Chapter 2 - The Personal Training Profession

Question 1

What are the 4 P’s of Marketing?

Answer 1

1. Product 2. Price 3. Place (distribution) 4. Promotion

Question 2

What are the guidelines for uncompromising customer service?

Answer 2

1. Take every opportunity to meet and get to know all potential clientele. Create a professional relationship with a potential new client and eventually make the sale. 2. Remember to represent a positive image and a high level of professionalism every minute of the day. 3. Never give the impression that any question is inconvenient, unnecessary, or unintelligent. 4. Express ideas well through verbal communication, vocal tonality, and body language, which all work together to convey a message. 5. Obsess on opportunities to create moments that strengthen professional relationships. 6. Do not merely receive complaints, but take ownership of them.

Question 3

What are NASM’s “10 Steps to Success”?

Answer 3

1. Determine desired annual income Example: $40,000 2. How much must be earned per week to achieve the annual income goal? Example: 40,000 / 50 (weeks, incl. vacay) = $800/week 3. To earn a weekly goal, how many sessions need to be performed? Example: $800 / $25 (per hr session) = 32 sessions/wk Current Clients: 11 Current Sessions/Wk: 22 22/11 = 1.82; 32/1.82 = 18 clients needed 4. What is the closing percentage? Example: talked to 60 members in 30 days, 5 signed up; 5 / 60 = 8% closing rate 5. In what time-frame will new clients be acquired? Example: has 11 clients, needs 18, goal to get 7 more in 3 weeks 6. How many potential clients need to be interacted with overall to gain clients within time-frame? Example: 7 (new clients) / 8% (closing rate) = 87.5 = 88 clients contacted within 3 weeks; 88/3 = about 30/wk 7. How many potential clients need to be contacted each day? Example: 30 (members to contact) / 5 (days/wk working) = 6 members / day 8.How many potential clients need to be contacted each hour of the day? Example: determine floor time: (x4) 1-hr sessions/day + 30 min (lunch) + 30 min (1 orientation) = 5 hrs; 3 hrs of actual floor time (in 8 hr day), 6 (members/day) / 3 (hr/day) = 2 members per hour or 1 every 30 mins 9. Ask each member spoken to for his/her contact info 10. Follow up

Question 4

Define “Product” from the 4 P’s of Marketing.

Answer 4

Product: Specific product or service offered to customers

Question 5

Define “Price” from the 4 P’s of Marketing.

Answer 5

Price: Amount charged for product or service

Question 6

Define “Place” from the 4 P’s of Marketing.

Answer 6

Place (distribution): Channels a product or service will go through to reach the customer

Question 7

Define “Promotion” from the 4 P’s of Marketing.

Answer 7

Promotion: The communication of info about a product or service with the goal of generating a positive customer response (marketing communication strategies: advertising, sales, social media, public relations)

Question 8

Describe a low-cost health club.

Answer 8

These facilities offer a low-price membership, often including very few amenities other than access to exercise equipment. Access to amenities or programs, such as group fitness classes, small group workout programs, or personal training, costs extra, if the services are offered at all. Additionally, many low-cost clubs will have 24/7 key card access for members instead of employing a front-desk staff.

Question 9

What is an operational cost?

Answer 9

The various monetary requirements associated with the day-to-day running of a business.

Question 10

What is adherence?

Answer 10

The level of commitment to a behavior or plan of action.

Question 11

Describe the role of the fitness manager.

Answer 11

A fitness manager’s duties include maintaining a staffing schedule, providing mentorship to fitness professionals, and holding regular meetings with the entire fitness team, all while still responding directly to member needs when necessary.

Question 12

List the adjacent careers in the fitness industry.

Answer 12

Master Instructor

Writer or Blogger

Strength and Conditioning Coach

Social Media Influencer

College or Trade School Instructor