Tag Archives: Focus

It’s not the Recession It’s You

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I am tired of hearing from everyone saying it is the recession that is causing me not  to do as well in my business. Apple, the company that has changed the way we listen to music and use phones today is a prime example of businesses that are prospering during this recession. The company sold 2.6 million Macs, up 4 percent from a year ago, and 5.2 million iPhones, a 626 percent leap from a year ago. Totally Mind Boggling! Those numbers are from the previous business quarter and they tell me one thing and that is if you have a product or service that people want, it does not matter how bad the economy is they will seek it out and buy it.  So, stop blaming the economy and focus in on changing you. People are going to buy from people they like and trust. Pretty simple and the first thing you need to do is start becoming a person who is likable and trustworthy and you will break this bad economic cycle and will start to prosper. See you on the other side.

Coach Dave

What Business are You in?

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Duh! The Fitness Business, Dave! No, if you are a fitness professional you are not in the fitness business. You are in the business of changing lives. You are in the business of creating experiences for your clients. You are the dream realization business. Too many times have I seen fitness professionals fail because they believe that the business they are in is working out. They believe that it is all about anatomy, biomechanics, sets, reps, and soreness. This is one reason we are having a hard time converting people who currently do not exercise into gym members. Here is a list of things we need to keep in mind when trying to get a prospect to use our services.

1.) Clients buy for their reasons not yours.

2.) Clients want an experience

3.) Clients want their problem solved

4.) Clients buy when they TRUST you

Keeping these four reasons in mind when approaching your business will help when you are in the prospecting mode and trying to gain more business. Don’t get caught in the trap of thinking that you need to inundate a prospect or client with tons of scientific terms and movements. Keep it simple and remember that you are in the business of changing lives and solving problems. If you just focus on solving the client’s needs you will be guaranteed to generate more personal training sales.

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