» Retention


Small Changes, Major Wins


Exceptional communication skills are the secret to helping members achieve their goals


BY BARB GORMLEY


to sell even your smallest package of sessions? How does your club’s best group ex-


H


ercise instructor attract a queue of loy- al fans that starts building 30 minutes before her classes? Of course, their success is all about


26 Fitness Business Canada Winter 2019


ow does your club’s top train- er retain clients for three, four or even more years– while your junior trainers struggle


stellar communication skills. Fitness pros who are at the top of their game know the value of continuously up- grading the quality of their member interactions. Consider the following tips to crank


up your own communication skills and give your business a boost.


the keenest personal training client. 1


Cut to the chase A barrage of run-on instruction is a sure way to overwhelm even


Challenge yourself to make your point as clearly as possible with the fewest words. “I instruct with short and sharp bul-


let point cues so clients understand quickly and focus on the most impor- tant aspects of the exercise,” says per- sonal trainer Monica Cianfrini, owner of Stronger You, in Dundas, Ontario. “For example, I like to say ‘head in line with spine’ or ‘upright chest’ or ‘core tensed.’ At the same time I might also tap a client’s muscle to help them real- ly think about the muscle they should


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