One of the biggest challenges I went through when transitioning to an online business for the first time was how to structure my sales process.
I mean, there’s no way the process could be the same as the one I was using when I worked in gyms before, right?
Well…the answer is yes, and no.
Let me explain.
The sales process you use depends on one thing:
Do you charge high ticket pricing for your programs or low to mid-range?
For the sake of simplifying let’s say high ticket pricing means it costs $1,000 or higher to work with you.
The higher you charge, the more thought your potential client has to put into making a purchase.
For example, if you bought a $10 dollar product that ended up being terrible, would you get upset or would you just move on?
Now to contrast. If you bought a $2000 dollar product or service that ended up being terrible, how torn up would you be about it?
The point is, there’s more risk and commitment involved for someone who purchases a big ticket item versus lower ticket item.
The lower the cost, the less conversations you need to have with prospects.
The higher the cost, the more conversations you need to have with prospects.
So if a purchase with you means more risk is involved for the prospect, it’s going to take a few more touches in your sales process to build rapport, and more importantly, to build certainty with the prospect with what you are offering is the right fit for them.
Thus comes the Two Stop Close Method.
It’s simple. The first touch is a 20-30 minute needs assessment and rapport-building call. This allows you to qualify the prospect to see if they fit what you’re looking for, and to set the tone for what it will be like to work with you. If those two things go well you’ll move on to the next step.
The next step is to offer them a custom plan where you’ll walk them through the steps of what it will look like to get “X” result. This is your sales process. At the end of your presentation, if the plan made sense and it’s what they’re looking for, you’ll show them the options you have if they would like to continue working with you.
Throw in this extra step if you want to charge higher prices and watch your closing percentage skyrocket.
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.