From Tabata Squats to Learning an Athlete’s “Why”: Onboarding New Clients 2010 to 2021

April 20, 2021 by
Credit: OPEX Fitness

Back in the day, one of the common early ways of onboarding a new client was to show them just how potent CrossFit could be by throwing them into an intense workout. If they puked after the session and couldn’t walk the next day, even better. It would serve to show them just how unfit they were, and ultimately how much they needed CrossFit.

  • This is exactly the model I followed as a coach at CrossFit Vancouver in B.C. when I started coaching in 2010. And it worked. My conversation rate was upwards of 80 percent.
  • However, this was during a time when the people showing up at our doors were blank slates, free of any preconceived ideas about what CrossFit actually was. But as CrossFit became more popular, it (unfortunately) started gaining a negative reputation of being dangerous and for really fit people only, so this method of crushing the prospect with a series of max efforts and finishing them off with Tabata squats became less effective for converting a prospect, as people were showing up intimidated and apprehensive.
  • Alas, today I don’t put a prospect through a workout at all on their first day. I sit down with them and ask them questions about what they’re looking for and why they’re really here, in an effort to determine if we have a solution to their problem. If the person is on board, then they do anywhere from 10-20 personal training sessions before being released to the group class. 

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