Does getting prospects to join your gym feel like pulling teeth sometimes?
You finally get them to come in, find out what their goals are, and present your program — just to have them say, “I need to think about it.”
You and I know they have already been thinking about it. Thinking about it and not acting is what got them to where they are now: out of shape, tired and unenthusiastic about life.
If you’re like me, repeating this process a few times makes you start to question whether you’re actually good at what you do or not.
What if I told you that it has nothing to do with you and has more to do with who your prospect is?
What if I told you…
- there are some people that will never buy no matter what you say, and
- there are some people who will buy everything you offer based on what you say.
Wouldn’t you want to spend more time with the second group versus the first?
I have good news for you – there are 5 simple steps you can use to attract prospects who already want your services. And the best part? You can put it all on autopilot!
Step 1: Who are your perfect customers?
It’s hard to find who you’re looking for if you don’t understand who you’re looking for. Here are some questions to ask yourself about your perfect client:
- Are they male or female? If both, what percentage are males and what percentage are females?
- Are they single or married?
- How much do they earn? What range of occupations do they have?
- What do they like to do for fun?
- What are other influencers in your market that they may follow?
- What types of words would they use to describe their health and fitness challenges?
- What do they value the most in their life?
- What value can I provide to solve their challenges?
Step 2: What are you offering them?
Now that you know who you’re looking for, you need to know what their challenges are. What keeps them from making fitness a part of their lifestyle, and how can your service solve those problems?
Step 3: Where do they hang out?
If you look at prospecting like dating, you know that where you hangout determines who you’ll attract. Have you ever heard the saying, “Looking for love in all the wrong places”? The same goes for your prospecting. This is why you need to figure out where your prospects hang out online.
Is it Facebook? Twitter? LinkedIn? Instagram? YouTube? Perhaps it’s several, but if you knew that 80% of your perfect customers spent the majority of their time on Facebook, wouldn’t that affect where you focused your marketing efforts?
Step 4: What message will resonate with your perfect customers?
What message will your perfect customers resonate with? If you know their challenges, crafting a message to cater to them will be easy.
Step 5: How do I get my perfect customer to take action on my offer?
Lastly, how do you get your perfect customer to take action on your offer? An offer shouldn’t consist of hitting them over the head with a free gym trial until they come in, it should be similar to a series of dates. How can you go from being strangers over a cup of coffee to getting to know each other better over dinner? And so on…
Here’s another way to look at it:
What can you do to provide value without asking for anything in return? Then, how can you invite them to take the next step? This could be an invitation to check out your gym and what you have to offer.
You wouldn’t ask a complete stranger to come over to your place, right? So why would you ask a complete stranger to come to your gym right away?
When you tie these 5 steps together you’ll attract more people who are interested in what you offer. Then you can rinse and repeat month after month as you grow your business.
Now if you’re an online or aspiring online Fit Pro, learn how to add at least 5-10 new clients every month without guesswork or wasting time.
Click the link to request access to our Smart Start Training and learn 4 Simple Steps to Building Your Online Sales Machine.