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Mastering Sales Consultations for Your Fitness Studio

The Story of How We Nearly Lost All Our Members With One Decision

Author

Cardy Brothers
May 26, 2024

Estimated read time: 1 minutes 32 seconds.

Dear Fitpreneurs,

Sales consultations can feel awkward.

You're face-to-face with a stranger, asking for their money and hoping they say yes.

But it doesn't have to feel like an uphill slog.

All you have to do is switch your mindset from "sales" to "coaching" and you'll get more members.

Here's how to make every consultation feel smooth and effortless:

NEW EPISODE

How We Structure Our Small Group PT Sessions

We reveal the secrets behind our successful small group PT sessions. You'll learn about our three-part session structure and how we design each workout to meet everyone's needs and accommodate all fitness levels.

We'll also share how feedback from our coaches and clients helps us continuously improve our programmes. And how managing session times and capacity is vital to ensure everyone gets a spot without overcrowding.

In this episode you’ll learn:

  • What key questions guide our small group PT sessions.

  • How we chose the best group size for coaching and member satisfaction.

  • How we tailor sessions for various fitness levels and abilities.

  • Strategies to maximise attendance without overload.

  • Why feedback improves programmes and builds community.

Step 1 - Set The Room

First impressions count.

When someone walks through your door, you want them to feel at home.

Tidy up the gym, play calm music (Chill Vibes playlist works for us) and get rid of any potential distractions.

This sets a professional tone and helps your prospect feel at ease.

We’ve taken over 150 sales consultations at Revamp since October last year.

Step 2 - Plan The Flow

For every consultation, we use our 5 A’s Framework. It goes like this:

  1. Acknowledge - Start with a warm greeting. Shake hands and make them feel valued from the moment they walk in.

  2. Ask - Hand them a questionnaire to understand their fitness goals. This shows you care about their needs and are ready to help.

  3. Assess - Conduct a body composition test or movement analysis. This gives you a clear picture of their current fitness level and areas to focus on.

  4. Articulate - Present your offer using a sales deck (more on that below). Explain how you can help them reach their goals. Make sure to include your story, your team, and your success stories.

  5. Accept - If you feel you can help them, take payment and enroll them in your gateway offer. Make the process smooth, straightforward and less than 3 steps.

Step 3 - Set Up the Sales Deck

Your sales deck is your secret weapon. Here’s what to include:

  • Your Ethos & Story: Share why you started your studio and what drives you.

  • Your Team of Coaches: Introduce your coaches, their experience and their qualifications.

  • Your Results: Show real success stories and transformations from people like them.

  • Offer Features: Be clear about what they get, how it works and the cost.

  • Social Proof & Next Steps: Finally, include testimonials and what they need to do next.

Final Words…

Remember, the key to a successful consultation is structure and clarity.

Keep things simple, stay focused, and always put your prospect’s needs first.

With these steps, you'll turn more consultations into loyal members.

That’s it from us. Reply any time…

Cardy Brothers

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