7 Steps to Getting a YES! The Secrets to Selling Personal Training Clients Long-Term

www.ptmentors.com

Jodi •  Fitness industry for 16 years

•  CSCS certified, Kinesiology

•  Driven over $14M in Personal

Training and Program Sales

•  Competitive Figure Skater

   About

   The 7 Steps

•  Client Intro

•  PAR-Q

•  Goal Setting and 5 Whys

•  The Training Experience

•  Client Plan

•  Recommendation

•  Problem Solving

•  Confidence will go up, big time!

•  You’ll sell longer-term packages

•  You’ll know your monthly income

•  Keep your clients long-term, ensure their on-going success

•  Be able to plan vacations/time off

•  Clients show up to their sessions more regularly with a higher ticket price

•  STOP Selling all the time

   Get comfortable with selling!

This webinar is for you IF:

•  You are sick of spending countless unpaid hours doing consultations that don’t close

•  You want to help even more people

•  You are tired of not knowing how much money you’ll make each month

This webinar is NOT for you IF: •  You aren’t truly ready to take action

•  You aren’t interested in growing your business

Let me tell you a story…..in 2003 I was:

ü  Selling 10-packs

ü  Doing a million consults ü  Spending 14hours/day in the club ü  Constantly worrying about if my clients would renew or not

Cut to 2007: ü  Selling an average package value of over $6200 (over 120 sessions at

a time)

ü  Closing the majority of the consults I was doing ü  Only in the club with my clients, plus a few hours/wk for prospecting ü  Knowing my income for at least 6 mths ahead

   Work less, get more

Find out as much as you can about their previous exercise experience.

This will give you an idea of the successes and struggles they have and where they need your support this time around!

Ø Contact information, including email Ø Exercise background, dig deep Ø Build Rapport

   Client Intro/Background

 PAR-Q

Physical Activity Readiness Questionnaire    

Ensures you are taking care of safety and health issues first, and addressing any concerns.

Permission to exercise is necessary if there are any YESES.

Often: Ø Rushed

Ø Not signed

Ø  Incomplete info.

Instead: Ø  Ensure this is completed

Ø Have the client READ the questions him/herself

Ø  Ensure the form is SIGNED by all necessary parties

What does the client WANT? Creates the basis for your prescription/plan.

ü  Find out what their goals are

ü  Be specific

ü  Find out when they would

like to achieve their goals

ü  Discover WHY they want

to achieve these goals

ü  Dig 5 Deep

   Goal setting and 5 WHYS

A short workout or assessment to give the prospect a chance to see what it’s like to work with you. People buy from others whom they Know, Like and Trust (KLT).

Often: • Disengagement

• Lack of interest • Exercises that don’t match the prospect’s goals or abilities

Instead: • Fun, smiles, excitement

• Talking in “we” instead of “you” • Encouragement • Exercises that make sense

   The Training Experience

Show them the path and the results they’ll achieve along the way. Give them something to look forward to.

Create belief in you and your knowledge as a trainer, and build excitement around achieving their goals!

ü  Showing them the milestones along the way

ü  The plan is an overview, not a detailed prescription with technical jargon

   Client Plan

Let them know the BEST way to get them to their goals. Give them the opportunity to have all the information they need to make a decision. Then, let them make it for themselves.

   Recommendation

ü Present the recommendation based on

their goals and the plan you created, not

on what you think they can AFFORD

ü Describe the investment they will make

ü Ask for the sale

 

Go through their objections with them, and work together to come up with a solution that makes sense for both you and the client.

I see: •  Trainers who let people go after 1 NO/objection

•  Eyes down, and fidgeting

Instead: •  Confidence in your recommendation

•  Dig into their objections and work with them to find the solution.

•  If you let them go after 1-3 objections you are doing them a disservice.

   Problem Solving

Be prepared to sign the contract WHEN they say YES! Keep your confidence up, knowing that you know how to actually PROCESS the payment when they decide to sign-up!

ü Have paperwork ready

ü Be prepared to take payment right away, and to do so quickly

ü Congrats! You did it!

   Closing the Sale

Training 10 Clients (2x/wk) long term packages: Hrs/wk: 20 x .10=2 (10% cancellations), 18hrs work

Consults: 2/wk, total of ~3hrs (unpaid)

Total hours in the club: 21/wk

Total Revenue/wk: 18x60=$1080/wk

Training 10 Clients (2x/wk) 10 sessions packages: Hrs/wk: 20 x .10=2 (30% cancellations), 14hrs work

Consults: 6/wk, total of ~9hrs (unpaid)

Total hours in the club: 23/wk

Total Revenue/wk: 14x60=$840/wk

Total loss: $240/wk and $1008/mth

   Short-Term vs. Long-Term Clients

After this in-depth breakthrough call, you will:

ü  Have complete clarity about your ideal client

ü  Know exactly what steps you need to take in order to gain new clients

ü  No longer feel frustrated, overwhelmed or lost

ü  Have the CONFIDENCE to go after your dream, and help even more people

BONUSES 13 Done-for-you Tools, Templates & Scripts to Maximize your Personal Training Business

VALUE: $97

Client Agreement (created by Lawyer)

VALUE: $600

Spots are limited. To register for your Breakthrough Call, go to

www.ptmentors.com/breakthrough. I’ll take it from there and get you all set up!

   2hr Breakthrough Call $199

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