What Business are You in?
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.