Fitness Sales System Formula

How to Craft Your Fitness Sales System

Marketing, lead generation and prospecting are only half the equation for getting new personal training or boot camp clients. Unless you have a fitness sales system to convert leads and prospects into paying clients, you’re in for some serious time wasting and frustration.

I know this all too well… I’ve been there in the past.

Selling sucks. But not if you have a killer system for selling fitness that makes getting prospects to say “yes” systematic and predictable.

So in this blog post I thought I’d give you some strategies and tactics that you can add to your fitness sales system so you don’t end up dealing with crumby objections, or worse, end up with tire kickers in front of you who can’t afford your services and are just there wasting your time.

Here’s thing #1 you need to know.

The best way to overcome an objection is to never get them in the first place.

Objections like “I need to think about it”, “I need to talk to my spouse”, “I can’t afford it”, and “I don’t have time for it” are smoke screens, usually used to throw you off track and to confuse the hell out of you.

Seriously though, 99 out of 100 times when you get one of the objections above it’s becuase the prospect doesn’t see value in what you’re offering. Or at least they don’t value your offer enough to exchange their hard earned money for it.

See, it’s never about your prospects ability to pay, it’s always about their desire to pay.

You and I both know that most people who sit in front of you have a basic idea of what personal training or boot camps costs, right? They know you’re not a gym and they know not to expect gym membership like prices.

However, once they decide that your value proposition isn’t worth them exchanging their money for, they begin to show “buyers resistance” by firing off one B.S. objection after another.

So your focus throughout your fitness sales system should be to demonstrate higher value from the get go all the way to the time the sale is made and within every workout (otherwise you’re gonna have some serious client retention problems).

Some of the best ways to demonstrate higher value are:

– Having a clean facility – one that looks good, makes a good first impression, smells good and is free from loose wires and chipped paint on the walls. IBM did a study years ago which concluded that within the first 45 seconds of meeting you a person decides if they’re going to do business with you or not. What does your first impression say about you?

– Stack the social proof. I teach all my coaching clients to post testimonials on their walls with before and after pictures. And I’m not talking about just one or two testimonials in frames either… I’m talking about 20, 30, or more testimonials that will without a shadow of a doubt display and position YOU as the local authority on fitness and fat loss.

– Exceed expectations instantly. Whether the prospect is trying your fitness facility for one workout or an entire week be sure to exceed their expectations in EVERY way. Bring the energy, keep things fun, make every workout the “workout of a lifetime”, treat them as though they all ready are one of your top paying clients and just deliver the “wow” factor!

– Develop a structured fitness sales system so that when it’s time to sit down and ask for the money you’re most likely to get that “yes”.

Thing #2 that you need to know.

Not everyone is qualifed to be your client. Understand this, and your business will improve almost over night.

I don’t know about you, but the last thing I want to do is to bring in a client at any cost by dropping my prices. Usual a client of the “low price” caliber is going to be the one that gives you the most grief, gets the worst results, complains and argues about everything and totally throws of the vibe and energy of your entire facility.

So to prevent a “low cost” caliber client from ever making it into your facility, and to make sure that every sales presentation you do ends with a “yes”, you need to pre-screen and  pre-qualify.

Basically you need to separate the suspects from the prospects.

Let me explain how pre-screening is different than pre-qualifying. bad personal training client

Pre-screening is what you do on the phone before the prospect ever steps foot into your facility. When you pre-screening; you set expectations, you see if they’re capable of paying what you charge, and you overcome virtually every objection that may have come up during the sales proccess.

Pre-qualifying is done face to face, well before you ever sit down with the prospect and go through your fitness sales system.

When you pre-qualify you determine which of your programs are best suited for the client (so that you’re not confusing them with a half a dozen program offers) and you uncover any potential objections that might come up during the sales proccess by asking: “If at the end of the workout today we decide that we’d be a good fit in getting you to your fitness and fat loss goals, is there anything that might stop you from making the decision to start today?”

This one question alone will help you uncover and overcome any potential objection that you might get during the sales proccess. And I don’t know about you but I’d rather handle potential objection well before getting into the sales process.

Like I said earlier… crafting a fitness sales system can help you overcome potential objections, repel lousy clients, save you time and frustration and undoubtedly make you more money.

Let me know what you think. Drop me a comment down below 🙂


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