Gym Trainer's Approach to Sales

WEEK 1:

It was Friday, and the weekend was beaming.

Looked for gyms near me over the internet.

Found a one to my liking and filled out the online form to get a free trial.

Received a call from the gym trainer the following day. Agreed to check out the gym on Sunday evening.

I was supposed to reach at 6.30. Took me 10 minutes longer, and I get a check-up call from the trainer. Hmmm. Strange. Informed him that I’m just around the corner.

Reached and looked around the gym. Fantastic place. Decided to take up the trial the following Saturday. Shook hands with the trainer and left.

WEEK 2:

On Thursday, the trainer texts to confirm my arrival on Saturday. Follow up for a free trial? Quite surprised. I check with him on the no-charges thing. Trainer confirms. Not sure about my plans for the weekend as yet, so I don’t confirm my arrival.

On Saturday, he texts again to see what time I’d come in. I get the feeling that he’d be unhappy when I walk away after the free trial.

To cool things down, I let him know that I’ll not be able to make it. Could come in next week maybe.

I expected him to give up but got a quick response to check my preferred day.

I was taken aback.

So persistent to give away a trial? Not like I’m going to pay up. If anything, I’m going to use his facilities for free.

I let him know that I’d confirm in a couple of days.

WEEK 3:

I get a text on Thursday checking if I’m still interested in the trial.

I like this guy’s persistence. I confirm that I’d come in on Friday evening.

On Friday noon, another text from him to confirm my arrival. I wasn’t surprised anymore.

I went in and did my solo workout. It was extraordinary. After the session, I was not made to sit and hear the plans, thankfully. I was quite hungry. I made my way home right after my workout.

I waited for the trainer to message me. I was sure he was going to check when I was going to sign up for the membership.

No message until noon the next day. I lose my patience and message him. Thanked him for setting up the rewarding workout session and requested details of the 1-month package. He was pleased and asked if I could drop by. I intended to respond later.

WEEK 4:

Things came up, so I wasn’t sure if it was a good idea to sign up. Got a call on Tuesday and was offered a good deal. 1-month package but with strings attached. Good ones. If I was to sign up on the week, I could use the gym for the remainder of the month for free. I’d only need to pay for July. Free for 6 days. Though appealing, I asked him to give me some time to think about it.

Been two days and I hadn’t responded. Pretty surprised that I didn’t hear from the over-enthusiastic trainer either. I thought he would be pressured to convert this free trial into a plan. Was expecting him to follow up vigorously, but nope.

After careful consideration, I make up my mind. I can’t go ahead because of other priorities so conveyed it to him and thanked him for the assistance. Received a Welcome!

Really, one with an exclamation!

The trainer’s efforts did seem to have gone in vain, but I gave it a good consideration. If the situation had been favorable, I would have jumped at this opportunity.

I was particularly impressed by the trainer’s rather patient approach in converting the trial to a paid membership.

Quite a few lessons learned from the episode:

1) When offering something for free, be proactive, and persistent. When expecting something in return, exercise patience.

2) Market it forcefully. Sell it gently.

3) Understand limitations. Ensuring many people know about the product is within one’s control. Getting paid for it is dependent on factors beyond control.

4) Give people their sweet own time to reflect and make decisions, especially when it involves money.

Orginally published on Medium