If you aren’t growing, you’re dying.
Some of you are shaking your heads already. You’ve already clawed your way through the suck factor and now you’ve earned yourself a bit of success…
Because remember: you don’t know what the future is going to look like. You don’t know if you’ll have an expensive medical emergency or if you’ll have half your staff suddenly quit.
Whatever counts as “enough” money today can quickly become “too little” tomorrow!
That’s why you need to keep growing, keep honing your skills, and keep closing clients at a faster rate than yesterday.
And if you want to do that, you can’t just keep doing the same things over an over. You need to implement changes that will bring your business to the next level.
I want to help you do just that, which is why I’ve picked out 5 fitness business hacks you can implement NOW to dominate your path.
Let’s take a look at those.
Hack #1 – Schedule Long Consultations
If you’ve been following me for a while, you know that 99% of the time I prefer speed and chaos, because those two things attract success.
HOWEVER, there is one important exception to this rule…
For consultations, you are way better off scheduling longer meetings than shorter ones.
Because worst case scenario with a long meeting is that you have a few extra minutes of chit-chat at the end after you’ve closed the client. This is rare, by the way. Unless you’re an absolute master of sales, you’ll probably need every second of your meeting to close the sale.
How long should you schedule for? An hour at least, heck maybe more.
Because here’s what happens when you schedule the meeting too short:
You’re at 44 minutes out of 45. You still haven’t closed the sale. You’re desperate, and your prospect can see it in your face. They definitely aren’t buying now. You push harder, losing track of time…
Next thing you know, your prospect has walked away, and in comes your next prospect… and they’re already pissed off because you wasted ten minutes of their day!
So schedule long, not short. Trust me, small talk is a good problem to have.
Hack #2 – Make Sure Your Staff Knows How to Close
Think of all the people on your staff who might end up interacting with your prospect before, during or after your sales presentation.
That includes basically everyone, right? Your trainers might pass bump into them near the front door, your marketers might chat with them over Facebook, and of course your sales team is going to sit down right across the table from of them!
What this means is that your whole staff is potentially part of your sales process… so make sure they know how to close.
And speaking of teaching people how to close…
Hack #3 – Coach Your Prospect to Close Their Spouse
I’ve said before that you should never let a prospect go home to talk to their spouse, because this usually means they’ll never come back.
But still, some of them simply refuse to make the decision right away. If your selling skills are where they should be, this should only be true for a tiny handful prospects.
…and I’ve got a hack that will bring 30% of that handful back for a close.
Here’s what you have to do:
When your prospect says they need to talk to their spouse, and they won’t budge on this, then you coach them on how to close their spouse.
Remember, “closing” and “selling” are just different words for persuasion… so if your prospect can persuade their spouse that your program is a good idea, then you’ve conquered their biggest objection and you get to CLOSE.
And the best part is, you can build their sales pitch by basically just modifying the same pitch you’ve been using on them.
Have them tell their spouse that they’re hurting and they need your program to solve their problems.
Have them educate their spouse and explain that your program isn’t any kind of scam – just good old nutrition and exercise that has been perfected to ultimate efficiency through science.
If your prospect does all this, they might even convince their spouse to join the program as well… which means you get two sales in one!
Hack #4 – Put Passion into Your Pitch
If you’re familiar with my fitness business coaching, then you know the importance of having a repeatable sales formula that guarantees you 9 out of every 10 prospects.
And trust me, if you want any real success, you MUST have a strong formula. That’s how I’ve built each of my successful businesses.
BUT there is one thing that no formula can give you…
Something that must come from your heart…
The thing that separates a good pitch from a GREAT pitch….
Your prospect needs to know that you LOVE fitness, you LOVE getting people in shape, and you LOVE changing people’s lives.
There’s no way around this one. If you’re feeling tired, stressed or burnt out, SAVE IT FOR AFTER THE CONSULTATION.
Do whatever it takes to stay happy and energetic during the consultation. I know this may seem like a minor thing, but trust me: bringing the right attitude into every consultation will give you a dramatic boost in profits.
Hack #5 – When You Fail, Take Notes
I don’t care how good a closer you are – there will be sales that slip away.
These moments suck. These are the moments when I used to run over to Arby’s and bury my feelings under a pile of roast beef. I get it. It sucks.
But you know what I’ve learned? I’ve learned that there are a lot of self-destructive ways to handle these moments (such as Arby’s) and there is one incredibly power, productive way you can respond.
Here it is:
This little practice has so many benefits, so I’ll just cover the big ones.
For one, you’ll be able to identify your strengths and weaknesses way more accurately than if you were to obsess about it in the back of your mind later on.
Two, you’ll immediately feel better about yourself because you’re doing something PROACTIVE in the face of adversity, like any real entrepreneur does.
Three, you’ll prevent yourself from ever plateauing…
Moments of failure are actually a gift, ESPECIALLY when you’ve already had some success.
Because they force you too keep growing. They keep you sharp and agile. They are the fuel that let’s you truly dominate your path.
And hey, while we’re talking about dominating your path, I should let you know that my business coaching program, Fitness Business Ignition, is open for registration again! This your chance to join small group coaching calls where I will PERSONALLY do my best to take your business to the next level.
Committed to your success,