{"id":72010,"date":"2021-08-11T15:23:44","date_gmt":"2021-08-11T15:23:44","guid":{"rendered":"https:\/\/breakingmuscle.com\/\/\/uncategorized\/5-ways-to-get-client-buy-in-and-increase-client-retention"},"modified":"2021-11-22T01:18:47","modified_gmt":"2021-11-22T06:18:47","slug":"5-ways-to-get-client-buy-in-and-increase-client-retention","status":"publish","type":"post","link":"https:\/\/breakingmuscle.com\/5-ways-to-get-client-buy-in-and-increase-client-retention\/","title":{"rendered":"5 Ways to Get Client Buy-in and Increase Client Retention"},"content":{"rendered":"<p>Put yourself in your potential client&#8217;s shoes. Why would they fork over a large amount of cash to train with a person they barely know? Or, when they become clients, how do you keep them coming back? The answer is in <a href=\"https:\/\/breakingmuscle.com\/a-successful-coach-or-trainer-needs-emotional-intelligence\/\" data-lasso-id=\"86934\">the buy-in<\/a>.<\/p>\n<p><strong>Are the clients buying what you\u2019re selling?<\/strong><\/p>\n<p>Put yourself in your potential client&#8217;s shoes. Why would they fork over a large amount of cash to train with a person they barely know? Or, when they become clients, how do you keep them coming back? The answer is in <a href=\"https:\/\/breakingmuscle.com\/a-successful-coach-or-trainer-needs-emotional-intelligence\/\" data-lasso-id=\"86935\">the buy-in<\/a>.<\/p>\n<p><strong>Are the clients buying what you\u2019re selling?<\/strong><\/p>\n<p>Most clients come to trainers with only a vague idea of what they want. They expect the trainer to have all the answers, and they dump it all in your lap, hoping you find a solution.<\/p>\n<p><strong>But making the client part of this process is where the real magic happens<\/strong>.<\/p>\n<h2 id=\"create-client-buy-in\">Create Client Buy-In<\/h2>\n<p>You start by creating client buy-in. This buy-in makes it easier to sign and keep clients and leads to <a href=\"https:\/\/breakingmuscle.com\/4-ways-the-pandemic-saved-my-gym\/\" data-lasso-id=\"86936\">better client results<\/a>. It may sound too good to be accurate, but it isn\u2019t. A few tweaks to what you\u2019re doing will help improve your income and lead to happier clients.<\/p>\n<p><strong>Here are five ways to make this happen<\/strong>:<\/p>\n<h2 id=\"1-client-assessment-use-motivational-client-techniques\">1. Client Assessment<strong>:<\/strong> Use Motivational Client Techniques<\/h2>\n<p>Meeting a potential client for the first time is a nerve-racking experience. And the client is probably nervous too. You want to make an excellent first impression, and the potential client is way out of their comfort zone to make a lasting change.<\/p>\n<p><strong>But this is the perfect time to drill down on what the client wants and needs<\/strong>.<\/p>\n<p>After you\u2019ve gone through the standard questions on your <a href=\"https:\/\/breakingmuscle.com\/5-mistakes-for-new-trainers-to-avoid\/\" data-lasso-id=\"86937\">client assessment<\/a> and they\u2019ve given you a <a href=\"https:\/\/breakingmuscle.com\/are-you-a-lifter-with-fuzzy-goals\/\" data-lasso-id=\"86938\">vague goal<\/a> they want to achieve, this is the time to make them part of the process.<\/p>\n<p>This is the time to ask open-ended questions using <a href=\"https:\/\/breakingmuscle.com\/use-motivational-interviewing-techniques-to-create-positive-change\/\" data-lasso-id=\"86939\">motivational interview techniques<\/a> first coined by <a href=\"https:\/\/williamrmiller.net\/\" target=\"_blank\" rel=\"noopener\" data-lasso-id=\"86940\">Dr. William R. Miller<\/a> and <a href=\"https:\/\/www.stephenrollnick.com\/\" target=\"_blank\" rel=\"noopener\" data-lasso-id=\"86941\">Dr. Stephen Rollnick<\/a> in the 1980s to aid <a href=\"https:\/\/motivationalinterviewing.org\/content\/using-motivational-interviewing-techniques-talk-clients-about-their-alcohol-use\" target=\"_blank\" rel=\"noopener\" data-lasso-id=\"86942\">substance use disorders<\/a>.<\/p>\n<p><strong>Here are examples of open-ended questions taken from the PTA Global<\/strong><\/p>\n<p><strong>Program Design Questionnaire<\/strong> (<a href=\"http:\/\/staticcontent.ptonthenet.com\/documents\/articles\/ptaglobal-pdq-table-version.pdf\" data-lasso-id=\"86943\">PDQ<\/a>):<\/p>\n<ul>\n<li>Why is this goal most important to you?<\/li>\n<li>How would that affect your life if you don\u2019t make these changes and stay the way you are or regress in your health and fitness?<\/li>\n<li>What consequences could occur?<\/li>\n<li>When you successfully reach your goal, in what way will life be different?<\/li>\n<li>What benefits are most important to you?<\/li>\n<li>On a scale from 1-10, how important is it for you to make these changes now? Why is it not a two or a three?<\/li>\n<li>What would it take to make it go one number higher?<\/li>\n<li>Do you believe you can make these changes?<\/li>\n<li>On a scale from 1-10, how confident are you?<\/li>\n<li>What would it take to make it (one level higher)?<\/li>\n<li>Are you ready and willing to change now?<\/li>\n<li>In what ways do you believe I can help you?<\/li>\n<\/ul>\n<h2 id=\"2-finding-your-clients-real-why\">2. Finding Your Client&#8217;s Real <em>Why<\/em><\/h2>\n<p>Now you have the client&#8217;s goal and how committed they are to it, it\u2019s time to dig into the real why behind their goal.<\/p>\n<p><strong>After going through countless client assessments and hearing the same generic responses:<\/strong><\/p>\n<blockquote><p>\u201cI want to lose 20 pounds.\u201d<\/p>\n<p>\u201cI want to feel better.\u201d<\/p>\n<p>\u201cI want to look better.\u201d<\/p>\n<p>\u201cI don\u2019t recognize the person in the mirror anymore.\u201d<\/p><\/blockquote>\n<p>These responses are a good starting point, but it doesn\u2019t tell you anything. The question is, <a href=\"http:\/\/balanceguytraining.com\/2017\/05\/08\/finding-your-why\/\" target=\"_blank\" rel=\"noopener\" data-lasso-id=\"86944\">why<\/a> do they want it? When they find their way, they have some skin in the game and a reason to stick with your training.<\/p>\n<p>Ask your potential client the five whys to get to their real reason for a change.<\/p>\n<p><strong>Here are examples:<\/strong><\/p>\n<h2 id=\"q-why-do-you-want-to-train-with-me\">Q. Why do you want to train with me?<\/h2>\n<p>A. To lose 20 pounds.<\/p>\n<h2 id=\"q-why-20-pounds\">Q. Why 20 pounds?<\/h2>\n<p>A. Because I\u2019ll get down to my old high school weight.<\/p>\n<h2 id=\"q-why-is-that-important-to-you\">Q. Why is that important to you?<\/h2>\n<p>A. Because I want my energy and bounce back, like when I was in high school.<\/p>\n<h2 id=\"q-why-is-getting-your-energy-back-currently-important\">Q. Why is getting your energy back currently important?<\/h2>\n<p>A. My wife is about to have a baby. A baby, fantastic news.<\/p>\n<h2 id=\"q-why-will-a-20-pound-weight-loss-help\">Q. Why will a 20-pound weight loss help?<\/h2>\n<p>A. Because I want to be the best help and role model for my child.<\/p>\n<p><strong>Now you have your client&#8217;s<em> why<\/em><\/strong>.<\/p>\n<h2 id=\"3-personal-assessment\">3. Personal Assessment<\/h2>\n<p><strong>Assessing your clients physically by taking<\/strong> <strong>measurements, checking <a href=\"https:\/\/breakingmuscle.com\/the-best-research-on-body-fat-losing-fat-and-eating-fat\/\" data-lasso-id=\"86945\">body fat<\/a>, and reviewing their weightlifting history is a no-brainer<\/strong>.<\/p>\n<p>The client needs to know if they\u2019re making progress, and you need to know <a href=\"https:\/\/breakingmuscle.com\/getting-personal-working-out-the-way-your-dna-intended\/\" data-lasso-id=\"86946\">if your program is working<\/a>.<\/p>\n<p>But how\u2019s your performance? You think you might be doing great, but the client may have different ideas. Therefore, creating a questionnaire to rate your performance is a good idea.<\/p>\n<p><strong>Here are some example questions<\/strong>:<\/p>\n<ul>\n<li>What\u2019s one thing you dislike about my coaching?<\/li>\n<li>Everyone has exercises they love and hate. Name an exercise you like and one you don\u2019t.<\/li>\n<li>What\u2019s one thing that you\u2019d like me to start doing?<\/li>\n<li>Have your goals changed?<\/li>\n<li>What\u2019s one thing that you\u2019d like me to keep doing?<\/li>\n<\/ul>\n<p><strong>The client will know you take them and their goals seriously. And you have things you will work on to become a better coach<\/strong>.<\/p>\n<p>This outcome is a win-win.<\/p>\n<h2 id=\"4-education\">4. Education<\/h2>\n<p>Clients come to you for either <a href=\"https:\/\/breakingmuscle.com\/5-martial-arts-lessons-on-peak-performance-for-the-non-martial-artist\/\" data-lasso-id=\"86947\">performance<\/a> or to look, feel, and <a href=\"https:\/\/breakingmuscle.com\/i-like-to-move-it-move-it-the-surprising-thing-missing-from-your-workout\/\" data-lasso-id=\"86948\">move better<\/a>. But they often don\u2019t see how training improves (besides vanity) their life outside of the gym. This is where you step in.<\/p>\n<p><strong>It is important to help clients join the dots between the exercises they do and how it improves their lives outside of vanity<\/strong>.<\/p>\n<p>You do this by educating them on the correlation between the exercises and how it improves their life. For example, it carries <a href=\"https:\/\/breakingmuscle.com\/the-relationship-between-powerful-grips-and-screen-time-diseases\/\" data-lasso-id=\"86949\">increasing grip strength<\/a> to open the pickle jar.<\/p>\n<p>Doing this creates credibility for you and your <a href=\"https:\/\/breakingmuscle.com\/demystifying-programming-for-the-everyday-athlete\/\" data-lasso-id=\"86950\">programming<\/a>. Plus, it helps the client buy into what they\u2019re doing and see the <em>why<\/em> behind what they\u2019re doing.<\/p>\n<p><strong>It would be best if you took every opportunity to educate your clients so they can make better decisions when you\u2019re not around<\/strong>.<\/p>\n<h2 id=\"5-program-choices\">5. Program Choices<\/h2>\n<p>Finding the exercises that the client likes and dislikes (like mentioned in point three) makes the client a vital part of the process.<\/p>\n<p><strong>This keeps the client happy, and the buy-in generated from the client is second to none<\/strong>.<\/p>\n<p>Your programming mixes what the client needs (not wants) and what their goals are. Often that doesn\u2019t leave much wiggle room in your program for fun stuff like curls, <a href=\"https:\/\/breakingmuscle.com\/getting-the-most-out-of-seated-cable-cuff-tricep-extensions\/\" data-lasso-id=\"86951\">tricep extensions<\/a>.<\/p>\n<p>Instead, take a leaf out of <a href=\"https:\/\/www.amazon.com\/Start-Where-You-Are-Beginners\/dp\/B08X7RKX1C\" target=\"_blank\" rel=\"noopener\" data-lasso-id=\"86952\">Tony Gentilcore\u2019s book<\/a> and throw open the last five minutes to the client to work on what they want to train.<\/p>\n<blockquote><p>Tell them, \u201cWe got 5 minutes left. What do you want to work on today?\u201d<\/p><\/blockquote>\n<p>Then take their answer and put together three exercises to work this body part in the form of a finisher. For example, if their answer is they want to work their arms:<\/p>\n<div class=\"media_embed\"><div class=\"lyte-wrapper\" title=\"Best TRX\/Suspension Finisher Exercises\" style=\"width:853px;max-width:100%;margin:5px;\"><div class=\"lyMe hidef\" id=\"WYL_555ZoeZqvR0\" itemprop=\"video\" itemscope itemtype=\"https:\/\/schema.org\/VideoObject\"><div><meta itemprop=\"thumbnailUrl\" content=\"https:\/\/breakingmuscle.com\/wp-content\/plugins\/wp-youtube-lyte\/lyteCache.php?origThumbUrl=https%3A%2F%2Fi.ytimg.com%2Fvi%2F555ZoeZqvR0%2Fmaxresdefault.jpg\" \/><meta itemprop=\"embedURL\" content=\"https:\/\/www.youtube.com\/embed\/555ZoeZqvR0\" \/><meta itemprop=\"duration\" content=\"PT42S\" \/><meta itemprop=\"uploadDate\" content=\"2021-07-06T19:19:29Z\" \/><\/div><div id=\"lyte_555ZoeZqvR0\" data-src=\"https:\/\/breakingmuscle.com\/wp-content\/plugins\/wp-youtube-lyte\/lyteCache.php?origThumbUrl=https%3A%2F%2Fi.ytimg.com%2Fvi%2F555ZoeZqvR0%2Fmaxresdefault.jpg\" class=\"pL\"><div class=\"tC\"><div class=\"tT\" itemprop=\"name\">Best TRX\/Suspension Finisher Exercises<\/div><\/div><div class=\"play\"><\/div><div class=\"ctrl\"><div class=\"Lctrl\"><\/div><div class=\"Rctrl\"><\/div><\/div><\/div><noscript><a href=\"https:\/\/youtu.be\/555ZoeZqvR0\" rel=\"nofollow\"><img src=\"https:\/\/breakingmuscle.com\/wp-content\/plugins\/wp-youtube-lyte\/lyteCache.php?origThumbUrl=https%3A%2F%2Fi.ytimg.com%2Fvi%2F555ZoeZqvR0%2F0.jpg\" alt=\"Best TRX\/Suspension Finisher Exercises\" width=\"853\" height=\"460\" \/><br \/>Watch this video on YouTube<\/a><\/noscript><meta itemprop=\"description\" content=\"Trainer Development Website: https:\/\/www.detricsmith.com Business Website: https:\/\/resultsperformancetraining.com\/\"><\/div><\/div><div class=\"lL\" style=\"max-width:100%;width:853px;margin:5px;\"><\/div><\/div>\n<div class=\"box\">1A. TRX Overhead Triceps Extensions &#8211; 10-15 Reps<\/div>\n<div class=\"media_embed\"><div class=\"lyte-wrapper\" title=\"Overhead Tricep Extension on the Cable\" style=\"width:853px;max-width:100%;margin:5px;\"><div class=\"lyMe hidef\" id=\"WYL_hS82Wlo67O0\" itemprop=\"video\" itemscope itemtype=\"https:\/\/schema.org\/VideoObject\"><div><meta itemprop=\"thumbnailUrl\" content=\"https:\/\/breakingmuscle.com\/wp-content\/plugins\/wp-youtube-lyte\/lyteCache.php?origThumbUrl=https%3A%2F%2Fi.ytimg.com%2Fvi%2FhS82Wlo67O0%2Fhqdefault.jpg\" \/><meta itemprop=\"embedURL\" content=\"https:\/\/www.youtube.com\/embed\/hS82Wlo67O0\" \/><meta itemprop=\"duration\" content=\"PT50S\" \/><meta itemprop=\"uploadDate\" content=\"2012-03-26T04:57:38Z\" \/><\/div><div id=\"lyte_hS82Wlo67O0\" data-src=\"https:\/\/breakingmuscle.com\/wp-content\/plugins\/wp-youtube-lyte\/lyteCache.php?origThumbUrl=https%3A%2F%2Fi.ytimg.com%2Fvi%2FhS82Wlo67O0%2Fhqdefault.jpg\" class=\"pL\"><div class=\"tC\"><div class=\"tT\" itemprop=\"name\">Overhead Tricep Extension on the Cable<\/div><\/div><div class=\"play\"><\/div><div class=\"ctrl\"><div class=\"Lctrl\"><\/div><div class=\"Rctrl\"><\/div><\/div><\/div><noscript><a href=\"https:\/\/youtu.be\/hS82Wlo67O0\" rel=\"nofollow\"><img src=\"https:\/\/breakingmuscle.com\/wp-content\/plugins\/wp-youtube-lyte\/lyteCache.php?origThumbUrl=https%3A%2F%2Fi.ytimg.com%2Fvi%2FhS82Wlo67O0%2F0.jpg\" alt=\"Overhead Tricep Extension on the Cable\" width=\"853\" height=\"460\" \/><br \/>Watch this video on YouTube<\/a><\/noscript><meta itemprop=\"description\" content=\"Overhead tricep extensions using the rope on the cable Clothing by www.bluefishsport.com\"><\/div><\/div><div class=\"lL\" style=\"max-width:100%;width:853px;margin:5px;\"><\/div><\/div>\n<div class=\"box\">1B. TRX Biceps Curl \u2013 10-15 Reps<\/div>\n<div class=\"media_embed\"><div class=\"lyte-wrapper\" title=\"TRX Fascial Stretch\" style=\"width:853px;max-width:100%;margin:5px;\"><div class=\"lyMe hidef\" id=\"WYL_oEhKHPatD-8\" itemprop=\"video\" itemscope itemtype=\"https:\/\/schema.org\/VideoObject\"><div><meta itemprop=\"thumbnailUrl\" content=\"https:\/\/breakingmuscle.com\/wp-content\/plugins\/wp-youtube-lyte\/lyteCache.php?origThumbUrl=https%3A%2F%2Fi.ytimg.com%2Fvi%2FoEhKHPatD-8%2Fmaxresdefault.jpg\" \/><meta itemprop=\"embedURL\" content=\"https:\/\/www.youtube.com\/embed\/oEhKHPatD-8\" \/><meta itemprop=\"duration\" content=\"PT6M16S\" \/><meta itemprop=\"uploadDate\" content=\"2015-05-24T16:52:09Z\" \/><\/div><div id=\"lyte_oEhKHPatD-8\" data-src=\"https:\/\/breakingmuscle.com\/wp-content\/plugins\/wp-youtube-lyte\/lyteCache.php?origThumbUrl=https%3A%2F%2Fi.ytimg.com%2Fvi%2FoEhKHPatD-8%2Fmaxresdefault.jpg\" class=\"pL\"><div class=\"tC\"><div class=\"tT\" itemprop=\"name\">TRX Fascial Stretch<\/div><\/div><div class=\"play\"><\/div><div class=\"ctrl\"><div class=\"Lctrl\"><\/div><div class=\"Rctrl\"><\/div><\/div><\/div><noscript><a href=\"https:\/\/youtu.be\/oEhKHPatD-8\" rel=\"nofollow\"><img src=\"https:\/\/breakingmuscle.com\/wp-content\/plugins\/wp-youtube-lyte\/lyteCache.php?origThumbUrl=https%3A%2F%2Fi.ytimg.com%2Fvi%2FoEhKHPatD-8%2F0.jpg\" alt=\"TRX Fascial Stretch\" width=\"853\" height=\"460\" \/><br \/>Watch this video on YouTube<\/a><\/noscript><meta itemprop=\"description\" content=\"In diesem Video zeigen wir Dir, wie Du mit dem TRX einen Fascial Stretch durchf\u00fchren kannst :-)\"><\/div><\/div><div class=\"lL\" style=\"max-width:100%;width:853px;margin:5px;\"><\/div><\/div>\n<div class=\"box\">1C. TRX Y Pull &#8211; 8-12 Reps<\/div>\n<p><strong>Do as many rounds in 5-8 minutes and rest when needed<\/strong>.<\/p>\n<p>Again, you are addressing your clients&#8217; concerns and making them part of the programming process. Do you think the client is more likely to stick around if you do this?<\/p>\n<h2 id=\"just-listen\">Just Listen<\/h2>\n<p>Making the client feel included in the assessment and programming process makes them feel important and creates better buy-in. This leads to happy clients and a better paycheck.<\/p>\n<p><strong>And all you need to do is listen<\/strong>.<\/p>","protected":false},"excerpt":{"rendered":"<p>Put yourself in your potential client&#8217;s shoes. Why would they fork over a large amount of cash to train with a person they barely know? Or, when they become clients, how do you keep them coming back? The answer is in the buy-in. Are the clients buying what you\u2019re selling? Put yourself in your potential client&#8217;s shoes. Why&#8230;<\/p>\n","protected":false},"author":1467,"featured_media":72011,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"limit_modified_date":"","last_modified_date":"","_genesis_hide_title":false,"_genesis_hide_breadcrumbs":false,"_genesis_hide_singular_image":false,"_genesis_hide_footer_widgets":false,"_genesis_custom_body_class":"","_genesis_custom_post_class":"","_genesis_layout":"","footnotes":""},"categories":[4642],"tags":[3956],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v21.1 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>5 Ways to Get Client Buy-in and Increase Client Retention - Breaking Muscle<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/breakingmuscle.com\/5-ways-to-get-client-buy-in-and-increase-client-retention\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"5 Ways to Get Client Buy-in and Increase Client Retention - Breaking Muscle\" \/>\n<meta property=\"og:description\" content=\"Put yourself in your potential client&#8217;s shoes. Why would they fork over a large amount of cash to train with a person they barely know? Or, when they become clients, how do you keep them coming back? The answer is in the buy-in. Are the clients buying what you\u2019re selling? Put yourself in your potential client&#8217;s shoes. 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