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Sales
[ January 12, 2021 by Fitness Revolution 0 Comments ]

10 Sales Questions You Should Be Asking

When someone comes into your gym, there’s a good chance asking the right sales questions will enable you to close the sale. But, the minute you start talking to them, they may instantly shut down and run for the door.

Why does this happen?

The average consumer is very smart. They can smell a sales pitch a mile away. But, if you’re able to ask the right sales questions, there’s a good chance you can sway them without much hesitation.

Because face it, consumers may know what they want, but they have too many options.  So it may be hard to differentiate yourself from your competitors.

This is why, asking the right sales questions in your initial meeting, could help uncover the core needs your potential lead has. For example, if you uncover those core needs, you can show them how your gym can help them accomplish their core needs.

Those 10 questions include:

1. What brought you in today?
2. What are your short and long-term goals?
3. What would it mean to you to reach your desired goals?
4. What have you tried in the past? And why weren’t you successful?
5. What do you like about your current gym or workout situation?
6. What weaknesses do they have that have prevented you from being successful?
7. What type of relationship do you want to have with trainers and staff here?
8. Do you struggle with motivation?
9. If timeline or budget weren’t issues, what would your ideal solution look like?
10. How soon can we start working with you to reach your goals?

Although there are plenty of other questions you can ask, these 10 can get the conversation started.  This way, you can build a stronger relationship and rapport with your potential prospect.

The more you know about them, their situation, and what drives, and motivates them, the more you can tailor your sales conversation to their unique struggles or pain points.

Take Home Message

When a new lead comes through your door, there are 10 simple questions you should ask to build rapport and put them in a buying state of mind.

For example, the wrong questions might drive them away.  But the right questions could show them you care about their results, and may be a good fit for them.

Start each sales conversation with these 10 questions so you can turn more leads into paying clients.

Now, if you are having trouble getting your staff trained properly so they sell as well as you do, I highly recommend that you download our special report that explains exactly how you can:

CLICK HERE To Get Your Staff To Sell More Like You >>

Marketing
[ November 6, 2020 by Fitness Revolution 2 Comments ]

Marketing To One A Key To Your Success?

You know your marketing message is one of the best ways to get your message in front of others—especially the people you want to attract into your gym.

But when you’re marketing, it’s better to focus your message on one person—as opposed to a large group of people.

This allows for a stronger, clearer, and more concise message that will resonate with your target market. Even if you want to attract thousands of people to your gym, you’re not going to be successful if you’re trying to market to all of them—and not just a small segment.

Each person has specific needs and goals they want to accomplish. And if your marketing focuses on everything they may want, the message may appear cold and out-of-touch. But, if you’re able to focus your efforts on speaking directly to one person…then your message may impact countless people.

And that’s because they feel that you “get them,” which makes it much easier to sell them on a program or service.

Here’s a quick tip for making your message resonate:

When designing your marketing, pretend you’re talking to your mother…your spouse…or a close friend who has professed a particular need, or result, they want to accomplish. This way, when you’re crafting your marketing message, you’re doing it in a way that will make you feel more connected and engaged to your audience.

If you’re able to satisfy the need of one person…and they are able to share what your gym was able to do for them…

Then they more likely to talk about their experience, which can translate into more business for you–as people read and hear about others experiences that may closely match their needs or pain points.

So…in order to make your marketing more effective, you need to:

  • Market to one person—so you can be more connected to your target market.
  • Understand how your service can impact their lives—and how it solves their problem.
  • This will also give you the information you need so you know how your product can fit into their day.

Take Home Message

Your marketing message is what drives leads into your gym. But having the wrong message, or worse, a message that doesn’t resonate with your target market, could ultimately prevent leads coming into your gym.

If you’re able to speak to your market by focusing on one person—you can finely tune your message, helping you attract the clients you want.

Fixing your marketing strategies can go a long way to boosting leads and sales. And it also happens to be one of the most common mistakes gym owners face.

Just ask Jonathon Price, who struggled keeping his training business open—while dealing with QUADRUPLE the overhead.

He was sitting at $6,000 in revenue…and was the only trainer. He was burnt out…and didn’t know where to go next.

But once he jumped on a call with one of our Success Coaches…he walked away with a plan that eventually led to the breakthrough his business needed.

He had a record month in October—clearing $25,000, while employing 4 trainers. He’s confident he wouldn’t be where he is today without having Fitness Revolution in his corner.

If you want to be like Jonathan—and all our other successful business owners…

Then schedule your FREE call with one of our success coaches today, and we’ll help you fix the biggest problem your business is having. And we’ll do it in less than 55 minutes:

Here’s where to get started.

Two muscular men are making fist bump gesture during workout in the gym
ArticlesFor Business Owners
[ February 28, 2020 by Jay Croft 0 Comments ]

5 Things to Consider When Hiring

Growing your business can come with common growing pains. But if you know where you’re headed, challenges can be a good thing, providing lessons on how to improve and clarity about direction. 

Let’s think about hiring, for instance — staffing up with the right people in the right roles at the right time.

What does your gym need at this stage? Give us 2 minutes and we’ll show you how to keep moving toward success. 

Whether your gym is just starting or is far along on its success journey, you need a recruitment process to identify the best trainers, assistants, marketers and more – new team members who will help get you to the next stage of development.

You’ll find yourself wondering when’s the right time to expand with a new position? Which role deserves the most attention at this point? How do I not get burned (again)?

It’s all part of building a real business and not trying to do everything yourself.

You need a good recruitment process, and Fitness Revolution helps gym owners build a system that will contribute to your growth at every stage. Here are a handful of concepts to consider.

1 – Stages. The recruitment process should have stages of its own, from creating a job description to sharing it, then screening candidates, interviewing top prospects, and onboarding a team member. You can’t just wing it every time; employees are simply too important to your growth.

2 – Salary. Whichever role you’re filling, you need to know the pay range you can afford right now. You don’t want to pursue, say, a senior trainer when you can pay only for a newcomer. Conversely, you don’t want to miss out on top talent by lowballing them.

3 – Clarity. Create a job description that states the responsibilities of the job. Clarity is good for candidates, you, and your other team members. Also include how a new hire’s performance will be evaluated, and how the role fits into the gym’s overall mission and culture.

4 – Mining. Just like you have channels in place to generate customer leads, you’ll need to identify the places to look for talent. The good news is, you probably already have many of them: your friends, associates, social media, community involvement, and professional organizations. But how do you engage them to help with hiring?

5 – Questions. You need to know more about a candidate than basic qualifications. For instance, how do you determine if he or she brings the right intangible qualities? Be prepared with a script or at least a conversation guide for phone screening and face-to-face interviews. Consider, too, background checks and references at the proper point.

Fitness Revolution has helped countless gyms grow from conception through each stage of development, all the way to successful achievement of goals.

We do it by first learning where your gym is today on its own road to success. And we do that by asking you 10 short, simple questions that yield key insights about what’s coming – including the next potential pain and how to turn it into just growth. Start right here.

ArticlesFor Business Owners
[ February 19, 2020 by Jay Croft 0 Comments ]

How to Identify Your Company’s Core Values

Companies that develop a strong culture succeed more than those that muddle around without a clear presence or identity.  

And a key component of a company’s culture is its values: What are the its beliefs? How does it guide its people’s behavior and standards?

Values shape every decision a business makes. For example, internally, values define standards for hiring, firing, and rewarding employees – and externally, they guide your relationships with clients, vendors, and your community.

So, every business needs to develop, identify, and promote its values. This grows more urgent as you develop your company through the stages of its success journey. Surely by the time you’re scaling your business, creating a public identity, and staffing up, you need to know what you’re all about. And you need to make it clear to everyone every day.

What’s your gym’s current stage of business development? It just takes 2 minutes to answer 10 questions to find out.

How, then, do you figure out your company’s values? It’s a slow, thoughtful process – not something to bang out in a single meeting. And here are a few ideas to keep in mind. 

  1. Brainstorm with your leadership team and your employees about the qualities your company should exemplify. (Remember, there’s no right or wrong answer or good/bad suggestion when brainstorming.)
  2. Group the ideas to clarify their meaning and avoid redundancies.
  3. Start eliminating them, aiming for 3 to 7 ideas that you want to build into action-oriented values.
  4. During the process, use some extreme ideas to find out what your gym is all about. For instance, do you want your culture to be direct and no-nonsense, even if it seems rude? Or do you want it to be nice and conflict-averse, even if it means no one’s ever really clear about touchy subjects? Are you so “innovative” that you rush to seize every new technological tool – or so afraid of new things that you miss out on useful advances?
  5. Be sure everyone feels included – from top down AND from down up. You won’t get employee buy-in if it’s all an executive order, while the team will need your leadership in words and actions.
  6. When you have your list of proposed values, put it in a drawer and forget about it for a month. You might want to make some adjustments after some time has passed.
  7. Finally, make your values known to everyone all the time. Display them in your company handbook, on your website, and at the sign-in desk. Promoting your values distinguishes your company like a stake in the ground: This Is Us (and This Is NOT Us).

Fitness Revolution’s client-partners receive thorough coaching on how to develop and share your core values. We’ll also help you keep an open mind for an occasional tweak that honors where you’ve been while clarifying where you’re headed.

Values make up your culture, and the right components of both will get you to the next stage of business development – and beyond. Let us evaluate where you are today on your success path – and how to get you all the way to the goal. It takes just 2 minutes to answer 10 questions and get started on the ride of your life.

People drinking protein shakes at the fitness bar in a gym
ArticlesFor Business Owners
[ February 12, 2020 by Jay Croft 0 Comments ]

7 Tips to Keep Your Clients Engaged

To keep clients coming back year after year, you need to do more than help them reach their fitness goals.

You need to engage them on a continuing basis — while they’re in your gym and even while they’re away.

“Engagement” is more than just a buzzword. It’s the connection between your client and your business through various channels – in person, through social media, through email marketing and advertising, in your community, etc. It’s how you create strong emotional bonds so they feel like a part of your business.

But it’s about much more than feelings. Evidence is clear that clients who are highly engaged spend more money with you. They stay longer. And they bring you more referrals.

Whether your business is just starting out or is already established, you need consistent, dedication to keep your customers engaged.

You have big dreams about where you’re headed. But do you know where your business is right now? Find out in just 2 minutes with our simple, free survey.

Here are 7 tips to use every day.

  1. Apply the Human Touch. Yes, social media and automation are important. But so is making in-person connections with your clients and getting to know them face to face.
  2. Create the Right Client Experience. From onboarding through the initial 30 days and beyond… remember that a successful marriage doesn’t end at “I do.”
  3. Improve Customer Service. Take complaints seriously. Treat an unhappy client like an opportunity – to turn around a bad situation or just to learn from it. Make sure even your front-desk person knows how to respond to a little friction.
  4. Love Your Fans. Find your most enthusiastic supporters and encourage them to keep spreading the word about how happy they are with your gym. Don’t take them for granted.
  5. Keep It Real on Social Media. Make sure you’re accurately presenting your gym and your brand. Do it to express your values and share information, not to impress or promote a false image.
  6. Promote Client Successes. Telling stories about a customer’s victory is a classic win-win. The clients meet their goals, and you have a powerful piece to promote your services.
  7. Share Valuable Content. Most of the time, that means it’s not a direct offer or a pitch for your gym. Engaging content is interesting, educational, emotional, or even just amusing.

Engagement is a basic part of retention, which is crucial to building your business from one stage to the next. What stage are you at now? What else is important to reaching your ultimate goal?

We’re here to help you navigate your success journey. Start here with 10 easy questions that will take less than 2 minutes to answer. We know you’ll find the results engaging, to say the least.

ArticlesFor Business Owners
[ February 5, 2020 by Jay Croft 0 Comments ]

Retention Invention: No Client Left Behind

It’s so easy for gym owners to focus on getting sales that they sometimes forget to spend enough time on keeping the clients they already have.

But to ignore retention is to invite failure. You need a system to ensure that you’re not leaving any client behind from month to month. Engage them continually so they stay longer, make more referrals, and spend more money.

Retention is one of the biggest indicators of how your business is doing, at any stage of its development. It’s important for a new business to bake retention strategies into its operations – and retention remains just as crucial for an established gym trying to grow or expand. 

Where’s your business in its journey to success? Click here to take our short survey to get your free evaluation. 

Plus, we all work hard to acquire clients. It’s easier and cheaper to keep them than to replace them. And with a steady month-to-month client base, you have more stability in your revenue, you can plan with confidence, and you can build a better culture for employees and customers alike.

We created our No Client Left Behind system to give you the tools to engage them from the start and throughout their time with you. The system is easy to follow and based on just a few concepts.

Here’s the key idea: A client’s most critical phase with your gym is in the first 30 days. It’s easy to see why. He or she is coming into a new environment, learning new concepts, and applying them in ways that might be awkward. Change is hard for anyone.

So, you have to make it easy on them, particularly in the first month. That involves:

  • An onboarding to welcome clients and establish expectations. You can’t let them feel like they’re wandering around in the dark.
  • Weekly reports based on attendance that you use to follow up with people who don’t show. It demonstrates that you care and reveals potential problems early.
  • Surveys also show you’re interested in the newcomer’s reactions and opinions, and they give great ideas for improving your customer experience. 

If you provide a good, clear first 30 days, you’re on the road to long-term engagement. That’s when they love working out with you because they feel great about themselves. That’s when they bring in friends and family. That’s when your gym becomes a part of their lives.

But to start, of course, you evaluate a new client so you can provide the best, most personalized experience. And with the same goal for new gyms we work with, Fitness Revolution gives our newcomers a 10-question survey that takes just 1-2 minutes to complete so we can guide their gym to success. Take it here to get started.

Next week we’ll share seven tactics to keep your clients highly engaged so they’re less likely to leave and more likely to keep bringing you more revenue.

ArticlesFor Business Owners
[ January 29, 2020 by Jay Croft 0 Comments ]

Your Checklist to Guide Leads Through the Sales Process

Everybody wants to make a sale as quickly as possible, right? Wouldn’t it be great if we went from getting a lead to closing the deal – just like that?

Well, that’s a nice fantasy. But reality calls for a system to nurture leads through your sales funnel. You’ve got to actively guide them through it, from the first time someone expresses interest in your service to when you sell your core offer.

“Systematic nurturing” is critical but not so complicated. You need to build it with five key components.

  1. Data collection. Keep track of all leads’ names, contact information, date you got the information, and their stage in the funnel.
  2. Communication intervals. Establish a consistent rhythm for reaching out to leads and moving them to the next stage. For example, you could try, “Day 1 — Call; Day 2 — Text; Day 3 – Email.”
  3. Boundaries. What do you do if the lead responds to your outreach? What do you do if he or she doesn’t? You need to set up standards for each possibility along the way. And decide how many times you’ll try to connect before deciding it’s a dead end.
  4. Tracking. Make a note of all your efforts and results – say, each time you called or sent an email, and how the lead responded.
  5. Followed By All (FBA). Everyone on your team must take the same steps. Systematic nurturing depends on consistent execution. You want all your follow-up to look and feel the same.

To nurture your business toward your goals, you need to know where you are today. Answer 10 questions and we’ll tell you now. For free.

Now, here are three components that systematic nurturing does NOT need. These are common beliefs we have about ourselves that can hinder us in the sales process. Apply a little psychology and self-love so you’re not blocking your own progress with these limiting beliefs.

  1. A non-response means “no.” Actually, a non-response is just that and nothing more – and definitely not a rejection. Research shows it takes an average of eight follow-ups to get a meeting with a new prospect. People are too busy with their own lives to pay that much attention. They’re counting on us to make it clear we have the right solution to their problem.
  2. Follow-up makes me feel icky and annoying. Nobody likes to be obnoxious. But the key is where you apply your focus. Are you mostly concerned with what you can get out of this guy? Or are you sincerely trying to help him solve a problem? When you make that shift in thinking, you’ll see yourself as offering value, not being a bother.
  3. “I shouldn’t have to follow up. If they want me, they will call me.” It’s a variation on “If you build it, they will come” — but remember, “Field of Dreams” was a fantasy, too. In business, we have to work to engage our customers, even after we think we’ve already done our part. Consumers want businesses to take the initiative rather than passively wait. Make it easy for them by following up systematically, or you’ll lose them along the way.

Don’t limit yourself with these kinds of beliefs. Systematic nurturing gives you a guide to follow that’s more reliable than insecurity and second-guessing.

The truth is simple: Having a follow-up system for nurturing your leads is an essential part of a successful, high-functioning sales process.

Gym owners – where are you now in your path to success? Give us 2 minutes to answer 10 questions and we’ll tell you. Then, we’ll start guiding you to get where you want to be.

Get Your Free Evaluation Now

 

 

 

ArticlesFor Business OwnersStage 1
[ June 14, 2017 by Fitness Revolution 2 Comments ]

How to Convert More Leads Into Personal Training Clients

Converting leads to clients is the secret to growing your fitness business. Take a look at these 4 keys to making sure you are maximizing your marketing.

For Business OwnersFor Fitness ProsStage 2Videos
[ June 11, 2017 by Fitness Revolution 0 Comments ]

How To Start Using Video To Get More Leads

Video is the king of all content right now and it’s not going away anytime soon.

Here are some crazy stats that show you how powerful video is:

  • Video posts have a 135% greater organic reach on Facebook
  • YouTube reaches more 18-49 year olds than any cable network in the US
  • 93% of marketers use video to promote their services and products
  • 55% of people watch videos online every day

If you want to learn how to create a great content that will get you more leads using video check this out…

Our friends over at Monkey Reel Media give you a few tips to helpyou get started here:

Check out Monkey Reel Media’s free training series here: http://monkeyreelmedia.com/training-series

Need More Marketing Help?

Check out the marketing courses and modules inside The Academy.  This is the industry’s top resource for growing your business.
Business Challenges

ArticlesFor Business OwnersFor Fitness ProsStage 1
[ March 1, 2017 by Fitness Revolution 0 Comments ]

How To Prospect Your List For Qualified Sales Leads

Do you have a list of leads or email subscribers that haven’t joined your personal training programs yet? Here’s a few ways to prospect that list and find some new clients.

ArticlesFor Business OwnersStage 2Videos
[ September 26, 2016 by Fitness Revolution 0 Comments ]

An Easy Way to Attract More Clients

How would you like to discover a method for attracting more clients and automating the process of converting them into clients? That’s exactly what you’ll discover in this video.

ArticlesFor Business OwnersStage 3
[ June 7, 2016 by Fitness Revolution 2 Comments ]

Keeping Score In Your Business

If you’re running a business, you better be keeping score. There are 7 key metrics that you need to be tracking of each month. You should also be setting goals for each quarter to see if you’re on track to have the success you want or if you need to change something in your business. So, are you keeping score? Is it the right one?

ArticlesFor Business OwnersFor Fitness ProsStage 1
[ April 26, 2016 by Fitness Revolution 0 Comments ]

6 Sales Tips To Close More Clients

Nothing happens until after the sale! You can’t help your clients until they have joined your program. In this article you’ll discover how to optimize your sales process using 6 simple tips from sales expert Ryan Ketchum.