Closing the Sale – It’s Not What You Think

Hopefully you have done some exciting and creative marketing this month and lots of new prospective clients are walking through your doors.

Are you and your staff ready for them?

During this busy time of year it is so important that you feel comfortable and confident with your sales process.  The clients that you sign up this month can play a huge factor in your overall yearly sales.

So the question is…how do you close the sale?

FRM Video2 Closing the Sale   Its Not What You ThinkWell, lets focus on the first step: developing a relationship . Closing the Sale is not at all about “Closing the Sale”.  If you enter communications with a potential client with this as your primary goal, you will not “close the sale” or will shortly lose the client.  Selling any product or service is all about opening or developing a relationship!  Read the rest of Closing the Sale – It’s Not What You Think

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Personal Training is Affordable!

Happy New Year Fit Pros and welcome to our busiest time of year.  If you have planned and executed your advertising correctly…you should be seeing TONS of potential new clients walk through your doors.  When you sit down to discuss how these potential new clients will work with you it is likely that you will hear this objection: “I would love to hire a personal trainer, but I can’t afford one.” While it’s true that some of our clients have the resources and disposable income to afford the luxury of seeing a personal trainer a number of times per week, most people aren’t in that same position.  Here are a few options we offer so that people CAN afford a personal trainer.

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  • Team Training for only $25 per hour - You are sharing the cost of a trainer with a few other people.  Many of our clients can afford to do this once
    or more times per week.
  • Partner training – You share the cost of training with a friend, spouse, or co-worker making training more affordable for both of you.
  • Group Training classes – You can train as much as 6x/week with a trainer for as little as $5/hour. Classes include such incredible workouts as indoor cycling, indoor rowing, bootcamps, yoga, pilates, core conditioning, kick boxing and more.
  • 30 minute workouts – If an hour session is out of your budget, just do 30 minutes.  Trust us, we can give you an extremely effective workout in 30 minutes!
  • Oversee program - You can see us as little as once every 4-8 weeks just to make updates to a program that you follow on your own.  We have many clients that are members at other gyms and just come and see us for their training and to ensure they are progressing appropriately.
  • Specialty programs – We often host various programs that are designed to be cost effective ways for people to workout with us.

Put a list together of your Read the rest of Personal Training is Affordable!

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Generate Extra Revenue With Team Training

100 0336 300x168 Generate Extra Revenue With Team TrainingHave you tried Team Training? Of course we offer private training and partner training and that is our bread and butter, but I am a big believer in diversifying revenue streams.  One way to do this is to offer team training.  We do and it really works! I asked each of our trainers to come up with a couple Team Training Options that they can each host based on their passions and interests.  We will be launching these team trainings in January.
Here is how it works and why Team Training is a win for you and win for your clients.

How it works:

  • Trainers choose an hour time slot where they don’t have clients and when it isn’t a busy time at the studio.
  • That trainer then markets that time slot and tries to bring in at least 2 clients and a maximum of 4 clients to train during that time slot.

Read the rest of Generate Extra Revenue With Team Training

Holiday Hours: Good For You – Good For Them

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We are quickly approaching Christmas and New Year’s and like many business owners you would like to (and you would like your staff to be able to) spend those days with family and friends, but you don’t want to let your clients down if they are counting on you for a great holiday workout.

Here is what we do.  It is good for us and it is good for our clients.

 

First,

we post our special holiday hours well in advance so that nobody is taken by surprise by the change in hours.
(If you haven’t done this already…now is better than never.  Get a quick schedule made up and post it TODAY!)

Second,

we explain our intentions on the schedule by saying this Read the rest of Holiday Hours: Good For You – Good For Them

Holiday Cards For Clients

Do you send out holiday cards to your clients around this time every year?  It is a great idea, but it can cost quite a bit.  I am going to tell you what we do get the biggest bang for our buck when it comes to sending holiday cards to our clients.

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Marketing Tip: Free, Fun & Simple

This is a marketing tip that is free, fun, simple and it is something we do every year.

Here is how it works…

  • We make it a priority to take LOTS of pictures at all of the events we participate in and host throughout the year (Everything from rock climbing to racing events to hiking to charity events to specialty programs and more). Tip: make sure to get random pictures of trainers and clients together during normal training sessions too.  These are often times the best pictures!
  • All of the pictures are saved in organized folders on a shared computer.
  • Starting at the end of October we start pulling together a slideshow/video with these images. We try to use mostly pictures of our clients.  We add some music and inspirational quotes.
  • We run the slideshow at our holiday party so that our clients can relive all the fun they had with us over the past year (what a great client retention tool!)
  • Finally, we post the video on YouTube and on the front page of our website and leave it there until we create the video for next year.

0 Marketing Tip: Free, Fun & Simple Read the rest of Marketing Tip: Free, Fun & Simple

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Time To Develop Your Marketing Plan For 2013

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Right now I am hard at work creating our 2013 Marketing Plan for our business.  This is the monthly plan that our entire team will follow next year.

The marketing plan includes:

  • Promotion dates and details
  • Our internal and external marketing initiatives
  • The events that we will host
  • Monthly staff accountability check-ups
  • Topics for monthly specialty programs
  • Team meeting dates
  • Team birthdays and anniversaries
  • ….and so much more.

It always feels good when the marketing plan is complete because Read the rest of Time To Develop Your Marketing Plan For 2013

Posted in Marketing, Uncategorized by Sherri | 1 Comment

Thanks To You

I wanted to take a moment to send out a thanks to all of the fitness professionals who read my blog.

Thanks to you for doing the work you do everyday.

Thanks to you for helping one person at a time.

Thanks to you for caring enough about your clients to better yourself with knowledge that will help their health and fitness goals.

Thanks to you for caring enough about your business to better your practices so you can be successful.

Thanks to you for taking our industry to the next level with the efforts you make everyday.

Thanks to you!

Here is a message that I just sent out to our clients that you might want to share with yours:
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“ You don’t have to lock yourself in your room tomorrow during Thanksgiving dinner. Read the rest of Thanks To You

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Healthy Thanksgiving Tips To Share

Healthy Thanksgiving 300x249 Healthy Thanksgiving Tips To ShareThanksgiving is a wonderful time of year where we reflect on the things we are thankful for.  It can also be one of the most frustrating times of year for all of us in the fitness industry.  We want our clients to reach their fitness & weight loss goals, but how can they do that when they will most likely consume around 5,000 calories on Thanksgiving Day?  Yep, that is right! It’s estimated that the average American can consume 5,000-plus calories on Thanksgiving Day!

This year you can help your clients maintain their fitness goals by giving them these helpful tips for a healthy Thanksgiving (share this list with your clients!): Read the rest of Healthy Thanksgiving Tips To Share

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First Session Success – Top Tips

One of the most common sales questions we receive from fitness professionals is how (with all of the different trainers and their different styles) do all of  your trainers use the same sales system to sign up 80% or more of the prospective clients they have first sessions with?

The answer is pretty simple!  You MUST have a systematic approach that you know works.  I created a system that we use every time we bring a prospective new client through a first session with us.  It is tried and true.  Even though all of our trainers have different personalities and styles, 80% or more of our prospective clients sign up with is!  Having a system like this in place also helps trainers feel confident in a situation that many of them don’t like…SALES!

Take a peak at this quick 4 min video that I created where I give you some of my favorite tips to conducting a successful first session with a prospective client.

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Remember, having good systems in place can help you take your business to the next level! Click HERE to learn more about the full “Make or Break Your 1st Session with a Prospective Client eViedo.”

Yours in health, fitness & business,
Sherri McMillan

Did you LOVE the ideas I gave in this video?  Then you will LOVE the offer I am throwing out to all fitness professionals for the next 2 months!

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We know that many of you have always wanted to purchase our Business of Personal Training System to help take your PT business to the Million dollar level.  From now until the end of the year we are going to make it easy for you.  Purchase by the end of the year and we will give you one year of our Personal Training Master Mind Program, free comp session eVideo and you get to write off your entire purchase for the 2012 tax return!

Buy now, saves tons of money, catapult your PT business to a new level and get a tax write off for your 2012 tax return! No promotion code needed. Just order and you will get all of this FREE stuff.
Tons of interest free payment plans available too!

 

 

Also, sign up right here on my blog to receive my FREE 20 min streaming video where I reveal my top 5 revenue generating secrets. This video WILL help you bring in more clients and more revenue.  Don’t miss it!

 

 

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