Posts Tagged ‘sales’
MFRI Reports Third Quarter Sales Up 11.9% and Net Income Up Sharply From Corresponding Period Last Year
NILES, IL–(Marketwire – December 10, 2010) – MFRI, Inc. ( NASDAQ : MFRI ) announced today sales and earnings for the quarter and nine months ended October 31, 2010. Third quarter net sales increased 11.9% to $58.8 million, from $52.6 million in the corresponding quarter of the prior year; net income was $3.6 million or $0.52 per diluted share, compared to net income of $0.7 million or $0.10 per …
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A sales training clip from the “How to Close 9 out of 10 Clients” DVD by Bedros Keuilian
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It goes without saying that personal training sales are one of the aspects of your professional fitness business which you cannot afford to overlook. If you have never considered yourself to be a sales person, then perhaps you have to reconsider the industry you are in. To get new clients on board you have to be able to close the sale.
Understanding the difference between a prospect and a client is also important. A prospect is taking a look at your service, they want more information and they are window shopping so to speak. A client has already retained your services for their fitness needs and they have paid you for these services.
A sale is never closed until the actual exchanging of money takes place. A prospect should never be considered to be a client until this happens. As one of the most important rules of sale, you don’t count your chickens before they have hatched. When you meet with a prospect you have to close the deal by the time the meeting is over. You can’t allow them the freedom to consider your services as they will find any reason for not going through with it.
Remember to never sell on the fly, you have to set aside a certain amount of time for a meeting, however long you think it will take, and make this known to your prospect. If you think it will take 45 minutes, then set aside this time and let the prospect know how long the meeting will take. You want their entire attention on you while you are pitching your services to them and neither one of you need distractions.
Not all prospects make good client, and you want the kind of clients that will be walking billboards for your services. You have to know when a prospect is going to be a good client, so don’t waste any time on prospects that show no potential. Your time is valuable so you don’t have to meet with every single prospect that comes your way. Your business is serious and they should also be serious. So draw up a list of questions to ask them to determine this.
In the meeting you are going to have to ask what you prospect hopes to achieve out of making use of a fitness professional. You need to determine what fitness goals they have and how they would like to achieve these. By all means offer them some price options, but don’t allow them to select the cheapest option if it will not meet the goals they intend for themselves. It will detract from your professional expertise.
You have to allow the prospect to leave the meeting after having offered them a last opportunity to turn down your proposition. No one enjoys suffering from buyers remorse and it is best to get this done and out of the way while you are still in the face to face meeting.
These are very simple and in most instances, obvious method for closing a deal in personal training sales.
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Personal training sales can touch an individual’s life in a personal way! People have adopted and included this habitual and healthy way of living into their budget as a fixed cost. Living a healthy lifestyle is no longer an option for many, living healthy is a must and personal trainers are there to assist!
There are many wonderful outcomes within this field. A trainer can make top dollars; six figures to be exact. It’s normal for a trainer to make between $20-$90 an hour depending on his or her availability and schedule and most of all number clients they are training on a daily basis. As with many other businesses clients are vital in order to have a successful one. Trainers understand how importance of customer service and generating as many clients as they are able to.
When a trainer is with an organization the earnings are divided between the two. The percentage can vary depending on the stipulations the club may have with their trainers. Trainers can decide whether or not to train in or out of the gym and more commonly; both. That is one of the benefits of being a trainer; they are able to use their expertise outside of the gym. Trainers can market themselves and their services and the revenue that is made is 100 % theirs to keep.
Evaluation of a trainer’s knowledge is awarded with a certification. A trainer can not train without being certified and certification is awarded by an accredited establishment. A considerable amount of knowledge works well with exceeding prevalently in this line of work. Opportunities are endless for trainers. Progressing in the field of health can an option and many trainers choose to take the rout of owning their own facility, becoming consultants and athletic coaches.
When a person decides to speak with a trainer from the beginning to the end of the meeting that individual is being handled from an emotional level. The trainer is aware of the person’s needs and they use this tactic in order to score a deal.
Logically, handling the task can be unbeneficial for both the trainer and potential client. Therefore, tackling the task at hand is a more appropriate and way to go about things this is why a trainer will have the client indicate what it is they are trying to achieve and then a special tactic and how to go about executing it is established.
Open and professional communication between client and trainer is inevitable. The business will not succeed if there anything less. The responsibility of a trainer is endless. Having a charismatic, influential, attentive as well as edifying personality is not voluntary in this arena. Knowing what the client expects of the trainer is most important as well as the client understanding the same. Often, clients may feel a little discouraged when a certain assignment hasn’t been performed properly and goes with being acknowledged, so it makes the relationship graceful when the client’s hard work is commended.
Gaining and maintaining healthy eating habits is in high demand and preparation can be quite a duty for a person who isn’t familiar with the world of health.
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Just like any other business, the more sales you will get, the more you will end up raking some money. Put it in simple way: get crazy sales and you will be rich.
There is a huge opportunity in personal training business especially as more and more people are conscious about health and fitness these days.
Direct Approach – The Secret Weapon for Tight Budget
If you have very little budget, why not just go ahead and meet strangers on the road and offer your service. Don’t expect every people you meet will become your client, if they reject, you can still ask recommendation of friends, family, or co-workers that might have an interest in your service.
Another way is to distribute flyers and leaflets advertising your personal fitness business. These days, it doesn’t cost much to print one page flyers.
Let People Tell Yourself
Make a funny remark on your local newspaper or fitness magazine. Have an opposite idea with another so called expert and let people know it. Create an instant buzz.
It is one of the best ways to gain publicity for your business and establish yourself as an expert. Just make sure your opposite idea is based on real life experiences or scientific experimentation otherwise you will become a bad guy and virtually have your personal trainer career shuts down for a lifetime.
Write Blog and Establish Yourself as the Expert
Writing a blog can be cost effective and a cheap method of generating more sales. You can start simply by going to blogspot. It is free blogging service. And you can start discussion on online forums and refer to your blog.
Soon enough you will be seen as the expert, the authority on your field and that mean more cash for your pocket. You can always hire a freelance writer if you don’t know how to write. Just make sure to proof read it before publishing it on your blog.
Speak In Your Customer Terms
Don’t market yourself with some kind of fancy jargons, thinking you will look cool if you say that thing. On the reverse, that would make you look bad. Some people even don’t know what is cardio training or fat consumption.
Talk with your customer using simply everyday language. Tell them what they want to hear not what you want to hear. This can goes a long way for your personal training business.
How would one describe ‘personal trainer marketing?’ everyone knows that it defines fitness related products and the ways to market them. If we look at today’s world everyone seems very busy and that has taken its toll on the individual’s body. The body gets rusty, I should say, and one encounters stiffness in most parts of the body. That’s the biggest reason for people to accept fitness training as a routine schedule in their daily lives. There are innumerable personal training sales programs, eager to offer services and some do make a hell of a lot of money, whereas others do not have the required inputs to make their way through and earn big.
Thus, the question arises as to how we rate the essence of sales in the entire personal training sales business. Sales are the most significant driving force in today’s business set up. Even in a set up, such as personal training business, sales for some might not be as important, especially for those who feel themselves secured with less number of clients, and are much satisfied simply by giving them proper service, returning home and enjoying life in their apartment, and not having huge expectations out of their lives. But those guys who are aggressive, ambitious, always on the look out to give themselves a chance, ready to lift their life style, they are the one’s who will agree with me that sales are the biggest motivation factor in personal fitness industry, though people now-a-days have developed a negative notion about these sales guys, and try avoiding a sales person on the first look. There is something I’d like to tell you, it’s a secret you know, sales is more about getting your point across out of conviction rather than the need to convince people.
There are groups, who are scared of selling, unable to face others; they get more anxious and panic, even before they utter a single line. I am aware of these set of sales people, and my message to these guys, who are interested to be a part of personal training sales programme, who believe in fitness products and want to become a part of the selling team, is simple: go not only with an intention to sell your product but also with the tendency of a buyer, a buyer who has used the product. Do not start a sales pitch; instead express to your clients the way you felt after using these products. That’s it; you probably will close the sale. Most of these sales people make the mistake of having the attitude of a seller, you and I know ultimately you are here to sell, but do not make it obvious. That is something these management training institutes do not tell you.
If somebody has not got my point, then I will make you go through an example where a personal fitness trainer was having a sales pitch to those fat and stiff looking lot at a packed conference room and unfortunately, she couldn’t close a sale, and I could sense that she was about to melt down soon. After having few words with her, I found that she was in urgent need of some serious cash. And that is all I needed to figure out why she faltered; it’s her need which made her sales pitch looked like a request. If you feel the need to be successful in personal training sales, you should want to, rather than need to.
That brings us to a sales process that helps a trainer to organize his sales set up. You can’t be an upfront sales guy, who is very blunt in asking for a price, even before explaining a product. My advice to such sales people will be to join a retail shop, a grocery shop in particular, where you are not required to utter a single line, just deliver what you are been asked to do. Make this clear to yourself, personal training sales is not one of those areas where you can be so upfront, you must talk smooth. If somebody approaches you to buy your fitness sales program, try to explain your program, a one-on-one session is highly recommended, convey your feelings about how you have benefited from the product and make them visualize how they could transform themselves by implementing the training. These are the guidelines that I always try to impart to all my clients, and through my experience I have learned that it always works.
