The Keys to Keeping a Trainer’s Schedule Full and Rounding up Referrals

by Sherri McMillan |   Date Released : 22 May 2013
Sherri McMillan

About the author: Sherri McMillan

Sherri McMillan, M.Sc., has been inspiring the world to adopt a fitness lifestyle for over 25 years and has received numerous industry awards including the 2010 CanFitPro International Presenter of the Year, 2006 IDEA Fitness Director of the Year, 1998 IDEA Personal Trainer of the Year, and the 1998 CanFitPro Fitness Presenter of the Year. Her million dollar training studio in Vancouver, WA, has been awarded the prestigious Better Business Bureau Business of the Year recognition and the Chamber of Commerce Community Builder award for her community and fundraising efforts. She is a fitness trainer, fitness columnist for various magazines and newspapers, author of five books and manuals including "Go For Fit - the Winning Way to Fat Loss," "Fit over Forty" and "The Successful Trainers Guide to Marketing," featured presenter in various fitness DVDs, international fitness presenter, and a spokesperson for Nike, Schwinn and PowerBar.

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Comments (3)

Kenney, Brian | 26 Jun 2013, 22:00 PM

Great article!! Like the 2nd section on how to ask for referrals. Too many times we ask our trainers to get referrals but don't walk them through the process. This is a great example of how to create urgency, build value and of course make our clients feel great.

McMillan, Sherri | 24 Jun 2013, 20:15 PM

Sorry, I didn’t mean to sound condescending. Any of the scripts need to adjusted based on a trainer’s style of communication, their specific client and which approach they feel most comfortable with. The point of the article was to give you ideas for how to increase your productivity and training hours– and one simple method is to look within your current client base. Hope that helps and keep making a difference – one client at a time!
Yours in health, fitness & business,
Sherri McMillan

derek, julia | 08 Jun 2013, 15:13 PM

This is not a bad article. It's true that most of your business comes from word-of-mouth referrals, and it's a good idea to ask your clients for referrals. However, some of the advice here works much better in a good economy. I never had any problems getting people to train more years ago. Sadly, I now notice that some ppl resent the fact that trainers make so much money/session. So, these days, I have to be very careful not to alienate people by being too pushy. Also, some people---myself included--absolutely hate pushy people. Obviously it's better to have someone train you three/weeks instead of two. Sometimes it's better to simply hint that training more would make a difference than state it in such obvious and--sorry to be rude--condescending ways that this article suggests.

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