How To Close More Sales Faster

You're listening to the PT Profit podcast, episode number 165. Today you and I are chatting about how to close more sales faster. Are you ready? Let's get started.

Hi, I'm Beverly Simpson, former fitness manager turned online personal training business owner. And this podcast is where smart fitness professionals, including trainers and clinicians, discover how to increase client performance in movement, package and position their products and services and get out of their own way so that they can increase their revenue to live a life that they love without sleazy sales. Welcome to the PT Profit Podcast.

What's up, coach? Thank you so much for joining me in another episode of the PT Profit Podcast. I'm your host, Beverly Simpson. And if this is the first time you're hanging out with me today, welcome. I'm super pumped that you're here. So today I'm going to give you three tips, three things that you can do to close more sales faster so that you can increase the revenue inside of your business. There's a lot of training that I've done that many people have done that is how to fill up your, how to fill up your calendar, how to close sales, how to increase your revenue. And I just want us to take a look at the sales environment and look at the ways that we can close the gap from a customer never hearing of you before and turning them into a customer faster. So the first tip that I'm going to give you is I really want you to look at your offer that you are presenting and looking at the ways that you can position your offer to sell your client what it is they think they need. You want to position your offer as something they think they need. What I mean by that is you've heard me say, probably if you're not new, that you need to sell them what they want and give them what they need. Because when we're looking at the three levels of awareness, so there is pain aware. Your clients are walking around in pain. They have a specific type of pain. There is an internal pain and an external pain, and it's all related to the symptoms that they're experiencing. So here's why this is important is because they're walking around and they're calling their pain problems their symptoms. They're saying, oh, this is my problem. But the truth of the matter is that your clients are in either a problem that they don't know about, they don't know that they're in a problem, they don't know the root cause of their problem, or they're trying to solve the problem they think they have. So let me give you an example. They don't have enough problem awareness. So I'll give you an example. It's an over simplistic example. If I had a headache, my pain, my symptom is I have a headache and then I'm walking around, I have a problem, my head hurts. But the real problem is I could be dehydrated. And so what happens in terms of awareness? The third layer is that we as content creators, as business providers, we start selling or we start creating things to solve dehydration. So we'll write three ways to end dehydration. And that's great, that's what we need to do. However, if your client doesn't know that they are dehydrated, they're not going to pay attention. So what we have to do is we have to connect problem awareness to the solution we solve. So now let's say we don't solve dehydration, let's say we solve concussions. So I'm going to be looking for the people that are walking around saying my head hurts and no matter how much water I drink, I'm still in pain. So this is why it's really important to recognize that your client is pain aware. Then they need to become problem aware and then solution aware. And our job is to meet them where they're at in their pain levels. Now, when clients are walking around, they're looking for the solution to a problem they think they have or they're looking to solve the pain point. So for example, in our, in our example, they're looking for the Advil instead of looking perhaps for, they're looking for that first layer, that quick win, the fast, the speed. And they're hoping that the Advil is going to take care of it first and then they don't start diving deeper until they recognize Advil's not working. Oh, it's been three days and my headaches prolonged and drinking water is not working. So for you, we need to position your offer as the ad bill, essentially the best Advil, the fastest Advil, because that's what they're looking for. And when you can sell them what it is that they think they need and then expose all the problems and then really give them what they need, you become one in a market of one, because not only have you identified the root cause of their problem, you've solved it and you become the authority. So think about your offer and think about how you can position your offer as something that they think they need. Because here's the other thing too. And for all of my health and fitness professionals listening, if you're listening to this, you are in what most people would call a saturated market. Now, this doesn't mean that a such. And if we want to get specific and look at breakthrough advertising, you're in the fourth layer of market saturation, which means that not only do your people are the information overloaded, they also have a million different options that they can use and they also think they know what to do. So being in a saturated market doesn't mean you can't join it. Being in a saturated market means that you require a new layer of market sophistication in your messaging and in your offer. So spend some time there, take a look at it. The second thing I'm going to give you is plain and simple. If you want to make more money, you need to put more offers out in front of more people. Now, this may or may not mean that we need to have a million different offers that you need to be in concept creation. This, this could potentially mean you need to present the core offer you've created and present it to more people multiple times. Now, I'm always hesitant to, to say, to share this because for a lot of the incredible business owners I get to work with, it's easy for us to get our head down and get stuck in the content creation mode and to constantly be creating, creating, creating. I'm going to create this offer, this program, this program, this program. And that can be really powerful and really helpful, but just not at the cost or expense of presenting your offer to more people. This means that you need to give them the opportunity to purchase from you. So think of, pretend you are going into a grocery store or even a clothing store and think about how they put their offers on display. So if we go to a grocery store or if we go to, well, let's, we'll use the grocery store. How many times have you gone to the grocery store and you thought, okay, so I'm gonna get some garlic, and you go over to the grocery store, you get garlic and then you look around and you look right next to the garlic and oh, there's basil and oh, there's some, there's also some mozzarella and, and there's some, there's beef, tomatoes. Oh, you know what, I could do a caprese salad and drizzle a little garlic olive oil over my salad. And you start to get ideas and think about when, if you're in the clothing store and someone says oh, hey, can I help you with that? And then you say, yeah, I'm looking for, just looking for some jeans that are going to fit me and are awesome. And they go, oh here, let me show you. And then somet, if they're good, they'd be like, you know what would be really awesome with these jeans is this awesome shirt. So it's this concept of like, hey, would you like fries with that? Does this mean that you need to come up with multiple ideas? No, it doesn't. You could put it in part of your core offer. Again, this is going to just require you to test more. So sometimes when you're wanting to close the sale and you're wanting to make more sales faster, this all this means is just asking more. So what does asking more look like? Well, it could look like a lot of things. It could look like if you're going to post on Facebook and Instagram, you could be posting at least two to three times a week. That offers the conversation inside of the dm. It could look like you talking about your stuff more, way more than you do. Like even if, for example, think about, if we want to look at the sales environment, right? Think about your especially online. Your online presence is your sales environment. It's like being in your messaging ecosystem them, it's like opening the front door to your house. And this is a sales environment. And so this is also going to require you to really take a deep look at your relationship to selling and know that transfer, the transformation happens in the transaction for your clients, which means that you asking them to say yes to themselves is a very powerful service based action. You're not approaching this from this place of begging them to buy something from you. You're looking at this as here are all the opportunities for you to say yes to yourself. And if you want to make more money, we need to put the opportunities in front of them more. Whether it's one offer or multiple offers. Well, when you do this in combination with, with turning your offers and positioning your offers to a what they think they need instead of what they want, then going to exponentially increase your resources, your revenue in just 30 days, the third tip that I'm going to give you is a little counterintuitive and kind of goes against what I'm saying in terms of how to close more sales faster because it sounds like, wait, Beverly, you said play the long game. Well, this is third in addition to the first two that you just did. So when you ask for more sales, more that's going to close sales Faster. When you position your offer into a what they think they need and not what they want, you close more sales faster. And then number three, when you also recognize that your environment is a sales environment and you play the long game, this will also give you exponential results and give you more sales. And what I mean by that, and this is also finishing out closing that loop of what I was saying in number two is what does that look like giving more sales to more people? Well, you're going to ask more on social media. Hopefully you've also started your list, whether it's a buyer list and or opt in freebie email list and you're going to be nurturing that, nurturing them as often as possible with calls to action to start, conversations with you where you're always talking about your offer and how it's transformative, how you're sharing stories of your clients. This is your house, this is your sales environment. You're always talking about how awesome it is for your client to say yes to themselves. Now we're going to do the third thing is play the long game. And so what that means is most people, myself included if I'm being honest, is that we will play the game the 30 to the 30 to 60 or 90 day customer journey. And that's true. That is still true. People, usually industry standard, will make decisions based on whether or not they are going to say yes or not yet in 90 days. Now this does not mean that they're going to leave your environment. You'll get about 15% of your sales. When you are thinking about it in this way, which is a good thing, I don't want you to think, oh no, I need to not think about the first 90 days. No, no, no, the 90 days is a very important, it's a very important jump start or very important onboarding experience when someone is excited and excited to say yes to themselves because listen, give them the first win and then when you give them the first win and they say yes to themselves and then you get excited about that first summit. People come for content and stay for community. So this is a win. So it's not that we don't want to pay attention to this. This is an and. And in addition to that we are going to continue the people who are maybe not quite as fast as the 90 day onboarding people. So what this means is that keep nurturing them, keep giving them and showing them wins, giving them clarity, answering questions that they hadn't thought of before in your content, in your emails and consistently redirect them consistently re ask them, hey, are you ready for this? Hey, are you ready? When you're ready, come join us. Here's a question. Look at this. Look at this amazing result I got. And play the long game. So think of going back to, you know, it's like going back to the, to the clothing store where they go in and they're like, I'm just going to get jeans. And then they see this beautiful shirt and then they see some necklaces and then they see or a hat or whatever the case may be. So really create this environment, this sales environment that is adding so much value and adding value both in entertainment, adding value in connection, adding value in education by providing clarity and harnessing demand for taking the next step. And when you do that, you will end up closing more sales faster. Thanks so much for hanging out with me today. I'll catch you on the next episode.

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Clients ready for your services.

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