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Working in the fitness industry, busy does not always = success

 

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What’s the first thing that comes to mind in when personal trainers and membership advisors think about January and the gym?

For those who work in the fitness industry it’s easy to think that this month will be the busiest of the year……and while that might be true for most ,

busy does not = successful

What most fit pros think January is going to be like;

What January is actually like for most fit pros;

fitness industry

 

I want to make sure you get the most out of this month without confusing busy with success.

Here’s my personal go-to’s that I use every January to avoid the tire kickers and come out looking like Mr.Burns by February;

1) Use your time wisely-

It’s inevitably going to be a busier time of the year in the fitness industry regardless of your role, so it’s important to keep your schedule and avoid distractions (a.k.a tire kickers) no matter how tempting they may be.

Schedule time in your day for;

  • Appointments

    – these are your bread and butter most days but especially during this month. Give these priority over walk-in’s- they’re the ones that have made a somewhat of a commitment to come see you to talk about getting PT/a membership, so they’re already halfway there.

 

  • Confirmation calls

    – it’s soooooo important to confirm your appointments regardless, but especially in the fitness industry. There’s nothing worse than turning down a walk-in because your expecting your appointment and they’re a no-show. Again, important any day of the year but especially this month as people can tend to be more fickle and doubt their decisions. Call the day before and again first thing the day of. Send a text too if you can. Be careful not to ask ‘are you still coming in?‘ but call to let them know how excited you are to meet them at 2.00pm tomorrow etc.

 

  • Empty time

    – be sure to schedule some time in between appointments and confirmation calls that can be used for things like entering paperwork, random be-backs , late appointments ,walk-ins, saving the world etc.

2) Prequalify, prequalify, PREQUALIFY

Don’t fall down the rabbit hole when you meet or speak on the phone with a prospect who ‘wants to sign up’-

despite what they claim, it’s still important to pre-qualify to avoid the tire kickers before, during and after you meet them.

Easily prequalify your prospect with just a few questions to weed out the looky-loos ;

Before ( on the phone);

  • “are you looking for a membership/PT for yourself or for someone else?”

Ask this not because of the obvious answer but for the reaction.

You’ll know the tire kicker from the interested prospect because one will answer with” I’m looking for myself” and the other will answer with ” I’m not actually looking to join, I’m just shopping around”.

  • “we’re located at X street on X corner, is that close to you?

Seriously. You wouldn’t believe the amount of no-shows because they showed up at your competition down the street!

  • ” if you like everything I have to offer , is there anyone else you have to help you make a decision?”

Puts a nail in the coffin of the spouse objection, and a great opportunity if the answer’s yes to invite the spouse to the appointment.

During ( the consultation)

First impressions are important for your prospect but they’re even more important for you to help pre-qualify.

The first question I ask every prospect when I meet them (even if we’ve spoke on the phone) ;

  • ” What brings you in here today?”

(Avoid the common mistake of telling your prospect “so you’re here to join? You’re here to find out prices?” etc)

A seemingly straightforward question, listen carefully to the answer as this will help indicate whether they are seriously looking to sign up with you or kick some tires.

After ( if they didn’t sign up)

Make sure to find out two things with the ones that got away;

 

  • “when do you think is a realistic time that you’ll be able to make a decision by?”

And,

  • Get a solid date and time and make a follow up appointment to see them again.

 

Above all else, make sure you remember to kind!

Most of the people you’ll meet this month will be fragile eggs , and by simply picking up the phone to talk to you or walking into your gym is a HUGE deal for them.

So make sure to always be empathetic and remind yourself why you started in the fitness industry- to help others !

Happy January !

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GET YOUR FREE SURVIVAL GUIDE 7 STEPS ON HOW TO SUCCESSFULLY SELL PERSONAL TRAINING AND FITNESS MEMBERSHIPS WITHOUT FEELING LIKE A SLIMEBALL!

The 7 weird steps I still use that earned me six figures selling PT and memberships!

it's free!
100% privacy guaranteed-no messin' around!