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Fitness Centers Contact Us Today For a FREE Personal Training Diagnostic at Info@ThePTsource.com |
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Do Your Member's Have "Buyer Confidence" in Personal Training Posted on Dec 19, 2007 - 1:29PM Do Your Member's Have "Buyer Confidence" in Personal Training by Brett Johnston The member is not going to BUY if they are not confident in you, your personal training skills, or your gym. How can you create Buyer Confidence? Get past the fundamentals of rapport first, such as positive/energetic, friendly, professional looking and of couse, Be on time! 1. Come prepared with an agenda of your skilled questions and your listening intently on them only as well as your agenda for your complimentary workout base (add the fillers on the fly). 2. It's all about them, getting them involved and part of the presentation...not just a sideliner that is watching. 3. Tell how you helped others in a similar situation, even name drop someone they might know. 4. Show them you are there for the long haul and sell to help not for immediate income by asking the right questions and also showing you care by being sincere and genuine. If you are a new trainer, sell them on how you desire to go above and beyond their expectations for each and every session. Even have them start off with a smaller package and buy a larger one once they got a chance to experience training with you. An important note for managers/owners: One sure-fire way to LOSE Buyer Confidence is to pay your trainers a commission up front for personal training sessions that have not been serviced yet. The drawback to doing this is trainers across the nation have received payment ahead and left the gym and client, while the gym is left holding the bag so-to-speak. No other trainer wants to take on the client since the gym isn't prepared to pay the new trainer until the client purchases again. This results in a bad taste in the client's mouth and word spreads quickly. One last note, PRICE is never a confidence builder for a buyer. Dropping your price will not improve a buyer's confidence. When a price drops too low that actually sends buyers on a "why is the price that low?" alert. So remember, No Buyer Confidence = No Sale! |
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