Now that you have some leads, the next thing you’ll need to do is sell them your services.
This is often where many of us fitness professionals tend to struggle. Not that we don’t believe in our services, but sometimes we hate asking people for money. It makes us…uncomfortable…right?
If that’s you, chances are your approach is off. When done properly, your prospects will be excited at the opportunity to work with you as YOU provide a solution to their problems.
Strike While The Iron Is Hot
It’s important to follow up with your leads immediately. Chances are, the longer that you wait to connect with them, the less likely you will be to close the deal and work with them.
First Impressions Are Everything
The best way to deliver a great first impression is to demonstrate that you are:
I’ve always found that the more I know about my prospects before our initial consultation, the easier it is for me to demonstrate that I am the solution they are looking for.
I mean…if you already know what their goals are and WHY those goals are so important to them, it makes your job of wowing their socks off much easier.
In fact, the more information you collect, the better your chances of making the sale.
Imagine if you knew the following details about every one of your prospects before meeting with them:
- Exercise History
- Eating Habits
- Motivation (Their “WHY”)
This would significantly improve your chances of making the sale, as you would be much better prepared to tell them what they want to hear.
By leveraging this type of information, not only will you be better prepared to overcome objections, but you will also be able to truly dive into the emotions of your prospect’s goals and demonstrate how much you care.
A good friend and mentor of mine once told me something that I will never forget. He said to me, “I am the best trainer in the world because I care.”
Something so simple yet so incredibly profound.
Nobody cares how much you know until they know how much you care. Remember that.
It’s also important to note that when you’re engaging new leads, you’re going to have to put in some work to keep them engaged.
Let’s Break Down the Process
The best way to capitalize on our leads is to:
- Follow Up Immediately – Thank them for their interest
- Collect Prospect’s Info – A survey would be ideal
- Follow Up Until You Get the Information that You Need – Goals, injuries, availability, etc.
- Schedule Initial Consultation – Follow up until the appointment hits your calendar
- Meet With Your Prospect – Leverage the information that you’ve gathered
- Make the Sale – Promise results and over-deliver
From our previous post, you learned just how effective text messaging can be for lead generation. Wouldn’t it be something if that same system that helped you generate leads also helped you convert those prospects into paying clients?
The beauty behind a quality text message marketing program is the automated text messaging that is programmed into the back end of the software.
Believe it or not, there are systems that will actually text your clients FOR YOU based on “best practices” for the fitness industry.
Imagine promoting your business or special program with your text message opt-in as your call to action. Each and every prospect that opts in triggers a series of automated messages to help you onboard them as a lead and capture information that will help you convert them into a paying client.
Sally sees your promotion on Facebook and texts your keyword to the short code to opt in. Immediately, she’s greeted with a text message thanking her for her interest in your services. Next, Sally is asked to submit your brief health and fitness questionnaire via a link provided in the text message. Finally, after submitting her goals, injuries, availability, etc, Sally is able to schedule an appointment with you based on the availability that you provided on the back end of your text program.
Just like that, you’ll receive a text message notifying you of your scheduled appointment next week with Sally.
After at first thinking, “who the heck is Sally?” you can easily pull up her questionnaire information and prepare for the appointment. Congratulations on your newest client!
The reason this system works so well is that, because the prospect has already given you all of this information prior to the consultation, she is already subconsciously beginning to envision herself working with you. When the time comes to make a decision, your prospect will be much more likely to take action! ESPECIALLY, if you deliver on all, “7 Steps to Selling Personal Training.”
Many times, your leads will not provide all of the information you request and, in some cases, will not provide any information at all.
It’s imperative that you follow up with those leads.
Hello, text message marketing! Some systems will actually follow up with your leads FOR YOU, ensuring that your prospects remain engaged and you are best positioned to make the sale.
Take It To the Next Level
Don’t just take my word for it, see for yourself! Learn why the best in the business have already begun diving into the world of text message marketing. Sign up for this limited time special offer, providing you with a 30 day money back guarantee!