For some personal trainers to mention the word sales freaks them out!
I agree, when you think of sales the image of pushy sales people in shopping centres comes to mind, selling products and services that you do not necessarily need.
We are not pushy sales people, everyone on this earth needs health and fitness and we have a duty of care to help these people. We are the solution to their needs and when you look at it from this aspect your attitude around it changes.
It is not that hard once you know how, I have been fortunate to be given the?opportunity to learn so much in my fitness career and now have the opportunity?to share these skills with you! Yes I still do practice what I preach and to this day?convert a minimum of 97% of leads that come though my fitness business.
So here are 47 ways in which you can increase your conversions.
1. Know your product back to front.
2. Be confident in your product and know that you can help people.
3. People come to you for a reason and you need to find out what that?reason is and I am not talking weight loss, there is an emotional reason?behind that, they do not come to waste your time.
4. Have a sales system in place from initial enquiry through to referrals.
5. Know every conversion rate from start to finish.
6. Be organized and have all your paperwork/pens etc ready for when the?client walks in.
7. Smell and look good, you have only 10 seconds to make an impression.
8. Ensure your centre is clean and tidy.
9. Have scripts so you and your team are providing consistency.
10. Ensure that you overcome objections before they arise in the initial needs analysis.
11. Build rapport and make a friend, ask them would they like a drink, cause?that is what you do when your friend comes to your house.
12. People buy from people they like and trust.
13. Get rid of the hard?core pressure sales, it really turns people off and you?come across as desperate.
14. Be genuinely interested in them.
15. People care about themselves, so let them talk and you shut up.
16. ?Sell? them what they want, if they want personal training then don?t focus?on your group fitness.
17. Listen listen listen to their needs!
18. Show them how you can help them achieve their goals ? they are crying?out for help
19. Focus on the emotional reasons of why they are there ? people buy on?emotion. Get specific.
20. Do what you say you are going to do!
21. Always be learning, the more you learn the more you earn.
22. Make it easy for your clients to buy off you, people hate hassle.
23. Don?t be like other personal trainers, what makes you different from the?other trainers? Most PT?s are not unique and try and fit into the market?and offer the same services and generally these are the same trainers?complaining about their business, not getting clients and struggling?financially.
24. Be wary of the words you use some of them conjure up negative images,?for example sign here, instead if use can you just ok this!
25. Get your mindset right, if you hate sales guess what you are unconsciously?portraying.
26. STOP SELLING PACKS AND CASH EACH SESSIONS! It really screws with?your cash flow!
27. Get all your clients on direct debit! If you want a recommendation email?me!
28. Ask the right questions, that being open ?W? questions ? what, where,?when, why ? how!
29. Be HONEST with them.
30. Sales fixes everything, if you need more money ? make more sales!
31. Relax and have a conversation with them.
32. Create an atmosphere where they want to buy!
33. Do not have too many price options, you will just confuse them.
34. After you price present be quiet, he who speaks first loses.
35. Engage with the client in a way that you gain their interest.
36. Show the value in what you provide and that you are the solution to their?problems.
37. You control the conversation.
38. People do not like being sold to, but they love to buy.
39. Ask for the sale!
40. What does your voice mail say about you? Does it entice prospective?clients to leave a message?
41. When a prospective client walks out the door without getting started with?you, you can pretty much guarantee you will not see them again!
42. Be conscious of body language.
43. Under promise and over deliver.
44. Pre qualify them on the phone, you just do not want anyone!
45. Want to make more sales, double the amount of people who sit in front of?you
46. Regularly get someone to evaluate your sales process
47. Practice practice practice!
48. You need to be the solution to their pain.
As a personal trainer you should be converting at least 80% of your leads, if this?is not happening have a look at your processes and if you are still stuck contact?me! Because if someone does not purchase from you they will go to your?competition or worse do not do anything about their health and fitness.
Generally is it only a minor tweak that you need to make to really turn around your conversions.
If you are converting less that 60% then you need to work out why as you are having money walk out the door.
This entry was posted on Tuesday, September 25th, 2012 at 7:45 am and is filed under Personal Training Sales. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.
Source: http://ptbusinesssuccess.com/48-ways-increase-conversions/1907
jr martinez melasma jimmy rollins jimmy rollins let it snow jason trawick jerry lewis
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