Advice from 3 Fit Pros Who Crushed Their Sales Goal
Did you know what Amazon, Google, Disney, Lotus, and Harley Davidson all have in common?
They are all incredibly successful businesses that started in a garage.
They are the quintessential rags-to-riches stories. That is also why so many people are interested in reading biographies and books about the people who founded these companies. (Think Steve Jobs, Jeff Bezos, Walt Disney, etc.)
People (especially other business owners) are generally curious how successful people get where they are. What did they do? What books did they read? What habits did they form? What was their mindset about sales & marketing? What tips would they have for me?
At Fitness Revolution, we have been fortunate this year to watch hundreds of fitness professionals see massive growth this year. And we’re pretty stoked about that because we are on a mission to empower fitness professionals to change the world, one client at a time. 🙂
So we thought we would let a few of our clients that crushed their goals share some of their fitness sales tips that sparked a wave of new clients, higher revenue, and increased satisfaction at their fitness businesses.
Marshall Ray’s Sales Tips
Marshall is the founder of Faster Fitness in Brentwood, Missouri. He is also one of our coaching clients.
Sales Tip: Offer a Risk-Free Guarantee
If you ask for people to join your program at your initial coaching session, you MUST offer them a 30-day, satisfaction guarantee. When explained properly, this will eliminate the doubt for a majority of your clients and make it completely risk free.
Whether they need to ask their spouse, make sure they can fit it in their schedule or have some other objection, thesatisfaction guarantee provides the safety net that they deserve (and need to close the deal).
Plus, it helps weed out people that probably aren’t the best fit for your program, because the wrong fit will say no even with a risk-free opportunity.
Sales Tip: Offer Free Bonuses
Once you offer the satisfaction guarantee, sweeten the deal by providing bonuses on the first day that make it an absolute no-brainer for the client. This will be different for every business but these bonuses plus the satisfaction guarantee will allow you to close more members and change more lives.
Pearla Phillips’ Sales Tips 
Pearla is the owner of Fit Body Transformations in Brentwood, New Hampshire. She is also the Peer Advisory Board Co-Coach for Fitness Revolution Nation, and one of our long-term coaching clients.
Sales Tip: Know Who Your Ideal Client Is
At Fit Body Transformations we always protect the “Golden Goose,” which for us is our culture. To do that you must know your ideal client & look for people who have these characteristics.
They may not walk in as the 100% ideal client, but you’ll recognize certain traits or behaviors that you and your team can work with to be developed into your ideal client.
Sales Tip: Have a Selective Mindset
You are interviewing prospects to see if the partnership fits. If it doesn’t, don’t try to put a square peg in a round hole. They are applying to your facility to find a solution to their challenge or pain point. Forcing something that isn’t a good fit rarely results in long-term success for either party.
Sales Tip: Know Your Offer
Once you know who you are looking for you must believe 100% that what you have is the best solution for the client.
The Two Offers to Define:
- Your core offer (your main solution)
- Your front end offer (a low-cost, low barrier to entry offer to test the partnership)
It’s ok if your offer is not the right fit for everyone. Your offers help you continue to be choosy, which will in turn lead to more of the right people wanting to be part of what you have. This will not only increase your sales, but you’ll have a better retention rate. And all fitness business owners know that a solid retention rate equals a solid revenue stream.
Joe Rouse’s Sales Advice
Joe is the owner of Breakaway Fitness in Hampstead, North Carolina. He is also one of our coaching clients.
Sales Tip: Ask (and Dig) for the Why
This seems like a no-brainer but you should be comfortable to ask why over and over again to truly find out why that person is there. Dig and dig and dig. Take notes as you do this so they know you care, and you have something to refer back to when you discuss it with them.
This is going to be their biggest motivation to say yes, and the thing that gets them back on the wagon if they fall off during the program.
Sales Tip: Be Confident in Your Program
Once you get to the sales point where you are presenting the program that is right for them, speak with complete confidence. (If you have vetted them correctly, you can ethically do this!).
Once you have told them what you think is the right program, stop talking. The value of your program should be obvious before that point. Therefore, you don’t have to list off a million benefits or features. This can appear to be over selling, and make it seem like you aren’t 100% confident in your service.
Summary
All of these fitness sales tips are a great way to move the needle in your business:
- Tip #1: Offer a risk-free guarantee to eliminate a barrier to entry.
- Tip #2: Offer free bonuses to sweeten the deal for buyers.
- Tip #3: Know who your ideal client is and who you are trying to close.
- Tip #4: Have a selective mindset when meeting with prospects to find a mutually good fit.
- Tip #5: Know what is your best or core offer as well as what smaller offer you have for people to “test” you out.
- Tip #6: Ask your prospects questions to uncover their “why.”
- Tip #7: Be confident in your services.
You may not be able to try every one of them, but pick 1-2 that resonate most with you and try to implement them in 2017. We’d love to hear what works for you!
Double Your Sales Success With This…
Our clients (including the folks above) all have access to our tried-and-true Sales Process course. This course will show a step-by-step system to overcome more objections, close more ‘right fit’ clients, and eliminate your internal challenges with selling.
You can use our Sales Process Course to boost sales and grow your business!
