Sell What The Prospect Wants Not What You Want
If you are a club owner, or trainer, or club admin - when it comes to selling personal training - it’s not unusual to think in terms of what you want when talking to a prospect. For example - you want to sell 50 PT sessions, or 10 PT sessions, or 20… That’s why there’s a good chance your sales packages are designed exactly around what YOU want to sell. 10 pack, 20 pack, 30 pack of PT sessions. Then perhaps you show them your clubs equipment to try to close the deal.
Your prospects on the other hand couldn’t care less about what YOU want to sell, and they don’t care too much about what brand of treadmill you have either. They care about losing weight, getting fitter, looking better. If they didn’t - they’d still be on the couch.
So, sell them what they want - not what you want. Your conversions and ability to sell drastically more PT sessions will thank you for it.
Sell them what it takes to get what THEY want & have your packages designed around what your customers want to buy. If you can show them that it’ll take 3 sessions a week for 12 months to get what they want - then it’s an easy next step to show them the packages that fit that. Your 3 sessions a week package - not your 10 sessions package.
Then….you have them understanding they need to buy 12 months worth = 156 packages, and with ClubReady you can take that in installments, automtically charged to their credit card each month, so in addition you are making it even easier for them to say yes. Then you show them their personal login area, the ability to schedule online, track their nutrition, read articles and it’s a slam dunk. Who do you think they’ll be giving their money to? You or the club down the street that is still trying to sell what the club owners want and offers them nothing in terms of their own personal club login. It’s a no brainer.
Sell what they want, address their need, not your needs and remove any remaining barriers to lock in 6 or 12 months of commitment.
