Work Less and Call More!
Hi guys! It's Jono here today. I'm feeling really good! I'm just putting together this Sales Training course (which you'll get for free if you're a Fitness Education Online VIP Member). So I'm brushing up on my favorite sales books that I've just finished "Secrets of Closing the Sale" by Zig Zigglar.
If you've been following me for a while you'll know I'm a huge book worm, I read an hour or two every day and one of my favorite topics to read on is sales! If you want to improve your sales (which I'm sure you do, otherwise you probably wouldn't be reading this) then I strongly recommend doing the same.
I spend just as much time reading and studying sales techniques as I do Bootcamp techniques. I believe sales is the MOST important part to any business because without it you don't have a business, no matter how good you are!
Now if you're happy with how your business is growing, that's great. But, if you want to speed up that growth then the best way to do it is to dedicate a set amount of time each day to sales calls.
AND... "I don't have time to make sales calls" is no excuse! It's like a client telling you "I don't have time to exercise." We all know that's a joke. Everyone has 24 hours in a day, it just depends on how your prioritize your time. And if you want to grow your business, apart from servicing your current clients, sales calls should be number 1!
AND... "I'm so busy servicing my current clients that I don't have time to make sales calls" is also no excuse. If that's the case, then with all due respect your model is broken because you can't grow.
That's why I recommend the Bootcamp system:
"Earn 6 figures a year, working 60 mins a day"
The reason why this system works is because you're only running 1 bootcamp a day which gives you time for 2 main reasons:
1) You can spend HEAPS of time supporting your clients OUTSIDE of the session. If you're running multiple sessions a day, you don't have the time to do all those little 1 per-centers such as sending texts, making good Facebook posts, coming up with little challenges, researching fun things to do at Bootcamp, etc and these are the 1 per-centers that make difference between people staying or leaving.
BUT if you're only running 1 session a day, you spend 1/2 your day doing these things so your clients get an AWESOME experience and every single one of them will stay with you!
2) You can spend HEAPS of time on sales and marketing. If you're running multiple sessions a day, it's super hard to run those sessions, support your clients outside of those sessions and do the sales and marketing, and most Trainers put the sales and marketing down the bottom of that list and only do it 'when they have time', which is like the client who puts everything else above their health and only exercises 'when they have time'.
BUT if you're only running 1 session a day, you can still spend a heap of time 1/2 your time supporting your clients outside of the session and you can spend the second half of your day on sales and marketing.
You don't need to be the Wolf of Wallstreet and always be closing' (I don't know why anyone would get sales training off that guy anyway, he's a criminal!) but you can talk to people, give them some advice, see if there's anything you can do to help bring them down to a free session and go from there.
I hope you found this information helpful. Let me know what you think in the comments below.
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