With the new year just around the corner, I thought it would be cool to give you the actual FORMULA for quickly and easily getting clients into your fitness business. Mind you, these are not marketing strategies or tactics… I’ve given you plenty of those in past articles and you can find many more of them on my blog at PTPower.com.
Now, the reason I call what I’m about to teach you a “formula” and not a strategy is because this works with every strategy and tactic used to get prospects, like; lead boxes, Facebook, SEO, Pay-Per-Click, direct mail, print ads and word of mouth referrals.
I guess you can say this is more of a way of thinking on your part than anything else. Here’s what I mean…
Most, fitness pros who get a lead, instantly go into “sales mode” and attempt to turn that prospect into a client by – and excuse the graphic nature of this description – vomiting information at the prospect in hopes that she will sign up. However, what most people don’t realize is that no one is going to buy from you if 1. They don’t know, like, and trust you. And 2. if you come off desperate. So if you’ve ever encountered objections and resistance from a prospect, it’s most likely because you failed to follow the marketing formula.
So without further ado, here’s the formula for you!
First off, imagine your community, the area that you will be marketing in, as a pond. Also imagine a funnel for a moment. Everyone in the pond is a suspect, and those suspects are at the very top of your marketing funnel.
By using the boot camp marketing and lead generation tactics and strategies above you are going to identify the prospects from the suspects by making irresistible offers. Now this is where most fitness trainers go wrong because they instantly go into sales mode and attempt to sell the prospect on a program without building a relationship, winning trust, or positioning expert credibility and authority. And that is why your prospect going into “buyer’s resistance mode” and starts launching off objections at you. Never fun.
The process that’s missing, and is most critical is the “prospect incubation time”. This is where you use email marketing, video marketing, social proof, expert articles that you’re written to position yourself, establish rapport and get the prospect to know, like and trust you. Essentially what you’re doing is taking the prospect from a place of being indifferent about you and your services, to recognizing you as the local fitness expert and trusted authority on all things fitness and fat loss. You get them to know, like, and trust you. And by taking this extra step in incubating your prospect you’re ensuring an easier sales process, fewer or no objections and often time a larger investment in your program.
Best of all, by positioning yourself as an expert and a person of credibility and authority you will retain that client for a longer period of time and stimulate more referrals from her.
Get more boot camp marketing and personal training marketing, strategies and systems for building a better fitness business from the ground up by visiting to PTPower.com.