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Fitness Centers Contact Us Today For a FREE Personal Training Diagnostic at Info@ThePTsource.com
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Fitness Centers Contact Us Today For a FREE Personal Training Diagnostic at Info@ThePTsource.com |
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Physical Involvment = more sales Posted on Oct 23, 2007 - 9:07AM Physically Involving The Member = More Sales How involved is your member when you make a presentation for Personal Training? This seems like a basic question, but many personal trainers and fitness professionals find themselves fact presenting (consultations/orientations) instead of giving the member a test drive of their product. If you want to find out how receptive a prospect/member is to your service (personal training), get them involved early and often. You would not buy a house or a car "site unseen" would you? This is exactly what 90% of personal trainers are asking the member to do when they ask members purchase personal training in a consultative format. Only 2% of the population are analytical buyers and will be receptive to that type of sales presentation. It is no wonder that the average personal training penetration rate (number of members actively involved in one-on-one personal training/total members) at fitness centers is 2%. Whats The Answer? Get the member actively and emotionally involved and put the "sales presentation" in a workout format. Personal training is an emotionally based product. Being able to combine the effectiveness of proper communication (sales skills) coupled with a workout will dramatically increase your conversion rate of members into clients. A 20-minute pitch (how you can help them) and 20-minute assesment (how they are broken) is not nearly as effective as a 10-minute interactive/dynamic workout(having them feel the effects of your solution). Through the workout, keep them involved by using affirmations ("Do you see how working out at this intensity will ...."). Then make a closing statment that is impactful not confrontational. "Mrs Johnson I happen to have this time avaliable every tuesday and I would LOVE to be your trainer." Don't fact them into buying become their allie in fitness. People rationalize at the margin meaning if you tell them they need a $1500 package to "fix them." What happens if that is to high for their pocket book at that time? I'll tell you they leave and you can never approach that member again. Start out with a small commitment 1x per week or month. Then after trust is built and a relationship is established it is easy to upsell to increase frequency of their visits. Try this type of solution on your next "orentation/consultation". The results will astound you!!! |
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