What do you do to inspire your clients?
by Sgt Nick Rians creator of FitRanx
I read a quote a few years ago that really stopped me in my tracks.
It read, “I want to inspire people. I want someone to look at me and say, because of you I didn’t give up.”
Imagine hearing that from one of your clients.
I don’t know about you, but that’s why I got into this business.
To help people and to keep them motivated.
Yeah, we can count reps and dish out meal plans to clients all day long, but that’s not where you are going to succeed.
We all fall off the wagon once in a while, some more then others:-)
And the ability to get that client back on the wagon or preventing them from falling off in the first place is a must.
The best way that I have found out to do this is by constantly inspiring them.
You can tell them what they need to do until your blue in the face, but as most of you know, only about 50% of your clients actually listen to you.
Your clients will forget what you said.
Your clients will forget what you did.
But they will never forget how you made them feel.
That is where the magic happens.
How many of you rehearse your sales approach before sitting down with that potential client for the first time?
That used to be me.
I’d run through my head all the things that potential clients might say and what I’d say to contour their argument.
“The price is too expensive.”
“Let me ask my husband and I’ll get back to you.”
“I only want to workout once a week. “
I’m sure you guys have heard them all.
I have to say, I got pretty good at countering their arguments, but after I got the sale, I didn’t feel good about it.
I felt like I just suckered someone into something that they didn’t want.
I didn’t get into this business to sucker people.
I took a long look in the mirror one day and said “I’m done with the ninja sales tactics.”
So when that next potential client sat across from me, I didn’t rehearse any sales tactics, I didn’t go over any counter arguments.
I just listened.
What a change!
Instead of thinking about how I was going to respond to a possible NO, I actually heard why they were there in the first place.
I heard what it was that made them walk in my door and ask for HELP.
That’s all you need guys and gals.
Just find out WHY that potential client is sitting across from you.
No ninja sales tactics.
Just be a good listener.
And after you have listened, then ask questions.
I have become so comfortable with this that I really dig deep with each client.
I will keep asking questions until I find out what really made them walk in my door.
Because remember, this is a very difficult thing to talk about for most people.
A lot of the times, they wont share with you that final straw that made them come to you for help.
And if you do get that out of them, be ready for the tears, because they’re coming.
The emotion you get out of that client is a good thing.
Don’t feel bad about making them cry.
You have just broken down the first barrier to helping them reach their goals.
I’ve had to do this same thing with clients that have been with me awhile and have hit a plateau.
You need to sit down with them, ask them questions, and LISTEN.
If need be, remind them why they first came to you.
Re-motivate them and get them back on track to their goals.
This is why we do what we do.
We are here to INSPIRE people.
We want our clients to look at us and say, “Because of you I didn’t give up.”
Sgt Nick Rians
From Georgette….stay tuned for more from Nick and I’ll have a special discount on the FitRanx System next week(so sign up for newsletter) PLUS a huge Bonus
you can Check it out at FitRanx