10 Coolest Things That I’ve Learned In The Fitness Industry (as a highly paid consultant) – #5

Learn #5 of the 10 important business tactics in the fitness industry in this 10 part video series.

The Ultimate Prospecting Toolkit

for Personal Trainers

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Join in as Brett Johnston covers the #5 of 10 coolest things that he’s learned in the fitness industry as a highly paid consultant, continuing with Build Everything Around Your IDEAL CLIENT And Not Yourself. If you’re a fitness professional in the fitness industry, then understanding this will be crucial to your success in selling to your prospects and building clients for life.

 

What’s In This Session?

  • Coolest Thing #5: Build Everything Around Your IDEAL CLIENT And Not Yourself (0:55)
  • The home seller analogy (1:10)
  • Apply the home seller analogy to every aspect of your fitness business (1:53)
  • For every 10 prospects… (2:23)
  • What is good salesmanship? (2:43)

 

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. 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 publish new videos every single week, so make sure that you right hook that's subscribe button below, and if you like this video, we'd greatly appreciate that you give it a thumbs up, and yet give it a like.

Now in today's video, we're talking all about the ten coolest things that I've learned in the fitness industry as a highly paid consultant. Now last time, we talked about the coolest thing Number Four being cementing a relationship versus being price presenter, and today, we dive into coolest thing number five, which is Build Everything Around Your Ideal Client And Not Yourself. Coolest thing Number Five: Build everything around your ideal client or member and not yourself. So, let's first start off with an analogy, right. If you were to buy a home for the exclusive purpose of quickly fixing it up and then selling it to make a profit, then you need to ask yourself this question: Would you go in and design a new floor plan, including a new flooring, cabinets fixtures, etc. with a style that YOU like, or the style that your would-be buyer would like?

Well most people get hung up on the styles that THEY like, and they totally forgo anything that would motivate or entice their would-be buyer to purchase the home. Now, if your ideal member a client wants a specific flooring or cabinets or fixtures or whatever, then you need to put those specific items in the home that appeal to your ideal buyer, and not yourself. Now I'm only referring to the front end of the business here with this analogy, but you should apply this to every aspect of your fitness business. Everything from prospect for new members or clients, to the sales presentation, to the follow-up process, to servicing them as members or clients, even to the design elements of your gym or your website. So, keep in mind that it's not about what you like, but it's what appeals to the people that you're presenting your services or your fitness products to. You see, you need to build everything around your ideal member a client, and not yourself.

Understand, for every 10 prospects that you put through a sales presentation, whether it be personal training or membership sales, that two are GOING to buy no matter what you do. And, two are NOT going to buy no matter what you do. Now that leaves six prospects that are on the fence, and it's up to you to swing them your way with good salesmanship. So, what is good salesmanship? It's asking good questions and carefully listening, so carefully listening to interpret what they're telling you in order to find out their real buying motivation for personal training or membership sales for your gym. You are now able to use that information in a complimentary workout or a membership tour that challenges them to these ideal times inside the sales presentation. So you can now present yourself as a solution for their work success in a closing statement and then continue to stress the point in future follow-ups. So, this gives you the best opportunity to be successful in generating new business, as a trainer, as a fitness professional. And that sums up the coolest thing Number Five.

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 hit that like button below and definitely subscribe to The Fitness Boss channel. Now we post new videos like this every single week helping you with your fitness business building, your client training, and your social media - tips and practical tools to get you ahead. Now, today we talked about number five 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've ever made the mistake of building your own business around your own likes rather than your customers, in the comments below. Maybe you do, and you believe that that's better. Go ahead and tell us why in the comments. And we'd love to hear from you either way. Now, if you've got other questions or comments. Make sure to leave those in the comments below as we'd love to hear from you. So, thanks again for watching, and we'll see you in another video!

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