Which Came First: The Chicken or the Egg?

This question is always fun… Some may say “it’s all about outcomes”, some say “it’s all about getting new clients in the door”! Which came first, the chicken or the egg???

Usually, I’ll find that the people actually providing the golf fitness services will swear that it’s ALWAYS the chicken – or about the outcomes you’ve gotten with your current clients. You know… the satisfied client gets you more referrals and becomes your spokesperson and on and on and on and blah,blah,blah (guess you can already tell that I’m on the side of the egg). The marketing person feels that they can always do better by INCREASING the number of spokespeople by putting time into “Getting New Clients”.  So which comes first??? You will have to decide on that for yourself!

 When I converse with my trainer friends they tend to (almost always) put all their time towards learning how to provide better golf fitness training programs and services for the clients they FINALLY get. There is nothing wrong with continuing education in your fitness training field, and there are an unlimited amount of resources for you to accumulate this wealth of knowledge. Since my world is that of the professional marketer, for the purpose of today’s tip, we’re going to speak about the egg coming first, or how to get the client in so you can perform your expert golf fitness services to help them achieve “outcomes”.

Whenever I’m teaching the class “How to Get New Clients” most of the participants tell me they would love to just “help people reach their health and fitness goals” (in other words, “I would love to save the world”). The response I give them is that although this is a noble cause, would it be so wrong that you also learn how to bring new clients in the door AND price your services so YOU can actually make a good living while accomplishing your initial fitness goal of helping people? If you can pay your overhead AND make a comfortable income in the process, wouldn’t you be in position to help even MORE people achieve outcomes and become healthier.

Now let’s get to the point: There are plenty of courses to improve your golf fitness training skills… so now it’s time to find resources that actually help you get a prospect to want to become your client! While going to school for your training, how many of those fitness, health, physical therapy, chiropractic or massage therapy majors included a course in marketing, or in sales? I’m sure you will find the answer to be that it is probably a very small percentage. Therefore, find the right people and courses that can help you learn to “close” the prospect that is right in front of you, into a great client who will want your services for a long time. The better you are at the close, the faster you will become successful in your golf fitness business.

 

What you can learn from great marketing and sales people is absolutely invaluable to your golf fitness business. For example: If you are stretching golfers at a local charity event., What EXACT words would you actually use to get the prospect to ASK YOU questions about your services rather than feeling like they are being grilled by your sales “pitch”.  Or, what questions are YOU asking to control the conversation rather than allowing the prospect to control the conversation; successfully prying ALL your valuable knowledge for FREE… therefore they’ll never need your services!

Final Tip:  Get yourself some training on how to have the prospect WANT to use your services!

 

Bonus:  Win a FREE half hour personal consultation for your golf fitness business!

All you need to do is contribute to these tips by asking Fran a question about how to help your golf fitness business grow, or by contributing success stories of your golf fitness business growth. Every contributor’s name for each month will be entered into a monthly drawing. Every month, three (3) contributors will be picked out of a hat to win the FREE consultation. So let’s all join in and help this industry grow by helping each other… and good luck in the drawing!

Talk to you soon

Remember: JUST DO IT!

Until Next Time,

Fran Rosario

Fran Rosario

 

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