Once you get a potential client in to see you. The next step will be to have a consultation with them. However, this is where a lot of sales are lost. Either because the trainer didn't sell themselves effectively or they didn't know how to grab and engage the potential clients attention.
The purpose of this article is to give you a few secrets weapons to use to get your potential client to tune into what you are saying and want to sign up with you.
Use these tips to help you get through your consultation and turn your prospect into a long term client.
If you would like learn the technique I use to close 8 out of 10 clients. Sign up for my Free 100k Personal Trainer Boot Camp. I will walk you step by step how I do it.
6 ways to Close More Clients
1. After you have introduced yourself with confidence, authority, and excitement. You now want to "open the floor" up for them to speak. First ask them why they have decided to get a personal trainer and what are their goals.... ask them about eating habits and past fitness ventures. The goal is to make them feel comfortable and believe they are talking to an authority on Fitness.
Really try to get them to open up. When you ask clients questions they will begin to speak freely and tell you everything. Your job is to listen and let them express themselves and answer any questions they may be throwing at you along the way. Answer their questions with excitement and understanding and as if you have the solution!
2.When they tell you about there trouble spots , explain to them about fat loss and how it works. Now is not the time to get scientific on them with talk about BMI for example. They don't want a lesson on that. What they want to hear is how can you help then solve that problem. So, Tell them about your great workout just for that area. If you are in a gym, walk them over to some machines and do a demo of how that machine will tone up that area. The idea here is to make your consultation interactive and about them and show how you can solve their problem
Save the technical stuff for after they sign up.
3.It's a good Idea to show before and after photo's of past clients. A picture is worth a thousand words! I have closed more deals just on my before and after photo's alone. If you don't have any, I suggest start taking pics. However, in the mean time, you can give them real life examples of some of your past clients results and let your potential client know they can speak with your current clients to see how they are progressing since training with you.
4. At one point, I even had my consultation put on my laptop with PowerPoint... and when I met with a potential client we sat in front my laptop and I started my PowerPoint presentation. Let me tell you, I made the presentation very nice. My presentation had animation, bullet points of everything I offered, pictures and whatever else I could think of to sell myself. As I introduced myself my PowerPoint presentation was doing its thing in the background. Needless to say I never had to repeat myself , the client saw a caption of what I was saying on the screen along with my great photo's. One great thing about PowerPoint is , it makes the flow of what your saying really nice and your thoughts stay in order. I never forgot to mention anything that was a key selling feature, because my PowerPoint presentation sorta kept everything flowing nicely. Did it work? It sure did!
5. Never come to the consultation empty handed. Have some cards, brochures, fliers, samples of protein bars , reading materials on abs for example, to give to your potential client. Have some kind of literature on your services or the fitness industry. People like receiving information and products related to their interest. This is a good way to get their attention.
Have a notepad and pen handy to jot down things as your potential client is speaking so they see you are genuinely listening to them. Jotting things down also helps you remember to address whats being conveyed to you when its your time to talk.
6.Offer a free session or 2.... Maybe 30 minutes long if they seem hesitant on signing up. Get them started ..like a try before you buy. I have a few workouts just for this occasion! Remember this is the time to sell yourself...so you have to bring a really great and effective 30 minute workout that they will love. Don't try to kill them during this free session...make it a workout that targets everything... make sure you include their trouble spots....make them want more! Make them over exert and you may never see them again.
Ok there you have it...some of my great ways to get the client to believe in you and your services during the consultation. I have been using these client getting techniques and they really work! Remember you don't have to use these techniques exactly add your your own twist or just let these ideas help you discover your own!