Follow up service
Follow up is necessary in any sales position. You need to call anyone that did not sign up to see if they are interested again. Also you should be calling clients after they have signed up to ensure they are happy and to ask for referrals. Another opportunity for follow up is with old clients. Call them to see how they are doing, maybe they need to start up again or they can get you a referral. Every time you follow up it's a chance to make another sale, another chance to put money in your pocket. So how do we do it?
Follow up with a potential client:
Call 3 days after your second free session. Usually when the sales process ends without a sale. It's because you have not conquered the price objection or they really do want to think about the purchase. 3 days is enough time for them to think about the purchase so calling to ask them if they have thought about it is a great move. Invite them in to talk about it. This will give you another chance to close them.
If you did not overcome the price objection then I suggest to call them each time there is a new promotion or some new program you can show them. For example: this month we have a special price/free sessions with purchase/ group x package, etc. There are many things you can try, but the goal is always to get them in your office again for another chance to close.
Follow up with current client:
Initial follow up: This should be done within 48 hours after the sale. You want to call to make sure the client understands the contract, confirm the next session, answer any questions about the service they will receive, tell them your excited to work with them. I also always ask if they have any friends that would benefit from a free session. Many times they will refer a friend, so you get another chance to sell. This call is to make the client feel good about the purchase and the service, and of course to get a referral.
Monthly follow up: this should be when you do their monthly results assessment. But don't stop there, ask them how they feel and if your meeting their needs. This is a chance for you to grow as a trainer and to learn where you can improve. It also let's you show your clients that you really care. This is also another chance for you to ask for a referral. I usually tell them to invite their friends to one of their sessions for free. Example: don't forget this Friday is bring a friend day. They get to join your session for free. Very easy yet effective.
Follow up with old clients:
I do this call monthly for three months. How does this work? They are already used to the monthly assessment so just follow that same path but this time your asking how their training is going, make sure they are still exercising and motivated. Ask if they need assistance with anything, maybe they have a question to ask or want to learn something new. This is your opportunity to see if they need your services again.
Practice your follow up skills. They are valuable for getting referrals, which is the easiest way to find clients. They already know someone that uses your services and is getting great results, so most of the work is done. Now it's just up to you to ask for referrals.
Check back often I have more great tips to share with you guys. Don't forget my book "the step by step guide to selling personal fitness training" is almost ready to publish. It will have all my best tips and tricks as well as charts on how to keep track of all these sales tactics.
Train hard
Jared Roy
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