Off the top of my head, a couple of things I’ve learned as a PT:
Calling a potential new customer:
If they don’t answer, text them. Tell who you are and ask if you can call at a spesific time/timeframe again. After you’ve succesfully called them and set up a meeting either email or text them the details: adress, time etc. also mentiin that if the time needs to be changed they should inform you.
If you want to gather info beforehand, have them fill out a basic info form via Google forms. Having people put in some work seems to make them come in to the meeting and possibly buy more.
Do not Rush the consultation. Take your time, make notes. Tell them how you would approach the situation and what you’ll bring to the table. Use the stuff they told you to back yourself up. “Because your goals are x and y and you have z issue we could try this and that”.
Make stuff visual and easy to understand. You can draw them a timeline of how you think stuff would go, or you can say “well you work 8-16. How about you come in at 06 on these days and we train before work”
Remember that your prices are your prices. Don’t give random discounts. If someone doesn’t want to play you, they probably won’t be too motivated anyways. Offering a way to pay in multiple parts is a great way of mitigating the “I don’t have money” claim.
Of course a free session/15 minutes where you go over a movement can be a great selling point. Make the customer notice that you know your stuff. For example, I like to coach chins or deads to new people, as there are a lot of things they can do more efficiently in those movements.
That being said, don’t lie. If you don’t know something just say it. Making BS claims is an easy way to make Cash quick, but most likely it wont last.
When you do get a client, try to book a couple of sessions right away. Get them started on the right track. And always tell them to inform you at least 24 hours in advance if they know they can’t make it.
When booking sessions, you are the one to say “I have free slots on these days, at hese times”. This is where you can lie a bit. Nothing in you calender? You do not say that. You have a couple of slots, and if they don’t work you can “rearrange this day so we can train there”.
If you have a website, make sure it looks professional and has easy to find contract forms and all the neccessary info. Websites are rather easy to make nowadays and cost next to nothing to maintain. Highly recommended.
Apart from that, having exercise demo videos, info booklets, clean looking programs etc is always a good thing.