How to Get More Clients & Master Sales as a Personal Trainer
- Manny Fraser
- Mar 9
- 3 min read
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Struggling to Get More Clients? Read This.
The truth? Being a great trainer isn’t enough. You could have the best programming, the best cues, and the best results—but if you suck at sales, you’ll stay broke.
If you’re waiting for clients to magically walk through the door, you’ve already lost. You don’t need more followers. You don’t need more certifications. You need a sales system.
Here’s how to turn prospects into paying clients (and keep them for life).
1. Stop Selling, Start Solving Problems
No one wakes up thinking, “I need to buy a personal training package.” But they do wake up thinking:
❌ “I hate how I look in the mirror.”❌ “I’ve tried everything, but nothing works.”❌ “I need someone to hold me accountable.”
Your job isn’t to sell sessions—it’s to fix their pain points.
✅ Ask the right questions. Instead of pitching your program, ask: “What’s your biggest struggle with fitness right now?”
✅ Show them the solution. Position yourself as the bridge between their struggle and their success.
Rule: If you focus on solving problems, the sale happens naturally.
2. Create an Irresistible Offer (That Makes “No” Impossible)
Most trainers offer generic packages: “3x per week for $75/session.”
🚨 Boring. Predictable. Easy to say NO to.
Instead, create an offer so good that saying no feels dumb:
💡 Example: “In 12 weeks, I’ll help you drop 15 lbs, build lean muscle, and stay accountable with 24/7 access to me—PLUS a customized nutrition plan.”
💥 It’s clear. It’s outcome-based. It screams RESULTS.
The Shift: People don’t buy workouts, they buy transformations. Sell the result, not the process.
3. Master the “DM to Dollars” Strategy
Your DMs are a goldmine. If you’re not using Instagram to book clients, you’re leaving money on the table. Here’s the 3-step process to turn conversations into cash:
📩 Step 1: Engage – Drop a poll, ask a question, or share a client win. Get them to interact.📩 Step 2: Qualify – When someone responds, ask: “What’s your current fitness goal?”📩 Step 3: Close – Offer a free call or consultation: “Let’s map out a plan. Want to book a free strategy call?”
🚀 More conversations = More clients.
Fact: The trainers making the most money aren’t the best trainers. They’re the best at starting conversations.
4. Get Referrals on Autopilot
Happy clients WANT to refer you. The problem? You’re not asking.
🎯 Here’s the script:
“Hey [client’s name], you’ve been crushing it! I love training action-takers like you. Do you have a friend who’d love to train with you? I’d love to hook them up with a free session.”
Boom. Easy win.
✅ Offer a referral bonus (free session, discount, small gift).✅ Make it a habit—ask after every client hits a milestone.
Truth: If you’re not getting referrals, it’s because you’re not ASKING.
5. Charge More (And Stop Being a Discount Trainer)
Most trainers undercharge because they’re scared people won’t pay.
Reality check: The RIGHT clients pay premium prices for premium service.
🔹 Raise Your Rates: If your price makes you uncomfortable, you’re on the right track.🔹 Charge for Results, Not Time: “I help busy professionals lose 20 lbs in 90 days” is 10x more valuable than just “1-hour sessions.”🔹 Act Like a Professional: If you treat your business like a hobby, clients will too.
Fact: The most successful trainers charge 2-3x more than average. And their clients love them for it.
The Bottom Line: Take Control of Your Sales
💥 Stop waiting for clients to find you.💥 Start solving problems and making irresistible offers.💥 Use your DMs, get referrals, and charge what you’re worth.
Sales isn’t sleazy—it’s the skill that makes or breaks your business.
The question is: Are you willing to master it?
🚀 Ready to Take Your Training Business to the Next Level?
💪 For more in-depth strategies, check out The Trainer’s Playbook .📩 Follow me on Instagram for daily sales & fitness biz tips @gymsalescoach.
Success isn’t about luck—it’s about strategy. Let’s build yours. 🔥