We Do It; You Can Too
At PushPress, we have historically turned 90% of our qualified sales leads into clients. Your fitness facility can (and should) too. Read this article to understand what we do and why we do it. Then implement something like this yourself.
Gym Owners Typically Aren’t Salespeople
If you’re a typical fitness facility owner, you’ve spent a lifetime mastering your craft. Your passion is in helping people find fitness. As a result you might avoid sales, as often sales is seen as a dirty five letter word.
In reality, sales is the lifeblood of your business. If you intend on helping people for years to come, you need to have a understanding of sales.
In this quick post, we’re going to set you up with a couple concepts. If employed, these can improve your sales structure and results tremendously.
Understanding The Role Of Sales
This is the most critical part of becoming efficient at sales.
The salesperson’s job is to help a potential customer understand if their need fits your product. If it does not, you can help them find that solution outside of your business.
If you keep your frame of mind in this context, you should find it easy to sell. In fact, selling might actually become enjoyable.
If you do nothing else, just be honest. Everyone can sniff out a saleperson who’s being deceitful and self-serving from a thousand miles away. In all aspects of dealing with a potential client, understand they have needs they are trying to fill and want to find a solution. Honesty will go the longest way.
Establish A Sales Funnel
You need to have a clearly defined sales funnel and process to follow. There are many reasons for this. First off, with process comes consistency and quality. Also, you should not have aspirations of working 60 hours a week as a sole business owner forever. Establishing a sales process and funnel will allow others to step in and help as needed.
At PushPress, our sales funnel looks like this; Since our business is also modeled after the gyms we run, this can and should be 100% applicable to your fitness facility as well.
Step 1: Initial Consultation (10 minutes)
A quick 10 minute call to qualify if this person is a good fit for our system.
This 10 minutes is critical to the whole sales process because this is where you genuinely listen to the client from a position that is protecting their interests.
If a client comes in telling you that they want to run a sub 2 hour marathon and that’s IT – you might not be the best fit if you’re a strength focused gym. Spend 10 minutes asking them questions, which can help you determine if they’re a good fit. If they’re not, be honest and refer them to a better fit in the area.
Remember: A bad fit will be a drain on your resources and time as you try to keep that square peg in the round hole. Making matters worse, they will likely quit despite all that energy spent.
Step 2: Personalized Product Demo / Q&A (45 minutes)
An extended period of time in which you will relate the clients needs to your product, establish expertise and trust and lay down a solution to their needs.
If the client is legitimately a good fit for your business, only then do you spend time showing them the gym, talking to them about your finer features, etc.
Since this process usually takes a significant time obligation, you should respect not only their time, but yours as well. If they are not a good fit, do not waste time trying to convince them that they are. In the long run they will not be happy and ultimately waste your time.
You should personalize this process to information you’ve gotten from the initial consultation, to make sure you show them how you will address their needs.
Step 3: The Decision
Often known as “the close” we prefer to consider this a simple decision.
By this point, you’ve listened to their needs and you’ve taken the time to show them how you will be solving them. You’ve established your professional credibility and trust and hopefully created a desire for them to become your client.
This is the time you can present them with their options and help them make their decision. In our case, it’s the decision to jump into a free 30 day trial with configuration and migration support. In your case, it might be a Fundamentals course, a couple free classes, some PT or whatever else you use to get people into your training process.
Ready to Get Started?
Looking for Gym Member Retention Software?
Schedule a quick 10 minute call with a gym-owning PushPress customer satisfaction representative today. We will quickly find out your needs and objectives and let you know if we are a good fit for your business.
How Does PushPress Convert 90% of Qualified Leads?
Simple. By disqualifying people that do not fit in our core competencies.
If you sign up for an Initial Consultation with us, and tell our team that you want an all-in-one, expect them to refer you to a couple of our competitors. If you think PushPress should be doing things that go against our philosophies of best practice, expect the same.
We do not try to sell everyone we cross paths with. We only guide those that fit our platform into a decision. Historically speaking 90% of the time that decision is “yes” if they qualify.
Approaching sales like this has saved us a ton of time and energy, allowing us to focus on those who do fit out platform.
It also is a refreshing change from the client’s perspective. Clients love to know you have their interest in mind first. Don’t be surprised if someone reconsiders their positions on things once they recognize this. We’ve disqualified many clients who expected an all-in-one, only to have them come back after reading our positions on it. [here, here, here and here]