Resist Your Fear of Asking!
You’ve finished the initial session with a prospective client, now what? Sales gurus suggest that we fail to gain commitment to purchase on approximately 62% of prospects because we don’t ask them to participate. You’ve got to resist your fear of asking. Use phrases like “Let’s get started immediately” or “We should get started right away so we can start working towards your goals. I’ve got Monday or Wednesday available at 7:00 am. What would work best for you?” or “Based on your goals, I think we should try a 20 session package” or “Most of my clients see me three times a week. How does that sound for you?” or “Let’s go with a 6 month package because that will be enough time for you to experience incredible results!”
You’ve got to ask for the business. Sit down and review the program and the suggested plan for success. You may say “John, I’m so glad we were able to start you off with four key abdominal exercises. You can start on those immediately. You’ve also told me it’s important to you to tackle fat loss. I can definitely help design a program that includes aerobic exercise, muscle conditioning and proper nutrition–all key components of an effective fat loss program. There are lots of ways that you and I can work together towards your goals. Some of my clients see me as often as five times a week and others as little as once every two weeks. It depends on how much time, and of course finances, they want to commit to their goals. What do you think would work for you?”
Once you have asked the client for a commitment, stop talking and wait for his or her response. Sales experts suggest that people need three to four seconds before they can respond.
Also, remember to look for signs that the prospect is telling you he wants to invest in your services (checkbook or day planner comes out). Timing is everything. Don’t ramble on with more information if the client is ready to sign up. If you wait too long, he may change his mind. Have you ever been in a situation when you’re ready to buy and the salesperson is still trying to sell you? If your client is ready to make the commitment to their health and fitness, shut up and let them buy.
Yours in health, fitness & business,
Sherri McMillan
ps. If you haven’t heard, we’re offering 20% off our ’1st session with a Client’ Evideo until the end of May so you have 1 week left to take advantage of this offer. I teach you everything you need to know to close 80-90% of your new client sales. Plus you get to see me with a real live client! It’s a great training video for yourself and your team! Click the link below for more information.
