Cash In Prospects

Do You See The Cash In Prospects?

By Brian Cannone
http://www.fitnesssalestraining.com


Here's a little homework project for you.

On the next day you have a few minutes available, walk into either your own health club as a “fly on the wall” or into another health club and you'll see one common theme.

The trainers are usually talking to the most attractive/young people!

This is a HUGE mistake that most health clubs are making – and I want to get a little more in depth on this because it's such an important subject.

Ok so we've already established that simply talking with the young/attractive people isn't the best use of your time or your employees time.

So who do you talk to?

Whoever needs the most help!

When you're looking out over the workout floor, do you see regular people working out or do you see money signs?

You need to constantly be looking out for those people who need the help. These are the people who, when you give them the attention they need and are willing to help them out with whatever they need, will be completely loyal to your business and stay with you the longest.

You see, most companies out there have problems with customer service. They get a client and all of a sudden it's like nobody cares about that person anymore.

Trust me, it's MUCH easier to keep a person and make more money off an existing client than it is to pick up a new prospect, so start paying more attention to your existing clients to keep them there longer!

You need to be finding those people who are kind of hiding in the background, doing their own thing but not getting the help they need.

These are your goldmine clients.

Because the clients who don't need as much help are probably going to stay anyway. Yes, you need to pay attention to them as well, but something as little as noticing they're there, saying hey and asking if they need anything is usually enough.

But if you walk up to a person who seems to need help, and you give them that help, you're going to make your business stand out like a gold beacon in their eyes and they're going to stay loyal to you for a very long time. In today's world customer service is pretty bad in 90% of businesses so if you strive to pay attention to your clients, they WILL notice!

This is one of those secrets that some of the most successful health clubs in the world follow, and although it's a little more work – your returns on the work you do are going to come back to you 10 fold.

Start seeing the clients that need help not only as money-makers, but see them as people who need some help! See them as a person who wants to be in great shape but simply needs a little guidance to do so.

And then be there when that person needs help – and they'll love you forever.