Tag Archives: personal trainers

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

Web 2.0

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Do you want to succeed in building a solid clientele? If you answered yes to this question than in order to survive in this technological world you need to use the Web 2.0 tools available to you.

You may have heard the term Web 2.0 and wondered what are they talking about? Web 2.0 is a buzzword, which describes the trend in the use of the World Wide Web as a platform and the new technologies that are being used to share information and establish online social communities. Essentially, Web 2.0 allows trainers to be able to do two things.

C:UsersAnne VioletteAppDataLocalMicrosoftWindowsTemporary Internet FilesContent.IE5YK60PBRRMPj04393500000[1].jpgFirst, it allows us to connect with our prospects and clients. And second, it allows us to be heard as experts in our field.  It has never been easier than now and with the explosion of all the social networking sites, like Facebook and MySpace, blogs, podcasts, and wikis.  Have you embraced the new trends or resisted them?  If you fail to adapt and use these new trends, there is a good chance you will be left behind.  Also, it is no longer “good enough” to just meet a couple of times a week with your clients. You need to try and interact with them in some form almost everyday and this can be accomplished with all of the new platforms and technologies.

 

Excerpted from “Anatomy of Sales”

Customer Service isn’t Dead

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I thought Customer Service was dead! I am happy to say it is not! You see every week in our staff meeting we have a time to share great customer service stories with the staff and for the last three months I have been on able to share any real great experiences but last night that all changed. My wife and I were out on “date night” and went to a brand new restaurant. Yes, I branched out and decided to try something new and different, which turned out to be great. Why, was it so great you may ask? Well, at first it started out a little shaky because we were sat at our table and five minutes had went by and no server had approached us. Now, one thing I always do is time how long it takes for someone to greet us and take our drink orders. This comes from my days of working in the restaurant industry back in college. Okay, so finally we were greeted and the first thing our server, Sloan, did was apologize for us not being greeted. You see, we had had a glass of wine from the bar and she thought that someone had already taken care of us, but nonetheless she felt bad and immediately tried to change the situation.

Lesson number one – if things start out bad you still have time to change the outcome but you must act fast. Apologize and start trying to create a memorable experience.

Okay, so once she apologized she started to create a memorable experience for us. First, she told a story about the wine we purchased, which was really cool. Then, she made some really great recommendations  on the menu. And finally, when we had a hard time choosing between two different items she offered to split both plates with half of each order. What was interesting about that was the couple next to us asked their server if they could do that and he had some lame excuse as to why it could not be done. So here is lesson two.

Lesson two – be different and create an experience. It wasn’t that I absolutely loved the food, but the service and memory that Sloan,our server, created for us.

I can not begin to tell you that in this economic time period “Customer Service” is going to make the difference between your training or someone else. People will buy but will buy great memories!!!

Coach Dave

The fastest way to a six figure income

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I am sure you have heard the saying, “If you fail to plan then you are planning to fail!” Don’t just take my word for it see what a study from Harvard showed on the benefits of planning.

Plan – The best sales people review every detail and plan in advance. There was a study conducted at Harvard Business School that showed how important it is to a business to have a written plan.  The study was conducted over a twenty-five year period and tracked 1,600 businesses.  These were the results:

·      70% of the businesses in the study had no written plan or verbal plan

·      27% of the businesses in the study had verbal goals only

·      3% in the study had them written down

·      98% of the wealth was held by those 3% of businesses who had them written down

the proof is in the pudding. Start planning today even if it is a plan for the next 90 days. Doing something is the action step here.

Coach Dave

Excerpt from “Anatomy of Sales”