Fitness Marketing Techniques

What happens when a prospect who has been in your fitness marketing funnel for a year suddenly emails you that while they have enjoyed your information and would love to work with you they have decided to go to the training studio closer to their home?

Add to that the fact that not only have you spent all that time nurturing this prospect you know for a fact the trainers at this studio aren’t any good. What kind of Fitness Marketing Techniques can you use without looking like a sore loser?

Well, none of the fitness marketing techniques I’d recommend involve telling this person the other place stinks;) That’s not how you handle it. Not only does it make you look bad you’ve also made your prospect feel like an idiot about their decision. Not good. This very scenario happened to one of my personal trainer coaching clients.

We considered several fitness marketing techniques and this is how we worked it out:

****
Hey Mrs. Prospect,

Thanks for your honesty. And I certainly understand your concern about gas and convenience.
However, I must be honest with you: Any trainer can deliver results given that they have a good program. With that said, there have been 3 people switch from there to me simply because they had friends we were working with who were getting the results, while they were not.

Without knowing what you’re looking to accomplish, I can give you a few general guidelines so you can make an informed decision. Because as we both know gas will be a kick in the bucket if you spend a few thousand dollars and not get what you paid for. Some things you may want to
ask the guys over there:

- What can I expect as far as nutrition help?

- Will you be available in case I need help with food choices and want to call you?

- What kind of results should I expect and when?

- What type of accountability program do you have? (besides just scheduling appointments)
Because, Mrs. Prospect I believe that our accountability program has a major role in our
clients’ success .

- What happens if I’m not happy with the program? Do they offer a full guarantee?

- Do they have any case studies or testimonials that are similar to what you’re looking to acheive? (these should be written and signed and/or have before and after pictures)

- What are the credentials? XYZ certification is great, but what proof other than a certificate do
they have that they can offer quality guidance? Have they been published locally, nationally, or internationally that adds to their credibility?

- What happens if I have an injury? Mrs. Prospect, these are a few basic questions that I would ask, but then again, I’m not exactly sure what youre looking for.

Warmest Regards,
Todd

****
That is EXACTLY how you do it. By educating your prospect what to look for you very subtly allow them to discover for themselves the difference in the service you provide and what your competition provides. In fact that approach should be present in all of your fitness marketing techniques – not just when competition rears it’s head. Simple, right? Here’s the key:

KNOW YOUR COMPETITION! When you play a competitive sport don’t you always have an idea of what your opponent brings to the table? Think a fitness business is any different?

I could write a novel explaining how powerful this fitness marketing technique is, but just from reading it I’m sure you get the idea.

By the way, Todd also uses some amazing promotional fitness marketing techniques that always rake in thousands of bucks in just days for his studio. I’m begging him to reveal them for your benefit. I’ll keep you posted.