Ethical Selling: Helping Clients Make the Best Decision

Your main goal should always be to support the your clients.

If you have a client who only attends one session per week or a gym user who works out regularly without seeing results, it’s your responsibility to help.

By clearly explaining the benefits of your services, you can make a real difference in someone’s health and overall life.

Selling your services shouldn’t feel uncomfortable when it’s done with the client’s best interests at heart.

In this guide, I‘ll walk you through the process of helping clients make the best decision for their fitness journey.

 

Step 1: Clarify Why They Are There

The first step is to understand what motivated your client to start training.

Knowing their "why" will help you offer the solution they need and show them that you’re listening.

 

Step 2: Pinpoint the Problem They Have

Next, identify the specific challenges your clients are facing.

This shows them that you understand their struggles and are ready to help.

Common problems: 

1. Lack of accountability. 
2. Incorrect exercise form. 
3. Not following a program
4. Inconsistency with exercise. 
5. Not applying progressive overload. 

 

Step 3: Explain How You Can Solve Those Problems

Here’s where you present your services as the solution to their problems.

Show them how you can solve their problems, then packaging it into a offer that:

- Initial biomechanics assessment.
- Food log review.
- Progressive exercise programming.
- One-on-one exercise instruction.
- Weekly nutritional review to track progress.
- Weekly weigh-ins.
- Weekly total activity review.
- Progressive nutritional targets.
- Food acquisition tools.
- Menu reviews.

 

Step 4: Deal with Any Objections as They Come Up.

It’s common for clients to have objections, especially when it comes to committing time or money. Address these concerns directly and offer solutions that make sense.

The most common objection: "I can't afford that many sessions per week.

Solution: "Many of my clients book a block of ten sessions, which comes with a discount. You could spread these sessions over ten weeks and see little progress, or you could use them over five weeks, see significant improvement, and be well on your way to continuing on your own. This way, you spend the same amount of money but with a much higher chance of success."

The piano analogy:

"Think of learning these skills like learning to play the piano. If you only take one lesson a week for ten weeks, your progress will be slow. But if you have three lessons a week for three weeks, you’ll improve quickly, spend less time and money in the long run, and have a better chance of practising correctly on your own."

As a fitness professional, your focus should always be on helping clients make informed decisions about their health and fitness. By following this ethical approach, you can clearly communicate the value of your services, address any concerns, and guide them toward making the best choice for their goals.