10 Coolest Things That I’ve Learned In The Fitness Industry (as a highly paid consultant) – #4

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 #4 of 10 coolest things that he’s learned in the fitness industry as a highly paid consultant, continuing with Cementing Relationships VS. Price Presenting. 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 #4: Cementing Relationships VS. Price Presenting (0:57)
  • Never ever price present at the first meeting (1:09)
  • It’s better to present yourself as a ‘close friend’ (1:18)
  • Cement a relationship (1:37)
  • Get their BUY-IN, make it their decision (1:48)

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Step 1: STOP trying to ‘pitch’ packages during the first or second meetings with prospects!!

  • Hint #1: Your first engagement should be just spending 5-10 minutes helping them on the training floor
  • Hint #2: Your second engagement should be a complimentary workout appointment set up from the first engagement

Step 2: After you’ve already helped them out on the floor, and met again for a complimentary workout and then set them up for a paid session, ONLY AT THE END of the paid session will you show them your packages of sessions or months.

Step 3: Make it their idea to choose a package of sessions or months (whatever type of training you sell), let them pick and congratulate them on a great choice.

Step 5: Never push them into a specific package of sessions or months!!!

Step 6: When it’s time for your client to renew sessions, NOW you have built up trust & desire enough for them to listen to your recommendation, and you can now price present if you’re led to do so. Otherwise, just have them continue with what they are comfortable purchasing.

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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. Now, last time we talked about coolest thing number three being here results in advance to your prospects. And today we dive into coolest thing number four which is cementing a relationship versus being a price presenter.

Coolest thing Number four: Cementing a relationship versus being a price presenter. Now you must understand that you should never never price present at the first meeting. This is a buzz kill. It really deteriorates the client trainer relationship.

Now it's better to really position yourself as a close friend with the prospect, and then sell one session week or a month at a time, rather than try to push for that big package, that 50 session package and 100 session package, or that one your commitment, if you sell like that, and risk them walking away. So the key here, is to cement the relationship. Let the prospects know that they can choose any package that's right for them, and then what's important is that they get started right away. So, really, just have them with get get there BUY IN, so they trust you by letting them choose what's appropriate for them, and just get started right away. And after they've become trusting of yoy, they're going to take your recommendations.

So, that's Coolest thing Number four. And that'll do it for today's video. 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 theFitnessBoss 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 - for tips and practical tools to get you ahead. Now today, we talked about number 4 of the 10 coolest things that I've learned in the fitness industry as a highly paid consultant, and I hope this was of great value to you. Also let us know if you're a price presenter and you want to change out of that. Maybe you don't want to change. Let us know in the comments below. Either way let us know now if you focus on cementing the relationship first. Let us know how that's working out for you and your fitness business in the comments below as well. And if you don't do either, tell us why or why not. Now, if you've got other questions or comments make sure to leave them in the comments below. We'd love to hear from you. Thanks again for watching and we'll see you in the next.

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