What Are The Best Topics For Your Health Club Newsletter?
by Brian Cannone www.fitnesssalestraining.com
First of all, if you’re not already picking up email addresses for your newsletter, you need to start right away. Literally, start it today.
Starting a newsletter can be one of the easiest and most profitable ways to get more business to your health club.
Why?
First, hardly anybody else is doing it. Second, you’re helping to strengthen the bond between you and the prospect and you’re showing them your expertise. This helps them trust and like you more, which leads to higher sales.
So what are the best topics to write about for your health club newsletter?
1. Controversial – If you can find a “new spin” on a controversial subject, you can simply give your views on it backed up with some research you’ve done or at least a very good explanation as to why and how you came to that conclusion. Whether or not people agree with you, they love seeing controversial topics being talked about.
2. Timely – Is there a topic in the news you think is interesting? For example a few weeks ago there was a story in the news about how they supposedly found a “virus” which causes obesity. You could then talk about what you thought on that subject. This also makes it a lot of fun for you to talk about because you get to share your ideas and thought process even more clearly, and those who agree with you will latch onto you like a sucker-fish. And of course once they do this, they’re more willing to join your health club.
3. Your Philosophy – If you have some great philosophies on various fitness topics, people will love to hear it. For example most people talk about how you need to eat perfect all the time to lose weight. However if you talk about how although that’s true, there are also times when it’s OK to go off your diet, people will feel more connected to you because they’ll sense that you’re “more like them”.
4. Update Them On Your Studies – Have you recently read a research study or found out some new information that you think is important? Let your subscribers know about it and explain whatever you learned in detail. They’ll love the honesty and the fact that you’re sharing what you learned with them.
5. General Information With Your Unique Spin – Sometimes is a great thing to simply give them information they “might” already know. However you should also put your own spin into it. Maybe you could talk about the importance of eating enough protein to build muscle, then talk about how one of your clients followed your advice and lost extra weight, built more muscle, or both at the same time.There are hundreds and thousands of things to talk about in the health industry so I doubt you’ll have any problem coming up with topics. But if you do, come back to these 5 main areas, pick one, and spend a few minutes brainstorming to see what you could write about in your upcoming newsletter.
http://www.fitnesssalestraining.com/
Saturday, March 21, 2009
YouTube
How YouTube Can Explode Your Business With Minimal Time Investment
by Brian Cannone www.fitnesssalestraining.com
YouTube is becoming quite a phenomenon and is one of the fastest growing companies in the world right now. For whatever reason, people love to watch TV and YouTube is no exception.
And the best part about YouTube is that it’s not only great for getting more people to your website or place of business, it also helps cement trust and build a relationship with your prospects before you ever meet them!
Think about it, which would you trust more – an ad you saw in a local newspaper, or a video of a person giving you great advice followed by a recommendation of their business?
Ok so how can you actually start getting some traffic to your business by making videos and putting them on YouTube? Here are 3 quick and easy ways to do just that:
1. Create A TV Show – If you already have a website for your business (which you should), start making a few videos and posting them on YouTube. Then, create a new “videos” section on your website called and start posting the videos there. Then when your prospects check out your videos, they can see you and the relationship building begins.
2. Give Helpful Advice – When you’re making your videos, make sure you’re giving them great information. Also make sure you put as much personality in the videos as possible because people love seeing personality. It keeps them engaged, makes them send it to friends more often, and makes them like you more easily which will results in an easier sale down the line.
3. Create An Infomercial – You can actually create a short infomercial and put it on YouTube. Then, whenever somebody finds it – you get free exposure! You can also take this video and advertise it with Google and actually set it up so that only people in your area will be able to see the video. Infomercials that you normally see on TV can costs tens of thousands of dollars, but doing it this way will only cost you a few cents per click and can bring you some incredible results.
Making videos and putting them on YouTube is a great way to enhance the quality of your business in your customers and prospects eyes. After you’ve made a few videos, feel free to tell your customers and prospects where they can find them.
For customers, it’s going to help solidify the relationship you already have with them and keep them at your health club much longer.For prospects, it will lower their sales guard and make that all important first sales much, much easier to make. It’s a win-win for everybody because they’re getting great information and you’re making more sales, so start doing it today!
http://www.fitnesssalestraining.com/
by Brian Cannone www.fitnesssalestraining.com
YouTube is becoming quite a phenomenon and is one of the fastest growing companies in the world right now. For whatever reason, people love to watch TV and YouTube is no exception.
And the best part about YouTube is that it’s not only great for getting more people to your website or place of business, it also helps cement trust and build a relationship with your prospects before you ever meet them!
Think about it, which would you trust more – an ad you saw in a local newspaper, or a video of a person giving you great advice followed by a recommendation of their business?
Ok so how can you actually start getting some traffic to your business by making videos and putting them on YouTube? Here are 3 quick and easy ways to do just that:
1. Create A TV Show – If you already have a website for your business (which you should), start making a few videos and posting them on YouTube. Then, create a new “videos” section on your website called and start posting the videos there. Then when your prospects check out your videos, they can see you and the relationship building begins.
2. Give Helpful Advice – When you’re making your videos, make sure you’re giving them great information. Also make sure you put as much personality in the videos as possible because people love seeing personality. It keeps them engaged, makes them send it to friends more often, and makes them like you more easily which will results in an easier sale down the line.
3. Create An Infomercial – You can actually create a short infomercial and put it on YouTube. Then, whenever somebody finds it – you get free exposure! You can also take this video and advertise it with Google and actually set it up so that only people in your area will be able to see the video. Infomercials that you normally see on TV can costs tens of thousands of dollars, but doing it this way will only cost you a few cents per click and can bring you some incredible results.
Making videos and putting them on YouTube is a great way to enhance the quality of your business in your customers and prospects eyes. After you’ve made a few videos, feel free to tell your customers and prospects where they can find them.
For customers, it’s going to help solidify the relationship you already have with them and keep them at your health club much longer.For prospects, it will lower their sales guard and make that all important first sales much, much easier to make. It’s a win-win for everybody because they’re getting great information and you’re making more sales, so start doing it today!
http://www.fitnesssalestraining.com/
Secret Shoppers
What Sherlock Holmes Can Teach You About Making More Money With Your Health Club
by Brian Cannone www.fitnesssalestraining.com
Sherlock Holmes was a great detective. He could solve some of the most impossible cases, and there’s actually a lot you can learn from him when it comes to increasing the revenue to your business.
But what does he have to do with your business?
A lot actually!
You see, Sherlock Holmes was a detective, and that’s exactly what you need to be. In the online marketing world, some of the most successful people are those who kind of “spied” on their competitors and borrowed the ideas they were using to put into their own business.
And that’s’ exactly what you should be doing!
By spying on your competitors to see what they’re doing right, you not only get more ideas from them to help increase the revenue to your business, but just seeing those ideas will often times give you even better ideas. That way you’re not blatantly copying what they’re doing, you’re just improving on some aspect of their business.
Ok so how do you spy on your competitors without making it obvious?
Here are a few ways:
1. Collaborate With Them – If you can find a business similar to yours but not competing (i.e. if you have a weight loss club and they have a muscle-building gym), you can partner up with them and form a small mastermind. Then, bounce ideas off each other and start putting those ideas into use. This is probably the best method because with this method you get to copy the ideas without your prospects knowing, because you’re marketing to different types of people!
2. Secret Shoppers – You can actually hire people to go into your competitors businesses and jot down the ideas that they think are the best. They can also critique them, figuring out what things they didn’t like so you can make sure you’re not doing them in your business. You can get friends, family, or even pay people to do this – that’s up to you.
3. Secret Shoppers For YOUR Business – Along the same lines, you can hire people to do the same thing, but doing it for your business. By doing this you get to objectively find out how your business is run when you’re not there. Just be prepared to understand that it’s never going to run as smoothly as you want it to, and although you may need to change things around when you find out the truth, don’t get so angry that your employees start to resent you. If you’re able to not only pick up ideas from your competitors but also find out what they’re doing wrong, plus what you’re doing wrong, your business is going to start jumping way ahead of the competition. This is simply maximizing the good things about your business and minimizing the bad. And guess what – your clients and your prospects WILL notice, and they’re going to love it!
Franchise or Not
To Buy A Franchise Or Privately Own A Health Club – That IS The Question
by Brian Cannone www.fitnesssalestraining.com
There are 2 schools of thought when it comes to running health clubs. One thinks that buying a franchise is the best way to go while others think privately owning your own health club is the best way.
What these people often don’t understand is that there is NO best way for everybody, there’s only a best way for YOU!
If you’ve ever wanted to figure out which route would be better for you to take, just keep reading. First I’ll tell you the benefits of franchising, followed by the benefits of privately owning a club. I’ll let you come to your own conclusions.
The Benefits Of Franchising
1. You simply pay the money for the franchise and literally everything is set up for you.
2. You don’t have to worry about making different advertisements, learning how to market, or any of that stuff which takes awhile – it all comes with the package!
3. Building the brand is already done for you and it will probably be easier to get customers right off the bat because people already know about the franchise so you don’t have to “convince” them of anything.
The Benefits Of Privately Owning A Health Club
1. It’s usually much cheaper to start – franchising fee’s can get up into the hundreds of thousands while you can open a health club or simply buy out an existing health club and save a ton of money.
2. You have control over everything. If you’re an individualistic type of person and like things done your own way, privately owning a club is the best option for you.
3. If you want to change your marketing, your image, run specials, or pretty much do anything different or change anything – you can. With a franchise you’re usually limited to what they tell you to do.
The disadvantages of both are pretty easy to figure out as well. Essentially, the benefits of one are usually the disadvantage of the other.
For example since everything is set up for you in a franchise, the disadvantage to privately owning a health club is that obviously it’s not set up for you.
Since an advantage of privately owning is that it’s usually cheaper than buying a franchise, the disadvantage of a franchise is that it’s more expensive.
You can do this for each of the benefits I’ve laid out.
So now you have to figure out which of these two options would be best for you. If you already have a marketing background, are willing to learn, and/or want things done your own way – start your own health club.
On the other hand if you simply want to invest some money and have everything done for you and buy a “plug and play” business, franchising is probably best for you.Both are great options, but they’re both designed for different types of people. Figuring out what you want may take days or even weeks to figure out, but it’s absolutely worth it!
Become a Fitness Expert
The Importance Of Becoming A Local Fitness Expert – And How To Do It!
by Brian Cannone www.fitnesssalestraining.com
If you want to crush your competition into the dust and never again have to worry about another competitor – ever – you’re going to love this.
By becoming a local fitness expert, you’re going to be able to absolutely dominate the local market, and the best part is, it’s easy to do!
Ok so first, the reason you want to become a local fitness expert is simple – when people hear your name, you have instant credibility. Positioning yourself as THE fitness expert in your area will not only land you on the news, it will bring you in more clients and they’ll stay much longer and buy more from you.
So here’s how you do it:
First, you’re going to want to plan an event at your health club. There are a few things you can do with this including having a contest (think “biggest loser”), holding a charity event, or doing some crazy publicity stunt that grabs the attention of your entire town.
Next, you’re going to want to personally contact every single media person possible and tell them about what you’re going to do. Make it so that these media are practically like paparazzi – shoving each other out of the way so they can get a better shot.
Of course you don’t want it to be insane, just try to get as many people from the media as possible.
Your time to shine is during the event. You might think of holding a short but incredibly powerful seminar during the event. This is going to position you as the expert and people will remember you. Be sure to give them some of your most secret and useful information possible.
You should also make a bunch of shirts to give away and make sure your logo, business name, and maybe even a special offer and call-to-action on the shirt!
For example it might say “I completed the 5k run at Joe’s Health Club and helped promote breast cancer awareness to the country!” Then under that, have something like “call Joe’s at xxx-xxxx and ask about the special 5k run discount!
And there you have it – free advertising which will probably continue to come in. People will see those shirts and call you months after the event.
Plus, if you get yourself on the local news/TV – people will associate you as being the expert which will make you THE person to go to if they need to get in shape.
My point is that the best thing you can do to position yourself as a local fitness expert is to simply get yourself on the radio and TV. When you can say you were on the local radio/TV, you have instant credibility and your prospects will turn into paying members – and your current members will most likely start buying more from you. It works like a charm!
http://www.fitnesssalestraining.com/
by Brian Cannone www.fitnesssalestraining.com
If you want to crush your competition into the dust and never again have to worry about another competitor – ever – you’re going to love this.
By becoming a local fitness expert, you’re going to be able to absolutely dominate the local market, and the best part is, it’s easy to do!
Ok so first, the reason you want to become a local fitness expert is simple – when people hear your name, you have instant credibility. Positioning yourself as THE fitness expert in your area will not only land you on the news, it will bring you in more clients and they’ll stay much longer and buy more from you.
So here’s how you do it:
First, you’re going to want to plan an event at your health club. There are a few things you can do with this including having a contest (think “biggest loser”), holding a charity event, or doing some crazy publicity stunt that grabs the attention of your entire town.
Next, you’re going to want to personally contact every single media person possible and tell them about what you’re going to do. Make it so that these media are practically like paparazzi – shoving each other out of the way so they can get a better shot.
Of course you don’t want it to be insane, just try to get as many people from the media as possible.
Your time to shine is during the event. You might think of holding a short but incredibly powerful seminar during the event. This is going to position you as the expert and people will remember you. Be sure to give them some of your most secret and useful information possible.
You should also make a bunch of shirts to give away and make sure your logo, business name, and maybe even a special offer and call-to-action on the shirt!
For example it might say “I completed the 5k run at Joe’s Health Club and helped promote breast cancer awareness to the country!” Then under that, have something like “call Joe’s at xxx-xxxx and ask about the special 5k run discount!
And there you have it – free advertising which will probably continue to come in. People will see those shirts and call you months after the event.
Plus, if you get yourself on the local news/TV – people will associate you as being the expert which will make you THE person to go to if they need to get in shape.
My point is that the best thing you can do to position yourself as a local fitness expert is to simply get yourself on the radio and TV. When you can say you were on the local radio/TV, you have instant credibility and your prospects will turn into paying members – and your current members will most likely start buying more from you. It works like a charm!
http://www.fitnesssalestraining.com/
Image of Quality
Why Having A High Quality Image Will Propel Your Fitness Business To New Heights
by Brian Cannone www.fitnesssalestraining.com
If you look at nearly any business in any niche, the one characteristic you’ll see in the most successful business is that they hold a very high quality image.
What I mean by this is that when a consumer thinks about your business, they should be thinking of it as a high quality business, not some run down shack that’s cheap and for poor people. Think about it, what kind of business would you rather be a part of it you were your prospect? Would you rather belong to a health club that holds a high quality image, or one that people think of as a place where poor people go if they want to get in shape?
When people walk into your business, they should feel like they’re a king or queen. They should feel like they’re getting pampered, like they belong to a high-class club, like they’re part of an elite group that only certain people are allowed to get involved with.
If you can help your clients feel like this when they’re in your business, it’s going to go a very long way towards helping keep your client retention rate sky high. In fact, you’ll even be more likely to get a lot more referrals if they feel like they’re part of an elite group because they’re going to brag to their friends about it!
So now all of this begs the question – how do you make your business appear high quality?
The answer is simple.
If you make your client feel like they’re the only person in the room. Make them feel like they’re your only client.
And you can do this in many ways, including how you answer the telephone, how you treat clients as they’re walking through the door, how you treat them as they’re leaving, how you treat them when they’re asking questions, how clean and “tidy” you keep the business, and generally how you run every aspect of the business.
Also, one of the most advanced psychological tricks you can play is to simply increase the price. Even if you literally change nothing else in your business, simply increasing your price will increase the perceived value of your services.
Think about it, would you rather buy a named brand item at a store, or a generic brand? Most of the time the ingredients are the exact same thing, yet people are willing to spend 20%, 30%, 50% or even higher simply to buy the name brand item.It’s the exact same for your business. Increase the price and you increase the image of quality of your business. Then if you follow my other steps and treat your clients like gold, you have a winning strategy!
Telephone Skills
10 Tips To Close More Sales On The Telephone
by Brian Cannone www.fitnesssalestraining.com
So you’ve gotten the attention of your prospect and they’ve decided to call your business for more information about your health club.
Do you know what to do next?
So let’s get started, shall we?
The telephone is an often under-appreciated and much maligned piece of office equipment. Have you stopped to consider how much business you conduct over the telephone? These 10 tips will help you improve your telephone presence and presentations.
1. The First Impression – Before you even pick up the phone, put a nice big fat smile on your face. This might sound easy but doing this will make your voice more clear plus help your prospect feel more at ease because you’ll sound more pleasant and relaxed.
2. Listen – When you’re on the phone with a prospect, don’t do ANYTHING else. Listen to them and try to “read between the lines”. Showing empathy while listening has also proved to be incredibly useful because the prospect will feel like you genuinely care about them.
3. Let Them Finish – Make sure the prospect is completely finished talking before you speak. A second of silence is better than interrupting them.
4. Open-Ended Questions – Don’t ask them questions that allow them to respond with a simple yes or no. Doing this breaks up the flow of the conversation and makes it feel more awkward, which is never a good thing. Keep the questions open-ended, let the prospect vent, and you’ll make more sales.
5. Match Their Voice – This little psychological trick can work wonders towards creating trust. All you have to do is simply slow down or speed up your voice to match the prospects. They won’t even notice, but it subconsciously creates more trust because they’ll feel more comfortable.
6. Phrase It Positively – When you’re answering questions, make sure everything is positive. Instead of saying “I don’t think that’s a good solution” you can say “I think the best solution is X”.
7. Voicemail – Although it’s better to talk directly to the person, when you’re leaving voicemails, try to be as friendly as possible – inviting them to call you back.
8. Pre-Call Planning – Before you call someone back who’s interested in your club, figure out exactly what you want to say. You might even want to write out 10 things in a sheet of paper that you want to make sure you say to your prospects and keep that piece of paper in the same place as where you make your calls.
9. Tape Yourself – If you can tape yourself and figure out what you’re doing wrong, or even have other people critique you, it will help hone your skills. Doing this will help eliminate any weird sounding phrases, messages that are unclear, and other things which will help you be more persuasive.
10. Make An Action Plan – Although I gave you 10 tips, you might choose to work on just one of them at a time and become an expert in that area. Then, move onto the next, and the next, until you’ve finished them all.I guarantee that if you follow these steps and continually improve your sales pitch over the phone, you’re going to see that your phone conversions go through the roof which means more money for the same amount of work!
Opening a Gym - Read This! http://www.fitnesssalestraining.com/
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