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and When to Talk About Money |
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by Jim Labardie
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When I first started my career in the fitness
industry there was nothing more I would dread
in this world than having to talk about money
with prospective clients. It was the most incredibly
uncomfortable thing to do. I would have rather
worked for free than had to ask people for money
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in exchange for my services. From communicating with fellow
fitness professionals all over the world I know I’m
far from the only one who has had this problem.
Luckily, I no longer struggle with it. In fact, nowadays
I not only have no problem talking about money, but
I firmly believe no matter what someone is paying a
qualified fitness professional they can’t ever
pay them enough! In all seriousness, how do you put
a price on a person’s body and health?
Regardless of how you currently feel about the subject
here are some tips to help make closing your sale much
easier. And by closing I mean the part of the sales
process where you simply must talk about money.
1) Money isn’t the objection we think it is. Most
of the time it is our own belief system which is holding
us back. While it is true some people make purchases
solely based on cost, most are more than happy to pay
top dollar in exchange for a service they see as valuable.
Since being physically fit comes so easy to fitness
professionals, oftentimes they can’t imagine why
someone would pay for such a service.
2) People almost always make purchasing decisions based
on emotion rather than logic. Don’t believe me?
Then why are there cars for sale that cost more than
most people spend on a home? Why do we spend extra on
designer brands when the same item could be purchased
at a fraction of the price? Getting your prospects to
open up emotionally about their health and fitness allows
them to convince themselves they need to hire you.
3) Benefits make for great marketing, but not great
face-to-face selling. If someone has decided to take
time from there busy day to sit down and talk with you
they are fully aware of the benefits of your services.
What’s important is; you finding out why they
want to receive those benefits. How? Spend the vast
majority of your time during your meeting asking questions
and listening as opposed to talking about the features
or benefits of your service.
4) There’s simply no better way to get people
to understand the dire need to retain your services
than to have them admit the consequences that will result
from their failure to take better care of themselves.
In fact, I highly recommend you ask people what these
consequences will be immediately before you talk about
what it will cost to hire you.
5) Take a step back and took a good look at yourself
and your belief systems about money. When you were growing
up were you told things like: Money doesn’t grow
on trees; money can’t buy you happiness; it’s
impolite to talk about money; a penny saved is a penny
earned; money is the root of all evil? If so, there’s
a very good chance these beliefs you’ve held since
childhood are the reason you have so much trouble talking
to others about money. Really dissect your beliefs and
ask yourself whether or not they are serving you as
an adult. Whether you like it or not, money is a part
of life. The sooner you come to terms with the fact
you deserve to exchange value for value, their money
for your services, the easier it will be to talk about
money.
6) Also, take a long, hard at the service you provide
and the benefits which result. Ask your current clients
how many people in their lives have been positively
affected by their new found fitness and the work you
have done with them. You should quickly discover the
fact you’re undercharging people!
7) Understand your moral obligation to sell your prospects
on your services. Until money, or something else of
value, changes hands there has been no commitment made.
When we don’t pay for things we don’t see
them as being valuable. It’s your responsibility
to make you are proficient at sales so their commitment
to becoming physically fit is concrete. If you won’t
do it, who will?
8) If you’re uncomfortable talking about money
then tell your prospect that is the case. People hire
professionals they like and trust. Your honesty will
go a long way towards developing that trust.
Remember, money isn’t the objection or sore spot
we think it is. Most of it, as they say, is all in your
head. By having confidence in yourself and the service
you provide talking about money will become easier and
easier.
Jim Labadie is a fitness entrepreneur,
sales expert and speaker. To learn more on emotional
selling, developing trust with your prospects and when
to talk about money sign up for his FREE mini-course
on sales for fitness professionals please visit: www.howtogetmoreclients.com
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