Personal Trainer Sales - Part 1

by Annette Lang |   Date Released : 03 Apr 2002
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Annette Lang

About the author: Annette Lang

Annette Lang has been in the health and fitness industry since 1983, working in sales, education, management and personal training. She is one of the most sought-after presenters at health and fitness conferences in the US and abroad. She speaks on a variety of topics related to the education of fitness professionals, contributing to the integrity of the personal training business within health clubs. The conference groups include: Perform Better, The American College of Sports Medicine (ACSM), American Fitness Professionals and Associates (AFPA), the National Academy of Sports Medicine (NASM), International Health and Racquet Sports Association (IHRSA), Club Industry, Towne Sports International (TSI) Summit, Reebok International, Sara’s City Workouts and more. In 2005, Annette presented at international conferences in Moscow and Portugal.

Annette is a Reebok University Master Trainer and helped develop Reebok Reactive Neuromuscular Training (RNT), Reebok Core Training, Reebok One to One Flexibility Training and Reebok Deck Training. She presents for Free Motion Fitness exercise equipment and is one of the original authors for www.PTontheNET.com. Annette was on the original team of the Equinox Fitness Training Institute, developing and teaching the nationally recognized education program for Equinox personal trainers.

Annette teaches at numerous health clubs on a regular basis, some of her programs being a standard component of the facilities’ education process. The clubs include Equinox, Crunch/Bally, Wellbridge, NY Health & Racquet and many private facilities. Trainers enjoy Annette’s practical way of teaching, making concepts easy to understand and relating topics to real life training on the gym floor. Annette works as a private trainer in New York City.

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Comments (5)

Banks, Kelcey | 03 May 2016, 21:20 PM

This was very helpful. Thank you!

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Lang, Annette | 09 Jul 2012, 22:48 PM

Noel, thanks for your question! Yes, it is difficult to market oneself when only doing private training. Many industry professionals have agreed that traditional advertising is not effective either.
When marketing ourselves as private trainers we need to focus on creating and being a presence in the community. A few specifics:
-think about where you spend time/hang out and think of 3 ways that you could be known as a personal trainer, e.g. bring fitness books or notes so people see you working
-ask groups if you can do a lecture or workout for their members-for free!
-look like a trainer as you go through your day....carry a band or small tool with you that can help you start a conversation
-train people outdoor so others see you working, and always have cards handy.
These tips don't sound complicated, but as with many components that help us build our business-its the consistent work that needs to be done!
Hope that helps!

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Germishiuzen, Noel | 06 Jul 2012, 08:39 AM

Annette, I like your article. what advice do you have for trainers that don't work from a gym. Eg. Park, clients homes or own studio?

Besides adverts in paper and standing in the park handing out leaflets it can be very tough to make contact.

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Lang, Annette | 17 Nov 2011, 19:12 PM

Thanks for your comment, Callum! Not the #1 exercise for triceps but the long head starts on the scapula and crosses the shoulder, so when you extend the shoulder the long head is working at the shoulder. If you didn't target triceps at all by moving the shoulder, how do you explain any overhead tricep extension? It's also why we cue to keep the shoulder in the extended position when doing a tricep kickback...to get the long head in the shortened, isometric position!

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Wright, Callum | 16 Nov 2011, 23:45 PM

Seated row does not target the triceps regardless of form or ROM, they are never under tension. You also want extension at the elbow to work the triceps, not shoulder extension.

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