Fitness Business School – 3 Strategies for Closing More Sales

Full Transcript

Hey, Pat Rigsby here. And in this episode, I want to talk with you about three simple strategies that will help you close more sales and generate more revenue. So let’s get to it.

Welcome to The Fitness Business School podcast – the show for fitness business owners who want to grow their income, increase their impact and improve their lifestyle. Be sure to listen til the end of this episode, because we have a brand new special offer exclusive for listeners. So stay tuned.

I don’t know about you, but when I got into owning a fitness business, I was not an experienced salesperson. And, in fact, like most people, I didn’t really enjoy sales. I didn’t come from a background of having a whole lot of income, so the thought of selling somebody something expensive, it was kind of uncomfortable to me. I didn’t like rejection. I just didn’t enjoy the prospect of selling. But over time, I came to understand that selling is helping and if I’m not inviting people into the programs that I offer, if we’re not bringing people in and helping to solve their problems and help them achieve their desires, then we don’t really have a business, and that all begins with a sale. A sale isn’t the end of the journey; It’s the beginning of a journey. And so there are three simple tactics that we teach our clients to use to help them sell more training in a really simple and fluid kind of way.

The first is this idea of being open every day. We ask our clients, our coaches, we say, okay, put what we call a super signature at the end of every email, put an offer at the end of every post, that we want to make sure people always know how we can help them whenever they’re ready. It’s not just about, hey, when we want to go ahead and run a challenge or when we want to run a promotion. They need to know that we’re on their clock. This is their journey. This is their willingness to get started, so whenever they’re ready, we want to let them know that we’re available. And the cool thing about that kind of open every day mindset is somebody may see that offer three, four, five times, they may see it 10, 20, 30 times before they do anything with it. Now, if you studied any sort of advertising, they’d tell you people need to see or hear an ad seven to fourteen times before they take action, so this kind of checks that box for us. We try to keep this offer at the end of every email or this call to action at the end of every post or video to make sure that people don’t ever have to kind of fumble around and search and say, well, how do I hire these guys, how do I work with these guys if they are ready. So that open every day mindset, that’s the first strategy that we employ to really sell more training.

The second thing we do is employ what we call an invitation, an invitation tactic, basically saying, hey, we’re going to be doing this program beginning in September, would you like to join us? We’re gonna be doing this thing together. I’m gonna be getting together with a few clients. I’m gonna be taking on a few new clients. Would you be in joining us? Would you like to work together? Would you like to learn more? And it’s basically just an invitation, no different than the way that you would be if you were gonna ask somebody to go to lunch with you or if you are gonna ask somebody to go out to the movies or to go do anything with you. Sure, they may decline. There’s no pressure on them to do it. But we want to basically extend this invitation so that they know, hey, we’re gonna do this. It’s got a little bit of urgency to it, but there’s not this hard deadline that we have to really stick to. And if we put that out there, it’s very direct. There’s nothing else. It’s not like our common content that all of us are sharing through email, through Facebook, on YouTube, anything like that. It’s not, hey, the offers buried at the end. When we do it an invitation, that’s the only thing that we’re sending out. That’s the only thing that’s going out in that email or that post. It’s basically I’m going to be doing this; Would you like to join me? And then finally, the third is a deadline-driven offer. Now, if you’ve been around this industry for any period of time, you’re really familiar with these. And, in fact, this is basically how most things are sold on the internet. And in many cases, it’s the way a lot of things are sold through any sort of advertisement. And it’s this kind of pain of loss that we’re going to incur if we don’t act now.

Now, with deadline-driven offers, there are really kind of three levers or incentives that people use. There’s the discount incentive. So if you don’t act by a certain day or time, you’re going to miss out on saving money. You’re gonna pay more than you need to. So there’s that kind of pain of loss. The second one is this idea of a gift with purchase, and you see this used a lot in the retail sector, especially in places like cosmetics businesses, where if you do this thing, if you join this program, if you make this purchase by a certain date, you get this bonus, you get this extra gift.

And then the third is a closed enrollment. Basically the opportunity completely goes away. So we saw this so much a few years back and it’s about to come back now. with transformation challenges. Basically, hey, our challenge starts on Monday, so you need to enroll now. And what’s great is we coach our clients to use conversion events like challenges, like jump start programs, those sorts of things, and they really lend themselves to deadline-driven offers that we’re gonna mix in every four to six weeks to make sure that those people that have been in your marketing pipeline for a while, if they’re on the fence, this is kind of the nudge they need to take action.

So if you’re not employing these three simple selling tactics, you’re probably missing out on a significant amount of sales and, more importantly, a bunch of revenue that you’re leaving on the table. So again, we want to make sure that we are open every day, that people always know how they can do business with us, that we’re making invitations with some degree of regularity so people know, hey, I can get started now, there’s a direct invite to go do this thing, and we’re incorporating periodic deadline-driven offers to get people off the fence, to nudge them forward, to get them to take them action. You put those three in place, you’re gonna see your sales skyrocket.

Thanks for listening to this episode of the fitness business school. Before you go. I have a quick announcement. When I first connect with a new fitness business owner, they almost always ask me, “How can I get more clients and earn more money?” Well, I have an exclusive offer for you as a listener of this podcast, and it’s going to help you do just that. As a listener of this show, you can test drive our Business Growth Accelerator coaching program for 30 days free of charge.

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