Luke Johnson

Pre-Consultations: The Key to Securing Personal Training Clients

As a Personal Trainer, securing clients is crucial to your success.

Before you can start training your clients, you need to ensure that you've established a professional and efficient consultation process that starts with a pre-consultation. 

In this blog post, we'll explore the importance of pre-consultations and provide tips on how to use this process to secure more clients for your business.

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Lead generation and enquiries

The first step in the pre-consultation process is lead generation and enquiries. You can get leads through social media channels, as well as in-person leads from your place of work. 

Personal training enquiries happen every day at reception and management, so setting up your direct line with these employees will be essential.

Making Contact

Once you have a lead, the next step is to make contact and start the discussion. We recommend a 24-hour turnaround from enquiry to contact, whether through a phone call, email, or direct message. The sooner the better. 

Be sure to have your details at hand if you are following up via call, but sending an email with relevant information may avoid confusion.

Booking a Consultation

Your first step will be to book the potential client in for a 30-minute consultation, whether it's on the phone, video chat, or in person.

Sync your calendar with Calendly, or a similar tool, to allow clients to book sessions, calls, and consultations at times you've made available. 

A link to this tool can be sent to potential clients for ease of scheduling.

Pre-Consultation Questionnaire

Once the consultation is scheduled, you can send the client a pre-consultation questionnaire with a list of 5-10 questions. 

This questionnaire should be sufficient to help the client know that you care but not overwhelm them.

The questions can be focused on what they are looking for from personal training, their past experiences with health and fitness, and anything else that will guide your conversation to lead the right outcome for both you and the client.

Using the Pre-Consultation to Guide the Consultation

The pre-consultation questionnaire should guide your conversation during the consultation. Use the answers to frame your consultation/sales pitch and ultimately secure more clients for your business. 

Spend time before the consultation to review their answers and note down some details you want to explore further with them. 

Use this information to lead the conversation towards the right outcome for the client and yourself.

Want some pre-consultation question examples? 

Here are some:

What struggles do you feel (business name/I) can help with? 

- Training 
- Nutrition 
- Mindset/Attitude
- Accountability 

What are you mainly looking for from Personal Training (Add specific service here, if applicable)? Change these to fit your target audience

- Tone up
- Put on muscle mass 
- Special event
- Other, if other what is it?

How much have you invested previously into your health, fitness, and lifestyle goals? 

What has worked really well for you in the past? Is there anything that hasn't worked so well? 

Why do you think you have not yet achieved the goals that you have set for yourself? 
On a scale of 1-10, how happy are you with your body at the moment? (10 being perfectly happy)

On a scale of 1-10, how happy are you with your current training and nutrition? (10 being perfectly happy) 

Which of the below best describes what you're looking for from me as a Personal Trainer? 

- Sustainable results 
- Improved self-esteem both in and out of the gym 
- A drastic overhaul of your lifestyle 

Which of the below best describes your approach to your fitness and nutrition? 

- I make excuses for myself and look for easy ways out. 
- I procrastinate and never commit to change. 
- I'm impatient - I want quick results and get bored easily 


In summary, the pre-consultation process is a crucial step towards securing personal training clients. 

Follow up on leads and enquiries within 24 hours, provide a pre-consultation questionnaire, and use the answers to guide your consultation. 

Using Calendly you can make scheduling consultations easier and faster. 

By following these tips, you can make a great first impression on potential clients and secure more business for your personal training career.

Want to become a top 1% Personal Trainer?

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A course that shows you how to market, sell, onboard, coach and run a profitable personal training business.

You will unlock lifetime access and receive free updates that we add to the course in the future.

We are so confident in our course that if you complete the course, pass your assessment and you feel you have not become a better Personal Trainer/business owner we will give you your money back, no questions asked.
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