Fitness Marketing Show

Show Notes: The following ideas related to converting clients can be found in this episode: Much like a personal relationship that might lead to a date, a prospect must know, like and trust you before you convert them into a sale. You have to value each relationship on your email list individually, as if you had a relationship with them in person. Bring a personal element into your business to cultivate the relationships. You have to treat your prospects and customers like a human being. We’re asking clients to rearrange their lives and change their schedule, especially if they have a significant other and kids...it’s a bigger ask then even buying a car. If we’re asking them to make a big commitment like this when their scrolling through their phone on Facebook, killing time, it just won’t work. Think in terms of building a relationship with this person as well as providing social proof. Don’t rule out prospects as tire kickers just because they don’t buy immediately. The timing just may not be right. Keep in touch with them regularly. Once you have a lead, see if there is a reciprocal interest to what you do. You can do that with phone calls. Once you find out they do, and they get on your email list, keep following up with them on a consistent basis until you get them in your gym for a success session or trial. Add value to their life every day with emails..things that will help your business, or inspire. Put a PS at the end of every email that says when you’re ready, check out one of these options, so when the mood strikes, they can turn into a customer on their terms. In your emails, show how you solve a specific problem, show your personality. Just delivering information isn’t a differentiator, It should be unique information that they can use. You can continue to grow the relationship through podcasting and video, as well as posting on Facebook, Instagram, LinkedIn, etc. It’s all part of increasing the know, like, and trust factor. Whenever someone is ready, we need to take a leadership role and find what the best fit is for them in the context of what you offer..not necessarily the biggest ticket offer that you have. 2 sentence selling tool to convert the sale: What needs to happen over the next 6 months for you to feel like you had a dream come true result? What do you feel needs to change or has to happen for you to get there? This way they are selling themselves on behavior modification. Then tell them how your program offers what they need. Quotable: “Any relationship is a process and if you’re not willing to commit to the process of earning a client, then why should they be willing to commit to the process of being a client?”

The following ideas related to attracting clients can be found in this episode: 1:36 Introduction 2:46 Being different - your ideal clients are people first. Your goal is to connect with these people. 4:40 Becoming Visible 9:30 Starting the conversation 10:32 building your list 15:17 People buy people 24:14 Everything you do is designed to pull somebody further along in the relationship 33:59 Getting started - pick three topics 35:39 Getting people to opt in 40:00 Persuade people in the follow up 41:46 Wrap up / give aways