How to Turn Prospects into Clients Over the Phone:
Hi guys! It's Travis here today. I am SO excited, I've got so many big things planned over the next coming weeks I can't wait to share!!!!
The first new thing, is a new course "Sales Essentials for Personal Trainers" (note: anyone that registers for our FEO VIP Membership today gets it for free).
We all know as Trainers, there's a fine line between running a successful Bootcamp and sitting alone in the park doing push ups!
And that difference comes down to how well you can basically sell. A lot of trainers hide behind this and say things like "I don't like selling" or "I suck at selling" and I used to sympathise and think "Selling and PT's just doesn't go together." They got into the industry because they like lifting heavy things and being outdoors, not to sell.
However, time and experience in the industry has tough me so much that I've changed my mind completely. I think Trainers DO like to sell! I have never met a trainer who's got off the phone and said "Damn! Just made another sale, now I have 50 people in my bootcamp. That sucks!".
Trainers LIKE selling, we like helping people! We want out Bootcamps packed! The more people we can help the better! What we don't like is NOT selling, we don't like being told no 1000 times. We don't like feeling pushy or sleazy or annoying.
Today I want to share with you the 5 key aspects to have in mind to close clients over the phone:
Number 1: Mindset
Number 2: Sales script.
Number 3: Goals setting. Problem solving.
Number 4: Dealing with objections.
Number 5: Tracking calls on excel.
The most important thing is your mindset. If you come from a place of service, calling a prospect makes it a lot easier. Think about it this way, you are a personal trainer, your work is to help people be healthier, fitter, happier, and more active. If we take this into consideration, if you don't tell people how you can change their lives and serve them, you're actually doing them a disservice because you're not offering clients the opportunity to better their lives. It's your obligation to speak to them and help them out.
The start of the phone call is the most important thing. The first minute is key. You need to tell them why you're calling them, and most importantly ask questions and LISTEN to what they have to say. Rather then rambling about what you have to offer them, ask what their health goals are and then explain how your service will get them the results they're after.
Goal Setting and problem solving
What you want to do is to based the conversation around what they wish to accomplish. Dig deep and find out the real reason behind their goal. For example, losing weight is not a reason, ask why they'd like to lose weight, is it to feel sexier, to keep up with kids running around, to fit in that dress, to wear that bikini, ask the actual reason for their objective and find out what really motivates them to train with you.
Dealing with objections
Time and money are the main reasons people give as an excuse not to do things. "oh, I don't have the time", "I'd love to but, I don't have the money at the moment to do that". Let's analise the following scenario. Pretend I'm in front of you and I have a pen in my hand, you can buy this pen for $50, would you buy it? Probably not. Now, I want you to think about the person that you love the most in this world, and the person that loves you back just as much. Ok, now, say I also have in front of you a paper saying this person that is so dear to you is in danger and you need to sign there to get him/her back to safety. I'm now moving the same pen in my hand back to you, would you get it to sing off the paper? I hope you'll say yes. The thing is, time and money is a matter of priorities. We all can FIND the time and the money to do what we deem important to us. With the time objection, you can start of by asking the prospect how many times a week they can commit to exercise and for how long (say, 2/3 times for 30 or 60 min) then take it from there. With the money excuse, offer payment options and plans and ensure you ramp up the value with add-ons rather than putting the price down.
Tracking calls on excel.
I recommend you enter in excel all your phone number and the person's name to track all your calls. Keep track of those who said no and make them in red, those who said yes and mark them in green, those who said maybe in orange to follow back on, those who didn't answer or reschedule the call in yellow. Add notes, times and anything else you need to keep your calls organised.
That's all for today, I hope you've liked this blog post about calling prospects to grow your bootcamp. Let me know in the comments below.
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