Many Fitness Business owners, managers and staff ask the BIG question “how do you close the sale?” Well, let's start off by correcting a misconception. Closing the Sale is not at all about “Closing the Sale”.  If you enter communications ...

“Closing The Sale” – First Steps – Club Setting and more...



“Closing The Sale” – First Steps – Club Setting

download (10)Many Fitness Business owners, managers and staff ask the BIG question “how do you close the sale?”

Well, let’s start off by correcting a misconception. Closing the Sale is not at all about “Closing the Sale”.  If you enter communications with a potential client with this as your primary goal, you will not “close the sale” or will shortly lose the client.

Selling any product or service is all about opening or developing a relationship! 

A good salesperson does not focus on selling a person but rather on servicing the person. At Northwest Personal Training, we sell by focusing on servicing. When you focus on helping people and figuring out their needs and goals, the sales take care of themselves.  Before any interaction with a potential client, ask yourself ‘how can I help this individual?’

Also, sign up right here on my blog to receive my FREE 20 min streaming video where I reveal my top 5 revenue generating secrets.

First Step (Club Setting): Find the potential client’s needs

Here’s an example in a club setting of how you can approach an individual with the purpose of addressing their needs:

1st Interaction:

Trainer: Hi there, my name is Sherri and I’m a personal trainer here.  Are you new to the club?
Prospect: Yes I am.
Trainer: I thought so.  What’s your name?
Prospect: Karen
Trainer: Well welcome to the club Karen.  Hey if you have any questions about anything, let me know.  Have a great workout!

Future Interaction:

Trainer: Hey Karen. You’ve been really consistent lately. Keep up the good work!
Prospect: Thanks. Yeah, I’ve been doing pretty good!

Future Interaction:

Trainer notices Karen performing an exercise with incorrect form.
Trainer: Hi Karen. Can I help you with this exercise? It’s a tricky one and if you want to get the right muscles working for you, you have to be really specific with the angle.
Prospect: Sure. Hey thanks a lot. I feel it a lot more.

Future Interaction:

Trainer notices Karen performing another exercise with incorrect form.
Trainer: Hi Karen.  I’ve got to show you an even better way to do this exercise.  Check this out.  How’s that feel?
Prospect: Oh yeah, I really feel that.
Trainer: Excellent. You know, Karen, I’ve been noticing that you have really been consistent with your exercise program and that’s excellent because consistency is really the most important factor to helping you achieve your goals. But I’ve also been noticing that I could really help you on a number of the exercises you’re doing and actually show you some that are even more effective. It’ll help you get results more quickly. Anyways, all of our new members get a complimentary first personal training session. Have you had yours yet?
Prospect: No I haven’t.
Trainer: Well, then it’s settled. Let me grab my calendar and I’ll book you in for a session so I can show you a couple new things.

In this interaction, the trainer enters the conversation with the assumption that this individual may have some needs that they could service. Making their needs the focus makes it very easy to communicate with them. A first encounter that does not intimidate someone or make them feel pressured to buy is critical. Your role is to welcome them and make them feel comfortable and safe with you.

These first interactions are crucial to building your relationship with a potential new client. Try taking these simple steps and start booking more and more “comp” sessions!

Yours in health, fitness & business,
Sherri McMillan

Get Sherri’s “Make or Break Your First Session With a Potential Client” eVideo! Today is the last day to get 25% off. Only $75. Learn all the steps we take to gain new clients. It works for all of our different trainers over 80% of the time. Watch as many times as you want. Share with your team. Use as a training tool!

Click here to view the embedded video.

 

Like what you see here? Want more info, more details and more forms for your business? The Business of Personal Training System is for you! I give you the exact system that I use everyday at our small 5,000 sq. foot Personal Training studio.

empty DVD caseDid you know that I wrote the ONLY complete training business  system designed to help you run a million dollar personal training business?! You can have this same business system that will help you work SMARTER and generate HUGE profits like we do here at Northwest Personal Training. The fee to purchase the Business of Personal Training System can be made up within 1 month of increased PT sales and there are NO recurring franchise or licensing fees. A comparable business system in other industries would require an initial investment of tens of thousands of dollars.  

Buy now and catapult your PT business to a new level.

 

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Don’t Let Clients Be Quitters

muscle-class-sherriOK Fit Pros. We are entering into Feb and as many of us know we tend to see some “new years resolution” clients start slipping away. Don’t let them be quitters! So why do some of our clients quit long before they’ve achieved their goals? Let’s dig deep and find out…starting with the reasons clients don’t renew memberships.

The most frequently reported reasons for not renewing a membership are as follows:

  • Couldn’t afford the expense 30%
  • Overcrowded facility 27%
  • New demands made on my time 26%
  • Inconvenient club location 18%
  • Lost interest/motivation 17%
  • Moved/relocated 16%
  • Switched to outdoor exercise 15%

Not surprisingly, concerns about price and time were among the three most commonly cited reasons for quitting a club. While lack of adequate disposable income or time are certainly legitimate explanations for leaving a club, it’s likely that a significant percentage of the ex-members surveyed hadn’t been successful in making fitness or exercise a priority in their life. If your client’s fitness level and health are very high priorities, they find the money or the time to commit…and you can lead them in that direction. But, if they never use their gym membership, it becomes harder and harder to rationalize paying for it.  Conversely, regular usage yields greater satisfaction and more benefits, making it easier to identify the value received, and understand the cost and time requirements. So, if you want your clients to actually use their membership, you’ll have to figure out what you need to do to actually commit to their exercise program.  A consistent, committed effort will make a club membership worth the investment.

Also, sign up right here on my blog to receive my FREE 20 min streaming video where I reveal my top 5 revenue generating secrets.
This video WILL help you bring in more clients and more revenue.
Don’t miss it!

Here’s the Top 5 club-related reasons people will cancel their membership…don’t let this happen at your facility!:

  • Overcrowded 27%
  • Dissatisfied with staff 13%
  • Lack of personal attention from staff 13% Dissatisfied with programs/activities 8%
  • Club management inaccessible/unresponsive 6%

These are the things your clients should be watching for/doing during their tour of your facility….so be ready for them:

  • Ask for a complimentary workout.
  • Get a tour of the facility and take note of equipment usage.
  • If you notice that every piece of equipment is being used and line-ups extend out the door, you may want to consider shopping around.
  • Talk to some of the other members and inquire about busy times at the gym. Ask them how long they’ve been a member and how happy they are with the gym.
  • Find out if the gym is always crazy or if there are times that are a little slower that fit into your schedule.
  • If an overcrowded gym is one of the number one reasons people will cancel their membership, you want to make sure you’re not setting yourself up for failure right from the beginning.
  • Are the classes or programs you’re interested available and scheduled at times that are convenient for you? For example, if you love to swim, a pool would be an important feature to ask about.  If you love basketball, make sure they’ve got some hoops.
  • If you want a coach to oversee your program, make sure that nationally certified trainers are available to help you.
  • If you want to work on improving your flexibility, be sure to ask about Yoga and Pilates programs.
  • Create a detailed list of questions to ask.

Be ready to answer questions like….”What are your….

  • …Upfront fees”
  • ….Monthly dues”
  • ….Minimum agreement terms”
  • ….Cancellation policies”
  • ….Money-back guarantees”

Remember that first impressions count. So don’t speed through the tour. Make sure to really pay attention to the needs of your potential new client. Be authentic and don’t push the sale too much.

Here is what your staff members SHOULD be do during a client’s first introduction to your facility:

  • Make the client feel welcomed right from the beginning.
  • Ask the client about their fitness and health history and goals.
  • Learn and use your the clients name.
  • Introduce the client to other staff and members so they feel part of the group right away.
  • Spend enough time getting them acquainted to the facility and its services.

If your clients don’t feel like they have been taken care of in that first meeting, how can they expect they will get treated any better once they join? It’s like a relationship – if your partner treats you terribly while you’re dating, how can you expect it’ll get better once you get married?

The fitness industry is just like any other industry – customer service is critical to success.  If your customers aren’t happy they will go elsewhere!

Remember both you and your clients have equal responsibilities in helping clients achieve fitness goals. You provide lots of top-notch, well-maintained equipment, personable and educated staff, cleanliness, and a variety of excellent fitness programs. Your clients, in turn, must take the responsibility to actually use the facility and its services!  If both parties are holding up their end of the bargain, you can expect a long-term healthy and fit relationship with your client. You CAN help them avoid being quitters.

Yours in health & fitness,
Sherri McMillan

Like what you see here? Want more info, more details and more forms for your business? The Business of Personal Training System is for you! I give you the exact system that I use everyday at our small 5,000 sq. foot Personal Training studio.

empty DVD caseDid you know that I wrote the ONLY complete training business  system designed to help you run a million dollar personal training business?! You can have this same business system that will help you work SMARTER and generate HUGE profits like we do here at Northwest Personal Training. The fee to purchase the Business of Personal Training System can be made up within 1 month of increased PT sales and there are NO recurring franchise or licensing fees. A comparable business system in other industries would require an initial investment of tens of thousands of dollars.  

Buy now and catapult your PT business to a new level.

      

Motivation and the Process of Change: Step 4 Cont…

no-more-excusesWe have asked the question: Are Your Clients Ready?
We have taken essential steps to get our Clients Internally Motivated.
We know how to help our Clients Make SMART Goals
We have addressed the “no time” excuse

I wanted to address a few more of the top excuses/obstacles our clients give us and the strategies to help them overcome each of these common obstacles.

#1: I have No Energy

Those who exercise regularly know from experience that exercise actually leaves you with more energy!

Some Helpful Strategies for Overcoming This Obstacle Are:

Also, sign up right here on my blog to receive my FREE 20 min streaming video where I reveal my top 5 revenue generating secrets.
This video WILL help you bring in more clients and more revenue.
Don’t miss it!

  • Have your clients’ schedule exercise when they are less likely to feel exhausted from a long day at work or with the kids.
  • Have them get up 45 minutes earlier than everyone else and go for a walk.  It will start their day off on a positive note.
  • Suggest they keep their fitness gear in the car so that on the way home they can stop at the gym for their workout.  If they go home first, the couch and TV may be too tempting after a long day at work.
  • If they do find themselves skipping out on their workouts because they’ve have no energy, have them schedule their workouts with you or a friend. Whether they are tired or not, they still have to be there because someone is waiting for them

#2 I’m Too Old to Start Exercising

Every decade a 30-year-old sedentary individual will suffer from a 10 percent decrease in muscle mass and aerobic capacity and a reduction in flexibility. Bone density deteriorates starting at age 35.  By the time your clients are 68, they will have experienced an 80 percent decrease in strength.  By age 80, an individual will have lost half of their muscle mass.  The good news is that if your clients exercise, these statistics will improve dramaticallyEven people as old as 90 have experienced the positive benefits of exercise so it is never too late to get started. The Surgeon General’s Report indicates that 30 minutes of activity every day is enough to achieve various health benefits.  The level of activity is equivalent to gardening, performing household chores or light walking or cycling. Consider enrolling your clients in a line-dancing or ballroom dancing program. Perhaps Tai Chi or Mind/Body stretch would be enticing to your clients. It doesn’t have to be intense, but they do need to start doing something!

#3 I Hate Exercise

In the beginning, exercise may feel like a chore to your clients, but eventually it will become a physical and mental health need. It is important to find activities your clients enjoy doing so that they will participate in them regularly, see the results and get hooked.

Have your clients:

  • Use music
  • Try hiking
  • Try walking
  • Add variety to their program to make it more fun.
  • Exercise with friends

Studies show you tend to achieve better results that way because it will become more difficult to skip workouts.  There is also no evidence to suggest that exercise needs to be painful.  If it hurts that much, your clients may be doing too much, too soon.  While exercising, they may feel some discomfort, muscular fatigue or a burning sensation near the end of a set or an exercise bout. These feelings are normal.  However, while performing an exercise, they should not feel sharp pain. This is not normal and they should stop the exercise immediately and consult a sports physician or physiotherapist.

Many participants rate the effectiveness of a workout by how sore they are afterwards. But it you are training appropriately, there is no need to be sore. It is okay to think “Hey, my muscles feel like they had a great workout yesterday.” However, if your clients have a problem getting out of a chair, walking, or even just moving, they are training too hard – and not very sensibly.

To reduce the likelihood of extreme muscle soreness from training sessions:

  • Always warm up
  • Cool down
  • Stretch your clients
  • Progress clients slowly

Once they have established a consistent exercise routine, there are no extra health benefits from pushing them to be extremely sore. Remember – pain is a warning signal that their body has done too much too soon. When they experience extreme muscle soreness or pain, back off on the intensity of the program and progress more slowly.  “No pain, no gain” is a myth. Pain is not necessary to improve their fitness and get results.

#4 I’m Too Out of Shape to Exercise

One survey found the top reason why people choose not to join a gym is because they want to get into better shape or lose weight first.  This backwards approach may never get your clients to their goals.  Help your clients feel comfortable going at their own pace and wearing whatever they want or design a program that allows your clients to workout in the privacy of their own home or neighborhood.

Like what you see here? Want more info, more details and more forms for your business? The Business of Personal Training System is for you! I give you the exact system that I use everyday at our small 5,000 sq. foot Personal Training studio.

empty DVD caseDid you know that I wrote the ONLY complete training business  system designed to help you run a million dollar personal training business?! You can have this same business system that will help you work SMARTER and generate HUGE profits like we do here at Northwest Personal Training. The fee to purchase the Business of Personal Training System can be made up within 1 month of increased PT sales and there are NO recurring franchise or licensing fees. A comparable business system in other industries would require an initial investment of tens of thousands of dollars.  

Buy now and catapult your PT business to a new level.

      

Motivation and the Process of Change: Step 4

workout_timeWe have asked the question: Are Your Clients Ready?
We have taken essential steps to get our Clients Internally Motivated.
We know how to help our Clients Make SMART Goals

Now we will start discussing the obstacles/excuses our clients have for not starting our for quitting and exercise program….and how you can help them overcome these obstacles.

#1 Excuse for not exercising: I don’t have enough time.

This is the most common excuse/obstacle that our clients have for not starting or for quitting an exercise program.  But the “no time” excuse really does not wash. We have clients who manage large businesses, clients with 6-8 children and clients who seem to do it all. How do they do it? They make health and fitness a priority in their life.  When life gets rough, exercise is usually the first thing to go when, in fact, it should be the last. Exercise is the glue to mental sanity when life becomes chaotic.

Also, sign up right here on my blog to receive my FREE 20 min streaming video where I reveal my top 5 revenue generating secrets.
This video WILL help you bring in more clients and more revenue.
Don’t miss it!

Somehow, when other people need your client, their needs tend to end up on the back burner. Commitments, responsibilities and the demands of work, family and social life are always going to be there. When your clients allow their own needs to become second to everything and everyone else, they will end up the loser.

Research, in fact, shows that people who exercise are more productive at whatever they are doing. Translation:  Your clients will be able to do more when they are in good shape.

Have your clients make an appointment with themselves, just as they would for a doctor or dentist or a meeting with their boss. That way, when someone asks if they can meet at 5, they can honestly say, “Sorry, I’ve got an appointment. How about at 4:00?”  Scheduling fitness into their life is why personal trainers have become so popular. Now, they are accountable to you as their trainer as well as to themselves.

Convince your clients to stop putting it off!  You’ve probably heard these before. “I’ll start exercising right after New Year’s…in the spring…right after I’m finished with this huge project…once the kids get older…once the kids leave home…after I’ve retired…Stop making excuses. Now is the time for your clients to start because there will always be things competing for their time. They can choose to make exercise a priority in their life now or wait until they’re forced to make it a priority. Unless your clients take care of themselves now, one day they may find themselves unable to take care of their business, family or any of their other interests.

Another helpful strategy for overcoming the time obstacle is to have your clients sit down and record how they spend their time in a typical day. Have them then go through the list and identify any time wasters. Help them determine how they could manage some of these time wasters.  For example, if someone at work takes up a portion of their time, have your client make it known that from 10:00 until noon they are not to be interrupted so they can focus on some important projects. Your clients will discover that they do have time to exercise – they just need to restructure their schedule to make sure they have time for the important things in life.

Next week we will review a few more of the top obstacles/excuses our clients have for not exercising….and review the strategies to help them overcome those obstacles.

Yours in health, fitness & business,
Sherri McMillan

Like what you see here? Want more info, more details and more forms for your business? The Business of Personal Training System is for you! I give you the exact system that I use everyday at our small 5,000 sq. foot Personal Training studio.

empty DVD caseDid you know that I wrote the ONLY complete training business  system designed to help you run a million dollar personal training business?! You can have this same business system that will help you work SMARTER and generate HUGE profits like we do here at Northwest Personal Training. The fee to purchase the Business of Personal Training System can be made up within 1 month of increased PT sales and there are NO recurring franchise or licensing fees. A comparable business system in other industries would require an initial investment of tens of thousands of dollars.  

Buy now and catapult your PT business to a new level.

 

      

Motivation and the Process of Change: Step 3

14570368_10154537968423607_8530988642847079589_nWe have asked the question: Are Your Clients Ready?
We have taken essential steps to get our Clients Internally Motivated.

Now it is time to discuss goals. We know that helping client set goals and keep those goals is a big part of our jobs, but how do you really make those goals stick….and work?

Step 3. Help Your Clients Set SMART Goals

Try having your clients write down anything they have ever thought of achieving with regards to their own individual health and fitness. Ask them which goal, if they achieved it, would make this year unbelievable? The only rule with this wish list is that none of their goals can be related to their body. Have them stay away from listing a goal such as losing 10 pounds or 4 inches off their hips. Keep this list positive and focused away from body image.

Also, sign up right here on my blog to receive my FREE 20 min streaming video where I reveal my top 5 revenue generating secrets.
This video WILL help you bring in more clients and more revenue.
Don’t miss it!

Many clients take this approach – ‘As soon as I lose the weight/get fit, then I’ll start doing the things I’ve always wanted to do”. But try helping them take this approach…..set the goal and in the process of training for the event or activity they’ve always wanted to do and along the way they will lose the weight and get fit! And it’s such a positive, motivating focus.

Haven’t you noticed that when someone succeeds at a goal such running a 10k or completing their first sprint triathlon…they inherently look towards the next goal? So, they want to attempt a half marathon, full marathon, a challenging hike, biathlon etc. It’s a positive spiral. Whereas with weight loss, it’s a negative spiral.  They lose the 10 pounds but they are still not happy.  They then desire to lose another 5 pounds and get rid of this fat and so on and so on. Some of our clients who have had the most ‘perfect’ bodies have been those that struggled with their body image the most! For all these reasons, try to keep the focus away from Body Image and instead focus on behaviors, events and actions. 

Helping your clients set realistic goals is the key to success.  But it is not enough for them to say, “I want to get into shape”.  Effective and realistic goals are Specific, Measurable, Attainable, Reward-based and have a Time frame.  Here are some examples of SMART goal setting:

  • Hike the Grand Canyon for 1 week this May
  • Run on the treadmill for 10 minutes 3x/week by November 3rd
  • Resistance train every Monday, Wednesday, and Friday until December 31st
  • Train for and complete the Half Marathon on September 10th
  • Exercise on the cardio machines for one hour without stopping by February 1st
  • Work out with a personal trainer 2x/week
  • Sign up for the Scuba Diving course that starts March 1st
  • Drink 6 glasses of water every day by June 1st
  • Eat 5 small meals/snacks every day by March 1st

Each goal is clear, easy to measure and has a deadline. You will also notice that none of the goals that I have suggested include anything about body weight or size. Deciding to lose 10 pounds is an “Outcome-oriented” goal.  As we mentioned, we prefer to use “Behavior or Action-oriented” goals.

But don’t stop there. Successful goal setting requires two more things. Be prepared to reassess and reevaluate your clients’ goals on a regular basis and have them reward themselves once they have achieved a goal. For example, have your clients treat themselves to a massage, a new outfit or a trip. Then set your clients’ sights on the next goal. Have your clients go back to their goals and attach a reward to each one. Be sure that the reward is motivating enough to encourage your clients to stick to the plan.

Yours in health, fitness & business,
Sherri McMillan

Like what you see here? Want more info, more details and more forms for your business? The Business of Personal Training System is for you! I give you the exact system that I use everyday at our small 5,000 sq. foot Personal Training studio.

empty DVD caseDid you know that I wrote the ONLY complete training business  system designed to help you run a million dollar personal training business?! You can have this same business system that will help you work SMARTER and generate HUGE profits like we do here at Northwest Personal Training. The fee to purchase the Business of Personal Training System can be made up within 1 month of increased PT sales and there are NO recurring franchise or licensing fees. A comparable business system in other industries would require an initial investment of tens of thousands of dollars.  

Buy now and catapult your PT business to a new level.

 

      
   
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