10 Coolest Things That I’ve Learned In The Fitness Industry (as a highly paid consultant) – #2

Learn #2 of the 10 important business tactics in the fitness industry in this 10 part video series.

The Ultimate Floor Prospecting Toolkit

for Trainers & Gyms

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Join in as Brett Johnston covers the #2 of 10 coolest things that he’s learned in the fitness industry as a highly paid consultant, continuing with the Money Is In The Follow-up. You’ll want to pay close attention to what he says in this video if you’re a fitness professional.

 


 

What’s In This Session?

  • Coolest Thing #2: The Money Is In The Follow-up (0:55)
  • Read your prospects buying temperature (1:12)
  • 80% of sales are made during the follow-up process (1:25)
  • Cold leads (2:18)
  • Warm leads (2:52)
  • Ask your prospect for permission to follow-up (3:19)
  • Set aside time every day for follow-ups (4:14)

 

Show Notes & Resources Mentioned


The Full Transcript

So many trainers managers and owners of fitness businesses always ask me: "What's the best piece of advice that you can give to me?". Well in this video, I'm not going to give you just one piece of advice, but I'm going to give you that 10 coolest things that I've learned in the fitness industry as a highly paid consultant.

What's up everybody up I'm Brett from theFitnessBoss.com, helping you take hold of those 166 hours that your clients try to undo, when they're not training with you. Now we published new videos every single week. So make sure that you right hook that subscribe button below, and if you like this video, we greatly appreciate that you give it a thumbs up, and give it a like. Now today's video we're talking all about that 10 coolest things that I've learned in the business as a highly paid consultant.

Last time we talked about coolest thing number one one, being Always Be Hiring. And today, we dive into coolest thing number two, which is The Money is in the Follow-up. Coolest thing number two - the money is in the follow-up. So... follow up, follow up, follow up! So, the coolest thing I've learned in the fitness industry is that it is better to take things SLOW with prospective members or clients, and to read your buying temperature, and then be ready to follow up. Now most people are not ready to buy during this first meeting, and that's a fact. Here's another fact, your follow-up habits and your skills are responsible for 80 percent of your sales.

Now, if you're not set up for this, you'll be that one statistic in the proverbial bucket with holes in the bottom of it. And, as you pour your leads or prospects into that bucket, you'll continually lose just as many as you put in. So many prospects or leads are either Cold, Warm or Hot. Now we can't just assume everybody's waiting to buy or even assume that nobody wants to buy. We need to gauge their buying temperature throughout that sales process. Now, a cold lead, you know, they might not be ready to make a decision to move forward with you with buying any personal training, or any other fitness services. Now, they're the ones that you might have just approached on the training floor for that first time, or maybe you just spent like five to 10 minutes helping them out on the training floor, but that's as far as it went. You're new to them and that's just a risk that they're not ready to commit to. But, you just don't pitch these people off to the side, and never contact them again, that's crazy. Instead, you could do like a check up, and then check on them once a month, offering them a training session, or even something that you have that is free of charge, that they wouldn't enjoy, and it would build trust, it would keep interest, and keep you active in their gym experience. Now, you'd be surprised how often these people come to realize that they DO need some help from you, and then they become someone who makes the decision to train with you.

Now, let's talk about a warm lead or a prospect, in this case. This is a person that's a little more perceptive, meaning that they have seen training, they might have even thought about training, or they're currently are thinking about personal training, but they just have not made the decision to move forward with training with you, or anybody else. Maybe you had even put them through a "comped" workout, and they still didn't buy. So, then you have to ask the permission, permission to check on them every two weeks, or a month, or so. And you see, the money it's in the follow-up. And a lot of trainers, they don't see that, they don't do the things that I just mentioned. Most trainers think of that prospect, if they didn't buy, then they're done with them.

Now in many cases a Warm lead or prospect will confess to you in a follow-up meeting that they were unable to reproduce those same training experience that you gave to them, that you provided. And this is a realization that's key, because then they'll most likely move forward with you in training, as a result of that. Now, the reason why the sale finally happened is because you consistently followed-up with them.

So just remember, that most people fall into the cold or the warm lead status. And you need to really read their by temperature to move along with them. So, if you don't follow up consistently or have a legitimate excuse to follow-up with them, then you'll be leaving money on the table every single month.

The takeaway here is to set aside one hour each and every day to do follow ups to prospects. No excuses.

And that'll do it for today's video, and we'll see you in the next video. And if you like this video make sure that you go ahead hit the Like button below and definitely subscribe to theFitnessBoss channel. Now we post new videos like this every single week helping you with your fitness business building, and your client training, and your social media - tips and practical tools to get you ahead. Now today, we talked about number 2 of the 10 coolest things that I've learned in the fitness industry as a highly paid consultant. And I hope this video was of great value to you. Now also, let us know if you have a follow-up process for each segment of your fitness business in the comments below. And if you don't, tell us why or why not. Now, if you have other questions or comments make sure that you leave them in the comments below as we'd love to hear from you. So thanks for watching, and you'll see next time!

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