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One of the most common mistakes that fitness professionals make is to sell their services by
promoting results first. More often than not, this approach sets the potential client up for failure
because the results they are seeking are commonly unrealistic. VBR® (Values, Benefits, and
Results)—Creating Demand for Your Personal-Training Business is designed to teach personal
trainers how to sell their services as a "no-fail" proposition. By educating their potential clients on
the value and benefits of the services that they provide, personal trainers will enhance the
likelihood that their efforts will be successful. In turn, their clients will quickly and favorably notice
the results that they are achieving. Feeling successful relatively early in their training sessions will
encourage client compliance and retention. As such, unrealistic expectations are often the
underlying cause of the demise of many client/trainer relationships.
Among the topics covered:
- Do personal trainers need to
understand marketing?
- What value does your business currently
provide?
- Benefits of personal training
- Implementing VBR
- The benefits of working with your facility
- VBR and business success
- Establish your target market
- Results vs. benefits
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Biography
- Nicki Anderson is the author of several well-received books on the health, wellness, and fitness industry, including Eight Steps to Create a Successful Personal Training Business and 101 Tips to Motivate Your Clients and Increase Retention. An IDEA master trainer and an NASM-certified personal trainer, she is also a health and fitness columnist for suburban Chicago newspapers, a family fitness contributor for eDiets, and an advisory board member for IHRSA's Club Business for Entrepreneurs magazine. Nicki sits on the IHRSA entrepreneurial advisory board, the IDEA personal training committee, the editorial advisory board for the IDEA Fitness Journal, the Nautilus Fitness Apparel Council, and USA Today's entrepreneurial advisory board. A much sought-after speaker, Nicki addresses groups all over the country.
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