2020 Business Training www.yourpersonaltraininguk.co.uk Agenda 1. - - PowerPoint PPT Presentation

Business Training

2020

www.yourpersonaltraininguk.co.uk

Agenda

1. Company Introduction 2. Setting up your business 3. Your business goals and targets 4. How to book complimentary consultations 5. Delivering a complimentary consultation effectively

Company Introduction and Induction

• PT management company established

2008

• Partnerships with leisure operators

nationwide

• 400 gyms, 54 partner contracts, over

800 PT’s

• We exist to support PT’s in building

their businesses

Management Team

• Joe Oliver, PT Director
• Aaron McCulloch Regional Manager Midlands / SE
• Alex Hatzidakis Regional Manager London
• James Lorey Regional Manager South West / Wales / NI
• James Pittam Regional Manager North West / North East
• Amy Kaye Office Manager

Y

• ur Licence

Agreement

• 6 month minimum term
• 3 month rolling period for either party
• £5,000,000 PLI provided as standard for

YPT facilities

• PT operations of up to 5 customers per

session

• YOUR PT exclusivity at each facility
• YOUR PT Marketing pack

Code of Conduct Fundamentals

• Conduct your business in a professional

manner

• Adhere to uniform, marketing and social

media guidelines

• Ensure all customer complaints and refunds

are promptly dealt with

• Ensure all customer sign a PARQ and

Trainer/Client Agreement

• Ensure you abide by Data Protection Laws

with all customer information

Setting up Y

• ur

Business

In the next couple of days your Free Marketing Pack will be delivered to your gym. You should receive a text message from

• ur courier company when this has been despatched and then

another text message on the day of delivery with an estimated delivery time. PLEASE COLLECT THIS FROM YOUR GYM AS SOON AS POSSIBLE AFTER IT HAS BEEN DELIVERED. Your free marketing pack contains:

• 250 business / appointment cards
• YOUR PT name badge
• YOUR PT polo shirt in your size
• £50 voucher to spend on the online store

When you have collected your free marketing pack please send us your personal profile information, as soon as possible, making sure you include your profile headshot wearing your YOUR PT Polo Shirt included in your free marketing pack, to support@yourpersonaltraininguk.co.uk

Branded uniform & name badge £50 marketing voucher Business Cards Notice board

• r tv profile

Online Profile

Marketing Pack

Profile Information Required

Profile headshot in YOUR Personal Training Uniform on a plain background. (NON UNIFORM PHOTOS WILL NOT BE ACCEPTED)

• Biography
• Qualifications
• Specialisms
• Testimonials
• Links to your business social media pages
• Link to your business website if applicable

Your information will then be used to create the following: YOUR Personal Web Profile: This is your own personal profile located within the “Find a Personal Trainer” section of our website: www.yourpersonaltraininguk.co.uk/trainers Here potential new clients can view your profile and submit an enquiry for you to then contact them to discuss their requirements. Any enquiries you receive will be forwarded to you by the YOUR PT team. You will receive an email to let you know when your profile is live. YOUR Personal Profile Board or TV Profile This is an A1 display board that should be displayed at your gym. This will come complete with printed inserts displaying your profile

• information. This is a fantastic tool for you to use to generate new

enquiries from potential new clients. Please feel free to change the inserts if you like but please ensure you use the display board templates that can be found under the resources section of the YOUR PT store. Again you will receive text notification from our carriage company when this has been despatched / delivered. Please arrange with your gym manager for this to be put up once it has been delivered.

In-Centre Profile

Online Store & Resource Centre

The online store and resource centre gives you loads of free, helpful resources and also allows you to purchase marketing material and

• clothing. To access this, again go to the YOUR PT

website www.yourpersonaltraininguk.co.uk and this time click on the “YOUR PT Store Login” in the top right hand corner of the page. Your username is: Firstname Surname (you can also use your email address) Your Password is: to be confirmed in welcome email From here please enjoy navigating around the site, however to make things easier a user guide is located in your welcome email to help you download resources, purchase products and manage your account. Please remember to spend your £50 voucher on the store. Please note you have to spend at least £51 to allow the voucher to be used.

FREE Gym Membership

As part of your YOUR PT package you receive free membership at your gym. Your membership number will be emailed to you

• nce it has been processed.

Website and Social Media

At YOUR Personal Training we have created a fantastic website that can really help you get bookings. In addition to your personal profile we also have a blog / latest news section and would love to receive any relevant articles we could use in this section. This is a fantastic way of raising your profile and getting a lot of free publicity. At YOUR PT we also have a dedicated Social Media

• department. When your YOUR PT profile is live on the

website you will receive an email from YOUR PT Social inviting you to engage with us across all our social media platforms or offering help with your social media if you would like it. Please do get involved as social media is a fantastic way of raising your profile and generating new clients.

Y

• ur First Day
• Site induction with centre manager
• Introductions to all staff departments
• Marketing pack delivery to your gym
• Familiarise yourself with all equipment and gym

layout

• Complete your website profile and headshot

photo

• Commence in booking complimentary

consultations

• Contact your Regional Manager to book a

support session

Admin

• Register as self employed

https://www.gov.uk/log-in-file-self- assessment-tax-return/register-if-youre-self- employed

• Consider hiring an accountant

https://www.sheards.co.uk

• Set up Business and Tax Savings accounts
• Taking payment options - cash / cheque /

BACS / paypal / GPRS PDQ

• Set daily engagement targets
• Set daily conversion targets
• Month end figures
• Activity plan
• Client retention plan
• Marketing Plan
• Daily Method of Operation
• A good start is crucial!

Y

• ur Business Goals &

Targets - Month 1 Plan

Daily Engagement Targets

• 10 member conversations / day
• Some won’t be interested
• Some will need re-engagement
• Some will book a consultation
• 3 consultations a day = 60 pcm
• REPEAT Months 1-3
• Note your engagement in your diary

Daily Conversion Targets

• Number of conversations per day
• Conversion to consultation booking
• How many attend consultation
• How many buy PT at consultation
• What is your average package sale

Month End Figures

• Conversations achieved
• Consultations booked
• Consultations delivered
• Clients converted
• Sessions sold in that month
• Sessions delivered in that month
• Total weekly/monthly turnover

Y

• ur Earning

Potential

P T R AT E P E R S E S S I O N P T S E S S I O N S P E R M O N T H B A S E D O N A 5 DAY W E E K 60 (3 per day) 80 (4 per day) 100 (5 per day) 120 (6 per day) 140 (7 per day)

£25 £1500 £2000 £2500 £3000 £3500 £30 £1800 £2400 £3000 £3600 £4200 £35 £2100 £2800 £3500 £4200 £4900 £40 £2400 £3200 £4000 £4800 £5600 £45 £2700 £3600 £4500 £5400 £6300 £50 £3000 £4000 £5000 £6000 £7000

Client Retention Planning

• Confirming appointments
• Relevant educational articles
• New exercise to try each month
• Client of the week/month shout out
• Private social media groups
• Quarterly social events
• What’s App group communication
• Create a community

Marketing Plan

• 12 month plan
• Run in-club small group challenges
• Change your in-club/online information quarterly
• Set up social platforms - 1 post/day
• Consider a business website
• Utilise YOUR PT marketing collaterals

portray professional image

Daily Method of Operation

• Meet and greet sales/reception/fitness staff
• Club Fitness manager - your best friend!
• Intro to new members tour/induction
• Hit your engagement target
• Run a PT demonstration - invite members
• Have a workout
• Confirm tomorrow’s consultations
• Positive mindset - rejection is normal…
• Output counts - not time!

PT Productivity Annual Profile

25 50 75 100 125 Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec

How to Book Complimentary Consultations

• What is a complimentary consultation
• How do you book complimentary consultations

What is a Complimentary Consultation

• A “get to know you” meeting
• Understand goals/needs
• Understand time frames
• Build rapport
• Have a taster session
• Add value to the gym membership
• Positive experience/tell your friends

Why a Consultation?

• You will not get clients (in volume) without

consultations

• You need to build a reputation…
• A mutual understanding with the client
• Ensure you are a good fit for each other
• Opportunity to spread the word

How Do Y

• u Book

Consultations?

• Activity on site - YOUR ACTIONS!
• Website profile bookings
• Telephone bookings
• Your business cards/leaflets
• Social Media activity
• Notice board or TV profile
• Staff referrals
• Attend a LIVE class
• Make sure all of the above are in place!

What to Say on First Contact

Personal Trainer: HEY! My name’s Joe

• ne of the PT team

here at GYM, what’s your name? Member: My name’s Scott. Great, good to meet you Scott! We are just asking members about their gym experience and what they are training for? PT assesses - Is the member HOT or COLD??? If member is COLD Well nice to meet you Scott, have a great workout and I will catch you next time. PT WALKS AWAY re-approach another day!

Personal Trainer: HEY! My name’s Joe

• ne of the PT team

here at GYM, what’s your name? Member Hi Joe, I’m trying to lose some weight for a holiday but not very successfully. That’s great you have a got a weight loss goal and this is a useful exercise but do you have 5 minutes for me to show you an alternative? Scott were you aware you get a free PT consultation with your membership? When are you next in the gym this week and we can book you an appointment today. PT shows member an exciting alternative to current exercise

What to Say on First Contact

If Scott is Warm…

Other Activities…

• Attend a live class
• Run PT demonstrations - 15 mins per demo /

functional zone

• Run a PT Challenge
• Complimentary body composition testing (if

equipment allows)

• Meet and greet customers at membership

desk or on their induction

Delivering the Consultation effectively

Pre Consultation

• Explain the process to the client
• Confirm the appointment by phone
• Arrange where to meet
• Arrive in good time
• Set up your paperwork templates - PARQ,

Assessment, Trainer Client Agreement

• Download copies from the Resource Centre
• Compulsory for ALL customers before you

step on the gym floor

• Legal requirement under insurance guidelines
• Allows a PT to build a case for training support
• Abide by data protection law in storing

customer data

Consultation Step 1 PARQ

Consultation Step 2 Consultation Presentation

• Download from the Resource Centre
• Deliver on tablet/laptop or hard copy
• Speech bubbles are included in this training

copy to ensure you can follow the process

• This presentation enables a PT to build a

customer up into a sale

Consultation Presentation

PT: We are going to discuss a number of areas of your health and fitness to enable me to produce the most accurate programming system for you. If you have any questions along the way please do ask.

PT 3: What do you need to put in place to make the changes to get to your goal? What do you need help with?

S O L U T I O N S

PT 2: What would reaching your goal feel like? What is your main goal? What benefits would this bring to your life?

D E S I R E D

PT 1: Where are you now in relation to your goal? What are the negative Things about not Achieving your goal?

C U R R E N T

PT1: Please select your current body composition PT3: How long have you been trying to make that change? PT2: Please select your body composition goal?

PT: Please select the 5 areas in which you would like to make a change. All of the areas are interconnected so if you struggle to find 5 I will help you.

PT OK great we have listed the 5 areas you would like to make a positive change in. We are now going to discuss the specific challenges you have around each mini-goal. So for Strength, where are you now? Where do you want to get to? What challenges do you face to reach your goal? What do you feel is going well with this area? What benefits would come from you reaching your goal?

PT: we are now going to have a taster session based on one of your key goal

• areas. Which area would you like to

work on today? We will start with a specific dynamic warm up for 3-5 minutes and then deliver 2 exercises for 2 sets so you can sample a training

• session. Water? Towel? Go!

PT: How did you find that training session? Tough right? We are now going to review the information we have discussed. You stated that you wanted to improve your composition from 30% to 15% in 24

• weeks. Your 5 areas of change are:

Strength, Weight Loss, Posture, Nutrition and Muscle Tone. You stated that the main challenges you have are nutrition, knowledge of training, motivation and intensity and that you need some guidance along the way.

PT: OK so I have a range of packages available but based

• n your assessment today

you would need 10 sessions to achieve the results we have set out. How does that sound and when would you like to have your first session?

PT: I understand it is a big commitment but you are serious about these results. How about we start with a starter pack of 5 sessions or 10 half an hour sessions? Customer says they cant afford it

• r need to think about it

Consultation Step 3 Closing the Sale

• CONFIDENCE IS KING!
• Tell the customer which package they need,

do not ask them which package they want…

• Based on your assessment today, you will

need a 10 session package to reach the medium term goals we have set out. How does this sound and how many sessions could you commit to each week with me? I would suggest 2 per week.

Consultation Step 4 Finalising the Client

• Complete the trainer client agreement and

send the customer a copy

• Ensure you note down amount paid for the

package and the completion date

• Issue a receipt for the customer
• Book date and time of first session at least in

your diary

• Gain commitment from the customer

If it’s a No…

• Do not panic! This is all about practice and

doing the numbers

• Explain you understand that this is a big

commitment and offer a 5 session package as a starting point…

• If the customer is adamant that they do not

want to purchase PT…

• Make sure you say HI next time you see the

customer in the gym

• End the appointment on a positive note

Consultation Process Ends

Homework!

• Set up your month 1 plan
• Practice member approaching and

consultation process on a friend

• Attend your site induction
• Pick up your marketing pack
• Cash in your marketing voucher
• Download your Resources
• Book a support session
• Design your web profile/social pages

Contact us

E N Q U I R Y T Y P E E M A I L

Marketing orders, email access, web based problems Licence agreement, administration, DBS, site access, site inductions Business mentoring, PT support any local site issues Head Office Telephone support@yourpersonaltraininguk.co.uk admin@yourpersonaltraininguk.co.uk Your Regional Manager 01484 513330

Refer a Friend

• We are looking for referrals from existing

Personal Trainers.

• Should you know of a friend of former

colleague who is a Level 3 qualified Personal Trainer or above please send through their:

• Name, location, contact number and email to

info@yourpersonaltraininguk.co.uk

• Upon the trainer passing interview and

signing with YOUR Personal Training we will pay you £250.00!

Check out what our PT’s say about us. Watch our video

Thank You for Attending and Good Luck!