Getting the prospect to "Open Up" and tell you what their needs, hopes, aspirations are can be achieved easily if you know what to ask, and when to ask it. So weather your selling fitness classes, personal training, meditation, yoga or martial arts. Adapt and use these techniques to suit your business.
I have spoken before about the necessity to get the person who visits your business to fill out a "Pre-assement Questionnaire" or PEQ. This form simply allows you to find out what their reasons are for wanting to achieve whatever your services provide.
Use and adapt any or all of these questions to suit. Naturally give them a chance to respond to the questions without interruption. Listen closely to their answers, and don't "interrogate" by asking too many questions at once.
The "Prechat"
This is your chance to a have a relaxed chat with your prospects to find out what their needs are, to listen and to reassure them that joining your centre, or participating in your classes etc is going to benefit them physically, emotionally and spiritually.
Warming Up, Building Rapport And Showing Empathy:
The Pre-chat is one of the most effective ways to determine your client's goals and needs. What do they really want to achieve, and WHY? Lead them gently to the point where they'll be begging you to sign them up!
Again this script below can be applied to many different situations, read through it and adapt it to your requirements, BUT follow the basic format of the questions!
Initial Greeting when the prospective client walks into your business.
Remember, the person who asks the questions is the person in control
The prospect is inquiring because they feel they need your help and motivation. You are the expert!
Number one rule - laugh, smile, and relax!"
Inquiry example:
Customer asks about the cost of the training:
Your answer, "Sure I can help you with that"
And continue, "So, you'd like to know the times we're open, all the prices, facilities, services and classes available. Is that right?"
(Customer-Yes):
Your answer, "We tailor all of our Training/membership packages based on your individual needs such as how many days you want to exercise, what services and facilities you are looking at using etc. What we normally ask is for you to do quickly fill out this fitness profile, (PEQ) which tells us a little bit about yourself and will save me asking you a lot of questions, I generally say with a smile it save me from sounding like I'm interrogating you.
Hand person the PEQ along with a pen and ask if they would like a drink of water.
Note.
A Few Tips:
o Endeavour to sit down in a relaxed non-intimidating environment with the prospects
o Try to get someone to mind the reception area for you
o Use and remember the person's name
o Ask questions, follow up with questions, don't talk- listen
o "Hi____, my name is.........................
o How long have you been thinking about coming in?
o Why did you decide to come in today?
o What was your motivation for coming in today?
o Why today in particular?
o How long have you been thinking about it?
o Have you been to a gym before?
o Have you been to this gym (substitute your business) before?
o How did you go?
o Did you attend regularly?
o Were you happy with what you achieved?
o Why/Why not?
o What made you stop?
o What did you do - weights, aerobics, yoga, martial arts, yoga etc
o How did you feel when you were exercising?
o Did you have more energy when you were exercising?
o How did that make you feel?
o So what has stopped you from getting here in the past?
o What has made you decide that to-day's the day?
o What are your plans for starting? So this is now or never for you?
o Age of your Prospective client: under age: do they need parent/guardians permission?
o What has made them decide to come in today?
o Is it a change of life, EG are they hitting 30 or 40 and feeling that middle age spread?
o Are they of an age (or in the type of shape) that their Doctor has told them they need to do some exercise, or the outlook for them will not be good?
Location - "I notice you live at......so are we (your center) convenient for you? What time do you think you'll be coming?
Establish at least 2-3 times a week now - "What days would suit you best?" Remind them of any of the benefits of your services such as child minding/free parking/air-conditioning/activities to suit all levels etc. that they may require.
o Solve any issues that may occur later now
o Occupation - Is your job an active one or do you sit down most of the day? (Explain why sitting down all day can make you feel tired and lethargic, especially if it is front of a computer screen)
o Are you feeling lethargic at the end of the day?
o Does your job require fitness?
o Is it stressful?
o Does your job require customer contact?
o Do they need to look good for their job? (And why)
o Find out the real reasons WHY they want to start an exercise or fitness routine
o What have achieved in the past, how long ago was that, did they feel and look good then why.
What were they doing then that was different to what they were doing now.
Let your prospect do most of the talking, quite often they will tell you what are the compelling reasons that they want too get fit, tone up, lose weight.
Remember when THEY tell you it's the truth, their truth!
The more your prospective clients disclose about themselves the closer they are to taking part in your services, now go and have your best week ever!
Kim Martin has been involved in the fitness industry in various roles from being an instructor/owner of a martial arts centre in Adelaide, managing various centres, to owning and managing a marketing company that generated between 70-500 new members in anywhere from 2 -7 weeks. He has personally sold $22,000 in memberships in a single day.
His passion for the industry remains undiminished and he still works in a "hands on" role for a large western suburbs fitness centre (Definition health club). He both sells memberships and owns the telemarketing company that has generated over $2,500,000 in sales over 6 years for this centre running mini year round promotions where the business gets 100% of the residuals.
His main website at kimmartinfitnessmarketing.com kimmartinfitnessmarketing.com is guaranteed to get more leads,more sales and more referrals for anybody involved in from of health and wellness occupation from martial arts,Yoga,personal training,fitness centres, massage therapists etc.
Two free resources for you to improve your mind, body and spirit Please cut and paste the whole link into your web browser. Email Him at
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