The Episode: Closing the Information Gap to Make More Sales
Many problems that trainers face are rooted in the asymmetry of knowledge in the field of fitness. This plays out in clients not fully understanding the information that underpins their programs but is also an issue where trainers might have gaps in their own training and education. Today we talk about some of the steps that trainers can take to smooth out these points of friction, looking at reinforcing realistic expectations and creating programs that keep clients engaged. We have found that these disconnects often lead to a lack of drive and confidence in trainers and understanding the underlying science can help you overcome these issues and improve all areas of your programs!
In This Episode
- The asymmetry of information in the fitness industry [0:19:41]
- Surprising gaps in knowledge for trainers as well as clients [0:24:01]
- The amount of work it takes to actually create the right program [0:28:04]
- Helping clients get over the rocky terrain to rewarding results [0:32:40]
- Misconceptions around training protocols and watered down information [0:37:55]
- The dangers of accepted information in the training industry [0:42:02]
“There is a massive asymmetry of information between people who buy our services and us.” — Jonathan Goodman
Getting Everyone on the Same Page
Misinformation and skewed expectations are in the recipe for difficulties down the road. The goal for trainers should be to have the most comprehensive knowledge base possible, along with the skill to communicate to clients what they need to know. Successful transfer of information helps clients maintain the motivation, dedication, and patience they need to achieve their goals.
The Consequences of an Information Gap
Encountering gaps in information can lead to an array of problems in any training relationship, especially when it comes to pricing and value. Creating the right kind of program for a client, one that actually addresses them specifically and targets their goals, is more work than most people think. Results often take more time than clients anticipate. Part of the trainer’s job is to help clients maintain commitment and focus.
Practices for Becoming a More Informed Trainer
Education requires more than cursory glances over blog posts. You need to be able to identify biased or inaccurate information, and in some cases do your own research by studying the original source material. The quality of service you offer will reflect your ability to fill the biggest gaps in your knowledge base.
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