successful at it.

Next week I start training the Police Department just to get them acquainted with the equipment that has been installed. Cut a deal for $25/1hr session. Me and my buddy are splitting the work load of about 100 officers. They all are only required to be certified on all the equipment in one, one hour session in 3 weeks.

Now I have a great situation where my gym owner is loaded and doesn't charge me a damn thing to use the facility. Average about $40-50/session here in Orlando, depending on the package.

Also, the gym that I work at has professional athletes in all the time. Tracy McGrady and Mike Miller are working out right now about 10 feet away from me. So you bet your ass I'm making good friends with their trainer, who is a cool ass guy.

And I get free internet service here... gotta love it.