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If you’ve never had the chance to see Rick, put this on your list of things to do this year. And it shouldn’t be too hard because it seems like he’s at a different fitness event every other weekend.
I met Rick a couple of years ago and to say that he’s helped me with my business is a massive understatement. When it comes to business coaches in the fitness industry there seems to be very few who get high praise on a consistent basis. Well I’ve never heard a bad word said about Rick or what he teaches. Not one person. So that should tell you something.
There have been numerous things I’ve learned from Rick, but I’m going to share the top 3 today. And you would think that Rick being one of the stunt bike rider in a DMX music video would be in the top 3 but sadly it’s not.
Think Like a Consultant
If I had a dollar for every trainer I’ve heard say I’m not good at “sales” I’d be a thousandaire. Seriously! But something that resonated with me and has helped a number of other trainers I’ve spoke with is to change the way you think of the sales session.
If someone paid you $500 to do a consultation with them on how to best reach their fitness goals would you feel uncomfortable or like you couldn’t do it? Of course not! So why do you feel the same way with a prospective client? I’m sure a client’s lifetime spend with you is well over $500, but the only difference is that they haven’t paid you yet.
Start thinking like a consultant when you sit down to talk with a prospective client and you’ll be amazed at how differently you approach the entire process. You are offering tremendous value by assessing them, finding out their goals and then giving them a recommendation on how to achieve it based on your numerous years of experience and wealth of knowledge.
Change this one thought and you might just find out that you’re a pretty damn good salesperson!
Adding Layers to What You Offer
This was a game changer for my business. When you set up your training business this way, no one can compete with you. You’re in a class of your own.
By simple adding layers to what we do we were able to increase revenue over 30% while cutting down the number of hours we worked. And no this isn’t one of those all too often claims you hear from other business coaches like; learn how to earn $100k per year working less than 20 hours a week.
I could go on about the details but Rick shared it all when I had him on the podcast, so if you haven’t listened to it check it out HERE. Rick will gives a complete rundown of what your different layers are and exactly how to structure you layers.
Show Them What They Want
You would think that this one is common sense, but unfortunately it’s not. When you’re taking a prospect around your facility you don’t need to show them everything! Focus on the reason they came to check out your place.
If a powerlifter comes in for a tour why would you show them the inner/outer thigh machine? But I guess if you still have one of those, you’ve got bigger issues than you tour. If a woman comes in with a goal of losing weight but is afraid of getting “too bulky” do you think showing her that you have dumbbells that go up to 100lbs is going to make her feel like your facility is the right place for her?
Instead, point out all the equipment and features on your facility that relate directly to their goals. By doing this you’re showing them that this is the place for them to go to get their result. Plus, it leaves you more time to talk about their goals and build rapport rather than showing them every piece of equipment in the gym.
So like I said at the start, if you haven’t seem Rick speak I can’t recommend him highly enough. You’ll be hard pressed to find anyone give more real valuable information in their presentations than what he does. Oh and if you’ve made it this far, Rick actually wasn’t in a DMX video. But he is an avid biker and I figure if you didn’t take the 5 minutes to read the whole article you’ll go see Rick anyways just to see the guy in the DMX video.