Case Studies

Challenge: Commercial Awareness!

Matt Roberts Personal Training has cornered the coveted niche in the health & fitness market that sells more than a gym membership, it sells a personalised training service that delivers a new lifestyle. Vicky Ellison, PR & Training Manager for the company, wanted a training session focusing on maximising on client enquiries whilst staying away from the ‘hard sell’.

“We have some of the best personal trainers in the business and a great front of house team who do their primary jobs as well as anyone but they are our only contact with our potential client base. What I would like is for them to have a great structure and process of managing potential clients to maximise the enquiries we have and sell more personal trainer sessions without becoming the pushy sales people the industry is rife with!”

Solution: Natural Training

Vicky provided an excellent brief with clear objectives for the session and helped shape the programme throughout. Natural Training rolled out a day of training for the front-of-house staff and managers to tackle these issues head on. The sessions were designed to give people with little or no sales experience a structure and process to allow them to be more effective when handling potential client enquiries, improve conversion rates and generate more business for the clubs whilst still retaining the professional service and client-focused ethos of the business.

Results

Vicky has been impressed with the outcome - “The training has been excellent. The teams are so much more confident in handling prospective clients enquiries. By asking the right questions and being more commercially aware of the importance of sales to their daily roles we have seen some great improvements. Already we have seen some pleasing sales results at some of the clubs and based on staff feedback, this is all down to lessons learnt during the training. The teams are all working more effectively and doing exactly what they need to. The most satisying observation is that they are doing this without neglecting their primary roles and still providing the outstanding service our clients at Matt Roberts Personal Training expect!”

“Excellent training! Incredibly instructive and helpful. I can now plan to fully explore this new process. Thank you!”
Rachel Pace