One of the biggest mistakes that I see fitness professionals make is paying little if any attention to their closing percentage. They work hard on getting their website up and running. They send out postcards and hold seminars – all in the hopes of generating leads. But the real name of the game is turning those leads into high paying clients.
Do you know what percentage of prospects you convert into clients?
Don’t guess.
Do you know the exact number?
If you don’t – start tracking that TODAY! Only then can you test other approaches in your quest to close more prospects and know if the changes you made are paying off.
Once you start tracking your numbers, here are 5 tips you can use to increase your closing percentage:
1. Define Your Uniqueness. You have to let prospects know EXACTLY why they should do business with you instead of the trainer at 24 Hour Fitness, join Curves, enroll in Weight Watchers or buy the Ab Lounger. Saying you get results isn’t enough. Do you think they say they don’t’?
2. Have Social Proof. If you have a studio, put up a ‘Wall of Fame.’ If you work in a club or in homes, create a testimonial book. Use testimonials in your marketing so prospects are pre-sold. Help people feel confident that you are the solution to their problem(s) by showing them you were already the solution to other people problems that might have been similar.
3. Use a script. Once you find the best way to sell your service, why change it? You don’t necessarily have to say the same thing word for word – prospects are all different. But have a scripted format that you follow with a logical sequence of questions that get the prospect talking.
4. Shut Up. Let the prospect do 75% of the talking. Ask lots of open ended questions and let the prospect reveal their ‘pain’ to you.
5. Sell on Value. Not price. People want a good deal and to be treated fairly – but they don’t mind paying for results (you do get great results, right?) If you’re the cheapest alternative – raise your prices or look in the mirror and ask why you aren’t worth more. Once you recognize the value you deliver – then raise your prices.
While these 5 tips might not seem like much, they are often the difference between closing the sale and getting that dreaded ‘Let me think about it.’ Go back through them again and decide how you can start implementing them into your sales process and your business. You’ll be rewarded with more clients and bigger package sales as soon as you do.
5 Tips to Turn Prospects Into Clients - To learn more about this author, visit Pat Rigsby's Website.
Like this article? Share it with your friends
 |
Related Businesses - Evan Elite Authors |
|
George Ludwig
George Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance.
Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson.
His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more.
George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
|
Anne Barr
Anne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations,
networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business
ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website |
|
Leanne Hoagland-Smith
Are your sales where you want them to be? Will you be one of the few who achieves sales success or one of the many who have failed to change? So what are you doing to change those results? Let’s be honest, with companies moving globally and at lightening speeds, the traditional business solutions are outdated and dead. My approach moves your business out of its comfort zone and secures your competitive advantage now. If you are seeking to increase sales, build customer loyalty, create a culture of great attitudes or just achieve some sleep filled nights, then we should talk because my clients have experienced exactly those types of results. Learn more about customer loyalty at http://www.processspecialist.com/customer-loyalty.htm Give me a call at 219.759.5601 for a free strategy session. P.S. If you are seeking a motivational speaker, sales trainer or small business expert that will leave your audience smiling and remembering, please feel free to contact me at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
|
Kim Castle
With nearly two decades in the advertising and design business, with clients like Domino's Pizza, General Motors, Direct TV, Pedigree, Wolfgang Puck, Higher Octave Music, Hollywood Celebrity Products, Disney, and Paramount, as well as thousands of entrepreneurs around the world define, structure, communicate, and position their business for greater profits, BrandU(R) co-creators Kim Castle and W. Vito Montone discovered that entrepreneurs could experience the same power that big brands command for a fraction of the cost with the world's only process-based results-drive Integral approach to business creation.
BrandU(R) is helping entrepreneurs grow with the power of extreme clarity from idea...to brand...to market(TM) and helping one million entrepreneurs become successful and whole so that they can make a difference in the world. Are you one of them?
If you want to experience clarity all the way to the bank(TM), get started now at http://www.brandu.com. - Visit Kim Castle's Website |
|
Vwodek Wojczynski
Business Coach and Consultant Vwodek Wojczynski (pronounced Voy-chin-ski) brings fun, awareness, accountability and fresh perspectives based on his diverse experiences in life and business.
Born in Poland and educated in Greece and Canada, he is trilingual with 8 years experience in business development with clients in Canada, USA, Switzerland and Poland.
His approach is systematic and process-driven. He fuses the know-how of proven business methods with his commitment that entrepreneurs experience satisfaction and joy based on their values, motivations and strengths. He believes that businesses succeed based on their ability to generate value by providing what’s needed and wanted.
Ultimately, he trains executives and true business owners - people who work less, produce more, own businesses that run automatically after a while and make a difference globally.
His current research focus is the development of intelligent business systems and the application of emerging artificial intelligence technologies in business.
He is also an avid traveler, spoken word performer and visual artist. He resides in Toronto, Canada. - Visit Vwodek Wojczynski's Website |
|
The Evan Elite Authors program is currently in beta phase. For details please contact us.
|
|
|
Pat Rigsby
(Visit Pat's Website)
Pat Rigsby M.S. is the co-owner of several
businesses in the fitness industry
including the Fitness Consulting Group and
the International Youth Conditioning
Association. He also serves as a health
club consultant focusing on the
development of profitable personal
training departments and youth fitness
programs. His coaching and products have
helped hundreds of fitness professionals
and club owners dramatically improve their
personal training revenues and grow their
businesses. Pat has been involved in
virtually all aspects of the fitness
industry, ranging from collegiate strength
coach to health club owner. You can follow
his blog at w
ww.StrategicFitnessProfits.com. You
can also download his three FREE Special
Reports about fitness business building at
ww
w.FitnessMarketingMachine.com
|
|
|
|
![[Get Copyright Permissions]](http://license.icopyright.net/images/icopy-w.gif){kind=small}
