Here at MotivatePT we have created a 6-step guide on how to deliver the perfect consultation:
1. Plan Ahead
The first step to a successful consultation is to plan ahead and be prepared to answer the clients questions. If you have any background information on the client it would be a good idea to read up on it so they can see you have done your research and you can know what their goals are.
2. Connect with your client (break the ice)
Break the ice with your client by talking about neutral topics such as the weather, their weekend, traffic, gym, work or holidays. Any of these are sure to get the conversation flowing and make you and the client feel relaxed. It is also a good way to start the conversation into what they are interested in it, how often they exercise, etc. A good tip that we always say is “tell the client something they don’t know about themselves,” this makes you seem knowledgeable and that you understand their goals and character.
3. Create your client’s lifestyle plan – look at their goals (past, present, future)
When you are talking to your client if you ask open-ended questions (who, what, where, why, how?) you can get a sense of their goals and where they see themselves in the future.
A good idea is to find out a time in their past when they looked and felt great, where they are now and where they would like to be once they hit their goals. This is called ‘visual selling’ you want to make the client imagine how they are going to feel after having sessions with you and how they will feel when they hit their goals.
4. Time to Train
Here at MotivatePT we like to give the clients a 25-minute workout as a taster session so they can get a feel for if they like your style of teaching. This is an opportunity for you to show the client your knowledge and that you’ve listened in the first part of the consultation. It is a good idea to take a technical approach so look at the clients’ form, flexibility, and technique. You should analyse their weaknesses and areas for improvement, so you can explain what you will be focusing on during their sessions.
5. Close the deal: Book in sessions
When closing your deal you want to offer the client multiple options and then ask them “which one would suit you best” or “which one do you like the sound of”. By doing this it makes it hard for them to say yes or no so you will hopefully get your next sessions booked.
6. Email with a follow-up
It is always a good idea to follow up with your client so they remember to book sessions or just to show that you care about your clients. This email can be to confirm bookings, recap on your consultation or to plan your first session.