The other day I caught up with Kellie from PT Business Success for a coffee and we were talking about what we found as some of the common weaknesses of new personal trainers as they entered the industry. I mentioned that while most people can implement any old lead generating strategy, not everyone can get their head around the simply psychology of converting the leads. We both agreed that it was all about forming good relationships and I liked what Kel had to say so much that I convinced her to put a little bit of it in writing for me as a cheeky guest post. Here is what she had to say….
I have helped over 3000 people get started in with their health and fitness goals and a question I always get asked is what would be the 1 thing you tell me about sales? Simple answer is rapport. What does rapport mean? To find a common ground! Now have you ever been at a party and you have just met someone and you are having a general chit chat? Then they mention that they went to the same school, then all of a sudden the whole conversation changes and you can’t stop talking, that is rapport – you have found a common ground through the school!
People buy from people they like and trust, so rapport is the first step in this process. Anthony Robbins says the ability to establish rapport is the one of the most important skills a person can have! Other aspects you need to be aware of is that you only have a few seconds to make a first impression so look at the words you use, how you dress, how you smell, your body language all make up the first impression – it is crucial that you get this sorted.
Gone are the days of sleazy, pushy sales tactics to make people buy; people are much more aware these days and it really pushes them away from buying from you and I still hear of people doing this today in our industry.
Yes I agree that there is are certain ‘techniques’ you need to do to help them make a decision however there is a huge difference between that and hard core sales, if you have to resort to hard core sales best look at yourself as the person didn’t trust or see value in what you were offering.
So here are 8 tips to help with the sales process:
1. Make a friend is crucial – people buy from people they like and trust
2. Be genuine, people can pick up if you do not care
3. Have a sales system in place
4. Overcome the objections before you present the prices
5. Know your prices back to front and be proud of them
6. Have confidence, if you do not believe in your product why should they?
7. You have to hit their pain – why are they here to see you?
8. Get rid of your fear of selling – we help people!
And remember people do not come in to waste your time, so if you find yourself not converting at least 70% of your leads – ask for help because there is something you are doing that is making them walk out the door.
If you are struggling with fitness sales email me at kellie@ptbusinesssuccess.com and I will send you a copy of 47 Ways that You Can Increase Your Conversions to Get More Personal Training Clients.
Thanks Kel for taking the time to share your thoughts on developing great relationships. I think this issue is not only important for making your prospective leads feel relaxed but it can also be carried right through the personal training process as they become your clients.
Do you use a similar approach when talking to prospects? Do you have a systemised sales process? Love to know your thoughts?
See you next week
Rick
