Sales Success: Follow through and Follow up!

The biggest mistake that people make in sales is that they never follow through. Its hard enough to go out there and find potential clients, you cannot let the sales process break down. Sales is just like our own personal fitness success, its the little things that add up to huge changes. Each step that you put a client through in our sales system will produce the ultimate goal of you retaining another client and them reaching major goals in their lives. Many people will not be able to book in for a free session the first time you call them. This does not mean to stop calling, you must call again and again. Ive had clients that I have called for up to three months before they came in for a free session. Starting a fitness program with a personal trainer can be a big decision for some people and they may need to organize a few things in their life before they can commit themselves. Do not give up on them, they could end up being some of your best clients.

I will always call a client until they stop answering the phone. This may sound very aggressive but sometimes people need to be pushed into things that are good for them. How aggressive were your parents when they tried to make you eat your vegetables? Once they stop answering my calls I then will try calling at different times. Ill do a morning, afternoon, evening, and then a weekend call. On the fourth call ill leave a voice mail and follow that up with an email. If they do not want you to contact them they will tell you flat out. If I finally do get them on the phone ill ask a very simple question. Hey "Joe" I was just calling to see if your still interested in health and fitness? This question will come as a shock to them, of course they are interested in health and fitness. OK, Great lets get you booked in!

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