The Missing Link to Client Success
By Ryan Ketchum
You are a master of training. Your programs would get great results if you could only get all your clients to follow your nutrition suggestions, and your wall of fame would be full of incredible success stories.
Does that sound like you?
The truth is that most trainers and fitness pros think this way. The missing link to their clients’ success comes in the 165 hours a week that they aren’t with their clients. It comes down to their nutrition.
Your nutritional philosophy doesn’t matter. There are great principles behind just about every diet and nutritional strategy out there. What works for one person might not work for another. It is a tricky, tricky problem to tackle.
The biggest factor in getting your clients to stick with your program lies in their personal commitment to what you are teaching them.
Do they truly believe that you can help them get to their goal?
Are they mentally ready to tackle their weight loss, and do they have the right mindset?
Getting buy-in from your clients is one of the toughest things you can do as a fitness pro. It takes a bit of salesmanship and a lot of psychology to break through to them. From the second they leave your facility, they are being bombarded with all sorts of different info on nutrition and training.
They see it at the grocery store in the checkout lines; it comes across their Facebook newsfeed; and when they are at lunch or out to dinner with friends, inevitably one of them will talk about the new diet they are on or their great new workout program.
How do they remain steadfast in their commitment to your coaching?
That is the missing link to having more client success stories and a higher success rate with your fat-loss clients.
Every one of us trainers has had the problem clients who don’t want to do anything you tell them but expect miracle results. We have all had to deal with clients who swear they are doing everything you tell them, but they still gain weight each week when it comes time to check progress.
How do you break through to those clients?
The first thing you do is make easier the changes that you are asking them to make. The key is to make them so easy that there is absolutely no way they can fail at them, and then get them to agree and commit to making these small changes.
In my time during the Precision Nutrition Lean Eating program, you followed a simple daily habit for two weeks. It was sometimes as simple as slowing down at meals.
That small changed didn’t look like much, and at first it was easy to dismiss, but it was an eye-opener for me to realize how fast I was eating and how mindlessly I could consume food. That one habit that seemed silly and simple to me changed the way I eat my meals and helped me get in the best shape of my life.
The second thing you can do is lay out specific instructions on how to accomplish this habit. As fitness pros and trainers, we often assume that what we are giving our clients is easy to figure out. However, clients have a hard time with the details, and they don’t have the same exposure that you do to this information.
If you are asking someone to eat more slowly, be specific. How long should it take them to finish a meal? What strategies can they use to accomplish this? What do they do if they are in a hurry? What about meals at home versus meals at a restaurant? Give clients all the information they need to feel 100% confident that they can master this habit in 14 days or so.
Finally, get a firm commitment from the client that they will focus on this habit and they are confident that they can master it over the course of the next two weeks. If you get that verbal commitment from them, you will have a much higher chance of success. If a client can’t give you that firm commitment, it may be time to find an easier habit or a different one that they can accomplish.
Success breeds success! Make sure you are setting your clients up for success with their nutritional habits.
If you want more specifics on how to get your clients to buy in to your nutritional recommendations, check out Precision Nutrition’s free 5-Day Course put together by Dr. John Berardi.
Your clients will thank you for taking this course….