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“Whom have you worked with before?”
The underlying question here is really, “Have you worked with anyone like me before?” If you
have, respond by giving them examples of clients who are similar to them in terms of goals,
background, etc. If you have not, give them a brief description of who you typically work with in
a way they can relate to, “I usually coach busy professionals who have severe time constraints,
but still want to accomplish their fitness goals.”
“What kind of background do you have?”
This person is probably asking, can you relate to me and do you know where I'm coming
from by personal experience? Do not go on and on telling the person everything about
yourself. Focus on the major areas that highlight what makes you a great coach for that
person.
“Why do I need a coach?”
The best response is a non-defensive, non-assuming one, like, “I don’t know if you do.
Why do you think you need a coach?” Another approach is, “A lot of people do not need a
coach. Only people who are really serious about losing weight or achieving a more healthy
lifestyle.”
“What kind of results can I expect?”
Here is where doing your homework beforehand will pay off. You need to keep track of
how your coaching helps clients. The easiest way to do this is by asking them for a
testimonial or letter of reference. Focus on areas you believe the prospective client is most
interested in: weight loss, exercising, nutrition, changing existing behavior patterns, etc.
“I don’t have time for working with a coach, I’m too busy.”
Give them a response that states you understand where they are coming from and an
example of how you were extremely flexible with a current or former client you worked
with who had an extremely demanding schedule and how they were able to effectively work out
with a coach on a regular basis. Concentrate more on pointing out the value and potential
benefits to them.
“I’m not ready to make a decision right now. Call me up in a month or so.”
This is one of the more difficult responses you might encounter because it can be very
difficult to determine whether or not the person is truly interested or if they are just trying
to get rid of you. If they are not interested you want to know because you don’t want to
nag them and you don’t want to waste your time running after people who just don’t
want what you have to offer. In time and with practice, you will be able to quickly determine
who are truly interested from those who are not. One of the easiest ways for you to do that is to
allow them to say, “No thank you.” If someone says they are not ready to make a decision, but
asks for you to follow up with them in the future, it’s perfectly acceptable to come right out and
say, “It’s okay to say you're not interested in coaching because I don’t want to waste either of our
time by following up with you if you're not really interested.”
Here are a few other ways you could respond: “Is it that you're interested in working with a
coach, but don’t want to make a decision right now or are you just not interested?” or a gentler
approach, “I send out a monthly newsletter by email that cover current topics of interest to those
interested in fitness. Would you like me to put you on our mailing list?” The latter response asks
for their permission to keep in touch. Most people won't turn you down and this gives you
numerous opportunities in the future to promote your services to them.