In the world of personal training, a wave of hardcore sales tactics has infiltrated the industry, pushing personal trainers towards a hard sell approach. The idea of coercing clients into a 'yes' or 'no' answer without room for consideration doesn't sit well with us.
There's a better way to initiate relationships—qualify and present rather than sell.
The Hard Sell Problem: Building Relationships, Not Pressuring Clients
Some personal trainers are taught a hard sell strategy, where a client's request to think it over is met with pressure for an immediate decision. This approach aims to amplify emotional pain, coercing clients into a 'yes' by making them feel their goals are unattainable without the trainer's intervention. We believe there's a more respectful way to approach potential clients.
The Alternative: A Two-Step Approach
Instead of diving into a sales pitch, start with a two-step approach. Firstly, ask qualifying questions to determine if there's a genuine fit between your offerings and the client's needs. Not every person is the right fit for your services.
Step 1: Establishing Fit
Once you've identified a potential fit, offer top-level information about your program. Share basic content, duration, potential outcomes, and the various investment levels available. This gives the client a snapshot of what you bring to the table.
Step 2: Consultation and Presentation
The second step involves a more in-depth consultation. Dive into the client's situation, and if you genuinely believe you can help, present the solutions that align with their needs. This process positions you as a consultant rather than a salesperson, fostering an environment of trust and transparency.
The Power of Consultation: Informed Decision-Making
The two-step approach allows potential clients to make informed decisions without feeling pressured or 'sold to.' By acting as a consultant, you establish a foundation built on trust and understanding.
Your Next Step: No-Opt-In Training Opportunity
If you found this approach intriguing, discover how it fits into a comprehensive 12-step process that positions you as an expert. Click here for our free no-opt-in training and refine your client engagement strategy. Because building relationships should be about empowerment, not coercion.