First step is to go out on the floor, be visible and talk to potential customers. Remember that growing your business will take courage and bravery. The outcome of step one of this process is to draw club members in for a complimentary sessions with you – this is the start of your prospect to client sales journey.
However, remember just that, this is only the start. Next step is to take them through a sample workout, with the end goal of getting them to sign up for paid sessions with you. To pull this off, you’ll need to listen and understand what they want/need. It’s essential that you also make a great impression before, during and after the session.
Below Are Some Pointers To Help You Put Yourself In The Best Possible Position To Land A New Client.
It’s natural to assume the most important part of the complimentary session is the workout. It’s what the prospect signed up for. But if you aren’t properly prepared, you may lose the sale before you even get the chance to show exactly what you have to offer.
Give some thought to the following before you meet for the session.
- You must make a good first impression
- Plan your session
- Don’t make a prospect do things they hate.
- Sell the benefits
- Connect your package/programme to the prospect’s goals.
- Put your best self on display.
- Use downtime productively to fact find
Post Session And The Sale
You’ve gotten to the end of your complimentary session, and it’s then time to go for the sale. If the thought of selling fills you with anxiety, you’re not alone. Most trainers dread this part of the process, even the experienced ones.
Ask these two questions to get a feel for where their head is now:
1. “What did you think of the session? Did you enjoy it?”
2. “Would you like to continue training with me?”
If the responses are positive, you’re almost there. Move to quiet area where you can sit down and discuss training packages without interruption.
Remember To Prescribe Not Sell To Them
You’ve observed them, discussed their goals and training history. Who better than you to prescribe the best training plan?
Once you make your proposal, stop talking. Don’t open your mouth again until your prospect responds.
And If You Don’t Make The Sale?
Don’t be too hard on yourself. Even the best trainers can’t sell their services to everyone in the gym.
Here’s What You Should Do Now:
Keep their details saved in your Hapori prospect list. Then follow up in six to eight weeks time via Hapori messenger.
In six weeks just send them something of value related to their goals, like a link to an article or podcast. Your goal is to show you’re thinking of them, and to ensure they’ll think of you when they’re ready to hire a trainer in the future.
Best of luck and we hoped this helps you along your Journey.
