Advice to Personal Trainers: Build a Testimonial Book to Get Clients

If you go into just about any health club, somewhere in the building is an area that has photos of the club's personal trainers hanging up. Usually, the photos are accompanied by more than just the trainer's name. Oftentimes, the other information includes what the college degree is in, what the trainer's interests beyond training are, and perhaps some quoted statements by the trainers.

I'm a certified personal trainer, and at the club I used to work at, there was something of a template for the trainers to fill out, and it would include a photo or two. The template gave basic information, and it was framed, with the photo inside. And on a table that everyone had to pass by, all these framed templates stood.

So I decided to make mine stand out. I began collecting testimonials from my clients. When you give out testimonials, do so on the second-last session. So whether the training package has just four sessions, 16 or 24, always plan on giving the form to fill out, on the second-last session. This is because, several times, before I knew better, I was giving them out on the last session, and the client would say, "Oh, I'll fill it out at home and then I'll bring it in for you."

I never saw the form after that, and the irony is that for at least two of these clients, they had experienced remarkable results. It was a matter of laziness or maybe forgetfulness.

But if you hand them the form on the second-last session, they will bring it back, all filled out, on that very last session.

The form should be a questionnaire with specific questions such as: What fitness goals did you want to accomplish when you hired a trainer? Were these goals accomplished? How? What did you like most about training with (fill out your name)? These are the only questions you'll need, because the client will answer at least one of them in a way that will look really good as part of a testimonial book.

Next, type out their responses on the club's letterhead, and have them sign it. This means on the last session, give them the letter head, all typed out, with their name on the bottom, and have them sign it right then and there...before the session begins so you don't forget.