When it comes to selling personal training there’s something you really need to understand:
People are fully aware that working with a trainer or going to a boot camp is their hardest option.
And while you might not like it, your prospects typically have to try what they consider to be the easier options first.
In fact, when you are talking to a prospective client it’s always a good idea to ask if they’ve tried any of the following already.
Those options are typically:
A) The health club membership they never use
B) Some sort of fad diet(s)
C) Fat burning pills and the like
D) Infomercial products/ab-contraptions of some sort
E) All of the above
Again, most people want the easy way out. They just do. Instead of driving yourself crazy wishing it were different you need to take a more enlightened approach.
You want to find as many prospects as you can that have been down this path already and have been let down by all of them.
When people are finally fed up with the bullsnot solutions is when they are finally ready to get to work and pay you to get them results.
So think about it right now. Think about all your best clients/campers. Which of the above had they been through before they came to you?
Was it A, B, C or D? My bet is it’s E – all of the above.
Please leave your answer in the comments section below. You can just leave the letter or add some of your own thoughts as well.
Yours in prosperity,
Jim Labadie
Jim Labadie is the CEO of Prograde Nutrition a nutritional products company created specifically for fitness professionals. He is also co-owner of Ultimate Business Systems which provides business coaching services and products to personal trainers. His newsletters, products and coaching continue to encourage personal trainers to leave the Meat Head image behind and be viewed as experts in a world that desperately needs their help. You can follow his every move on Twitter and friend him on Facebook.
Hey Jim, All of the above! It is too true they are willing to pay money for solutions before they are ready to commit effort for solutions.
People like to have a solution versus create a solution, we need to help empower them to be their own solution.
Nikki Layton
I’ve never heard it put this way, but yeah, this is very true. Definitely a great sales technique for getting those people on the fence who just aren’t sure they want to spend the money. Gotta make them realize you’re worth it!
Thanks!
I like the outside of the box view you took. That is a great way to close a sale. ]etter yet, it’s a another perspective that helps understand what clients/prospects are going throught. Thanks for the insight, Jim!
This happens all the time, the answer has to (E) I was going to call my web site “the last resort” it not only happens in the fitness indutry, but also when people are in pain with a bad back they will try all different methods of pain relief before coming in for chiropractic treatment
I think we can confidently tell them that unlike the above approaches, with us they will learn habits that will last a lifetime as opposed to a few weeks. Maybe add up the cost on sheet of some sample products and pills to put in front of them.
E.
I get straight to it and use this exact thing in my 22 second power speech when someone asks what I do.
Great twist Jim.
D
Your deadright, the magic ticket of a solution, great stuff, will keep this in mind Jim Thank you.
Hey Donavon,
Could u pm me your 22 second power speech, like the sound s of that.
I am a newbie at hosting bootcamps, but I am finding out that my clients have tried everything (E) to get results. Some clients even tell me they know they will get results in my boot camp, but feel they at not ready for the committment. I reply by asking them to add up the $ they have spent on what hasn’t worked, compare it to the cost of boot camp (including sweat, soreness, eating clean, and dedication), and sum up what they really want for their health. I never fudge and say boot camp is easy. I tell them the truth and guarantee lifelong results for lifelong changes they decide to make.
Thanks Jim
Would love to hear/see your 22 second speech.@Donovan “The Boot Camp Godfather” Owens:
Jim,
I agree that the best prospects are those who have tried everything before. Adding to that, I have found that people who are told by medical professionals that they should start exercising are another demographic group that make great clients. Thanks, and keep up the good work!
Hi Donovan
Please could you post your 22 second power speech for prospective clients. It may help many of us close a personal training sale.
Thank you
Carolyn
Great post, so true. Great way to disqualify unqualified prospects.
Most of my clients have been through all of the above. After doing a quick inventory of my best clients, I realized that the ones that stick with it realize that “all of the above” will NEVER work and they are willing to make the hardest commitment to their own health.
Jim,
Great post! I am going to send this out to my clients and thank them for choosing the harder option.
Thank you!
Jason
Remember, it’s not the harder option, it’s the HARDEST option! At least in THEIR mind
Hey Jim,
Here in south florida we have 2 additional “easy buttons” for exercise: Lazy Loosers (isometric machines I think) and the 20 minute workout, Super Slow Zone. So I will choose F for all of the above plus!
Maureen Corristan
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