Category Archives: Sales

First Class Service

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What can you learn from flying first class and how can you apply it to your  business?

Well, let me tell you I finally get it! This past week I had to fly to Orlando due to the passing of my Grandfather and I flew first class. This was only the second time I have had the opportunity to fly first class but what an experience. Now, it did not come cheap. We had to use a lot of our miles, as well as pay a small fee, but the airline made it worth it. The reason the airlines make it worth the money is because the airline companies know that the first class passengers spend the most money and are probably the most loyal. This is what you need to take note of. Most sales professionals and trainers spend way too much time and effort on getting new clients and don’t realize that they need to spend more time on giving their current clients first class service.

Why, you ask? Well, the clients who train with you the most are going to continue to train with you, and will also continue to spread the good news about you. So, what can you do to start creating first class service?

Here are a few things:

1.) Send a thank you card to your clients – a spontaneous card thanking them is a very nice gesture, which shows you took the time out of your schedule to show your appreciation.

2.) Comp them a personal training session – Set a number of sessions trained and after they hit that number give them a comp session.

3.) Give them a small gift – you can get creative here and you do not need to spend a lot of money here. Remember it is all about the gesture.

4.) Start a distribution list and send them motivational quotes and articles.

5.) Remember kids names, birthdays, anniversaries, etc… Use this to send emails, cards, and congratulations when you are talking to them.

 

Now, these are just a few ideas, but the point here is you need to go above and beyond to create memorable and positive experiences for your clients. The airlines have been providing first class service for a long time and they know how to get it right, so if you need to see what I am talking about fly first class and then start providing first class service.

Fortune in the follow up

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Okay, I know I said I was going to finish up the 5 Steps to Successful Selling series last week, but things got away from me. Sorry about that! So, today I am going to finish up with step number five, “The Fortune is in the Follow up.” In case you are just joining me with this series you can see the start of the series at the original post 5 steps to Successful Selling.

V. The Fortune in the Follow-Up

A.) Past and Present Clients – So many times I see personal trainers asking and looking for new clients and I tell them that you need to look at your current clients and previous ones to see if you can get more sessions from them as opposed to looking to add sessions through new clients. Why do I say this? Well, it is easy to get clients whom you have already established a trusted relationship with to buy from you as to build a new relationship. 

B.) New Members – Now, if you are new or need to build up a current and past client list then you need to focus in on new members to your gym or club. The key here is to build trust and rapport with them and show them that you can solve their problems. Once you have established that relationship set a time frame, say like six weeks, and follow up with them to see how things are going and keep the connection. You never know if they will decide to start training. 

I can’t tell you

Top Ten Things You Need to do Right Now

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  1. Believe in yourself
  2. Quit Listening to all the Naysayers
  3. Set Goals
  4. Write out a plan to get to your goals
  5. Share your goals with your closest frieds and family
  6. Read and listen to motivational books
  7. Keep a journal on thoughts and happenings
  8. Review and reflect your journal
  9. Finish Strong
  10. Win

The Power of Planning

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With college graduation approaching it reminds me of a time in my life where I had no real clue as to what I was going to do after I graduated. Up until this point I had a goal of being the first person in my family to graduate college. I was stoked that I had just finished an internship at the Cooper Fitness Center and was now ready to graduate and head into the real world. The only problem I was not sure if I wanted to work with athletes or wanted to do personal training. As you know by now I went the personal training route; however, when I first started I had no plan. It was not until I read Stephen Covey’s “7 Habits of Highly Effective People” that I started to plan. Also, I wrote a post awhile back titled “The Fastest Way to a Six Figure Income, which summarizes the study conducted by Harvard and showed the power of planning. I suggest you read it and see for yourself the remarkable results. Okay Dave, if planning is so important show me what I need to consider for my individual plan.

A.) Yearly – You need a plan for the entire year and the following should be included:

  1. desired annual income
  2. personal development
  3.  professional development

B.)Monthly

  1. needed monthly income
  2. planned events
  3. unplanned events
C.) Weekly
  1. needed weekly sessions
  2. adapt and overcome
D.) Daily
  1. DMO – Daily Method of Operation
  2. Consistency

5 Steps to Successful Selling

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I was on a website today and I saw a survey that was asking fitness professionals what they wanted to learn more about. Quite frankly, I was surprised to see that many of the voters were wanting to know more about multiple streams of income for fitness professionals over sales and marketing. Now, I understand that it is smart to want to know more about how to create multiple streams of income, but don’t put the cart before the horse. In order to be successful in any business venture you must learn how to sell and today I am going to start a series of posts that will tackle the 5 steps to successful selling, which I have adapted from Zig Ziglar. Here are the five steps that we will be digging into in the next couple of days:

I. The Importance of Personal/Professional Development

II. The Necessity of Prospecting

III. The Power of Planning

IV. The Art of Closing

V. The Fortune in the Follow-Up

In the next couple of days I will tackle each one of these steps and give you an action step to take, so stayed tuned and get ready to master the art of sales.

Coach Dave