Ep76: Increase Sales by 30% with This Simple Offer Switch + Handle Objections With Ease

What is going on? Team Matt here from the PT Profit, Leverage and Lifestyle show. It's been a little while since I actually done an episode on my own. I've had a bunch of exciting people come on the show recently, from current clients to powerhouses in the industry. So if you haven't watched or listened to those episodes, make sure you go back and subscribe. Have a bit of a listen. There's heaps of epic results in there and heaps of tips and tricks to grow your fitness business. So today's episode, we're going to be talking about sales in terms of how to actually increase your conversion rate. So I'm going to go through a couple of live examples that from current clients of mine that we've gone from like 30% conversion rate to over 60, even 65% conversion rate. And hopefully this episode all goes to plan because I'm just about to have a house inspection, so my dog could go absolutely bonkers at any time when someone knocks on the door. So we'll. We'll see how we go. But a quick update from me about life. We just came back from Queenstown for a couple of weeks, saw snow for the first time for the kids. You know, I've been in Queenstown before, but first time for the kids. Um, my son, little Archie, he just turned 1, and my daughter, Winter, she turns 3 in a couple of weeks. So plenty of stuff happening in the household. And we're in the mix of planning a big caravan trip in a couple of years as well. So, you know, heaps of travel, heaps of heaps of freedom, which is obviously what this show is about. The profit, the lifestyle and, and the leverage. So in order to get that, we need to obviously be able to get clients. So I'm going to help you today understand how to go from, you know, whether you're at 30, 40, 50, 60, how to increase that by an additional 20, 30% with a super, super, super simple structure and framework. So let's get into some training. I've got a little bit of notes here that I've done just to kind of keep me on track. Um, but as I said before, the reason why this is going to be a really good episode for you is it's going to enable you to get more out of the consults that you're doing for free or even if you're online or face to face. Any time that you're doing something for free, you want to make sure it's worth your time. So this is going to be able to get you an extra two to three clients out of 10 people. So it's well going to be worth tuning into the end to find out exactly how this works. So let's get into it. So this is basically called the trial conversion method. So I've been doing this for a little bit of time now and to give you a little bit of context, it's just a four step process to get people to jump on board and actually to jump on board. It's even just as simple as a two step process. But let me explain how it works. So right now this is what would happen. This is the current scenario. You do the consultation, you'd offer your services and they would basically say no or they need to think about it or whatever. But the reality is that they don't become a client. But what we're trying to do there is the people that are semi interested, we're trying to get them to get started with us in a smaller capacity to experience what it's like to train with you and then upgrade them to the standard package from there. So this is how it works. So you're gonna do the consult, you're normal person, price, presentation, your offer document, whatever you guys use. And if they say no to your available options because of, you know, whatever reason, I can give you some examples shortly. Like, you know, they don't want to commit to 12 weeks or they can't afford it for that long or whatever, then you can offer what we call just a trial offer. Now a trial offer is a smaller time frame, which means it's a smaller investment. So this, the actual price of your service doesn't change, but it's the timeframe that changes. So most personal trainers will work with people for at least 12 weeks. Usually most of the time we're gonna do a four week trial as an introduction offer. The reason why we're gonna do that is because the reason why people don't wanna commit to 12 weeks is because they don't like and trust you enough yet. So they need it, they need a bit of a taste before they commit to the longer term deal with you. So we're gonna four week trial, we're gonna get the clients and wins. And this is super important. Of course, if you don't get the client results, they're not gonna stay on. You get the client's results after the four weeks. You look cool. You've gone from this to this. Let's just keep going. It's not a matter of, hey, would you like to continue or would you like to Stop. It's, hey, let's keep the momentum going, let's just keep going. And then it automatically upgrades to the normal subscription from there. So in the terms and conditions, you're going to say, hey, we're going to do a four week trial at the end of the four weeks unless stated otherwise, you'll continue on after the four weeks to the normal duration. Okay, so it's kind of like a love it or leave it period. So you either love it after four weeks, then you keep going or if you hate it, you just stop after four weeks. But they need to initiate that cancellation. It's not, hey, you know, we've been doing this for a few weeks now. How are you finding it? How do you feel? Do you think you could afford it moving forward? It's nothing like that. Okay, so assume it keeps going unless stated otherwise because most of the time you're not going to be able to achieve their overall goal in four weeks. So as I said, you got to give them a bit of a taste into what it's like to work with you and then you, and then you get them results and then they naturally want to stay on for longer. So that's essentially like the framework in terms of how it works. So let me just explain a little bit more detail into it. So the duration, four weeks. So why is it four weeks? It's enough time to see some initial results. But very important, your price point stays exactly the same, so you're not discounting your price. Price stays the same but the duration is smaller, so the overall price is cheaper. The inclusions, you treat them as if they're a normal client. Do not take anything out. Still give them full access to the training program, nutrition check ins, give them the full experience. Okay. The guarantee is that you love it or you don't continue. As I said before, it reduces risk on their end. So what you're trying to do, you're trying to eliminate as much risk as possible. So, you know, worst case scenario, I'm going to show you how to get, how to get results in four weeks and then you can just keep doing it on your own. So when you actually sell on this, it's as simple as. Okay, cool. Look, I understand that you know, financially 12 weeks is going to be a bit too much for you, but is it fair to say that you like what we, what we include? Is that, is that fair to say? Yes. Cool. So it's just the money that you're worried about, is that correct? Yeah. Okay, beautiful. So if there was another option that we could possibly do to get you kick slider to get you on the right track. Would you be open to looking at that? And I'll go through this exact process in a second. This is the objection handling framework that we use. This is the education part and then the overcome part is. Cool. Well, what we can do instead, let's just do a four week trial. It's only going to be this much for four weeks just to trial the service. I'm going to show you what you should be doing anyway. So after that four weeks, if you feel like you don't love it, or if you feel it's not valuable, then you can stop. After four weeks, if you love it, then you just continue as per usual. Is that fair enough? That's essentially a close. Super casual, no hard sell, super casual. It's a no brainer. It's like, yeah, cool, I'll just show you how to do everything for four weeks. Still going to pay the same, like one session a week, four weeks or whatever it is. Online coaching for four weeks, show you what stuff you should be doing. And then if you don't love it after four weeks, just stop. No problems, no questions asked. And the last point, as I said, price point stays exactly the same. It's positioned as a trial, not a discount. It's perceived as high value and low risk. Okay, now that's the actual framework itself. So that's the trial conversion method that I just spoke about. So consult, offer the free trial, the client gets them, wins, then you just upgrade or as I said before, you just kind of roll it, roll it through as per, as per usual. Now let me show you a more detailed version of how to actually close this. So I just gave you a live example on how to do it. I'm going to now just run you through the framework that I just went through. And we have, we have another podcast episode on this exact framework that you should go watch as well. I think it's like the four step objection handling process that you can solve any objection, which is what I'm going to go through with you right now. If you want more detail on it, just go watch that other episode. It's one of the first ones that I've done in the first 10 episodes of this podcast for the four step process. Acknowledge, isolate, educate, overcome. So I learned this from insurance when I was selling insurance over the phone. So you need to acknowledge the objection. Meaning, cool, yeah, I understand where you're coming from. I can appreciate you need to talk to your partner. I Can appreciate you need to check the budget, making sure they feel heard. Okay. Then you isolate. Aside from xyz, are you happy with what's included in the service? So aside from the price, are you happy with what we include in the service? If money wasn't an issue, which one would you go with? If you didn't have to talk to your partner and it was up to you, which one would you choose? So you're isolating the objection and say cool. Apart from that. Just leave that to the side for a second. Are you happy with everything else? You can say cool. Are you happy with the 12 week minimum? Are you happy with the price point? Are you happy with. Is your partner on board with this? You can fish for objections. I'll talk about it. Me and Jace talked about it in our coaching call on Monday that you actually want to have objections. Objections mean that people are somewhat interested. If it's just. If it's just a no, then yeah, bad luck. But if it's like, yeah, cool, I just need to check my budget and see what I can do. Means that someone interested. You want objections. Okay. Now once you've done the isolation part, educate and education basically means because you haven't told them all your options, right? In an ideal world, you only want to present them two options to start with and if they say no to that, then you give them other options. So they only know two options right now. So now we educate them. So perfect. If there was an option that would still get you results, but it was a small investment or perhaps something that your partner would be more happy with, would you be open to doing that instead? This is a trial close. It's getting permission to sell them on something else. Okay. So you don't just try and sell them. You don't say, oh cool, let's just do one session a week. Then it's going to cost you this much. So how you want to do it, you want to get a micro commitment that they're open to exploring that option before you disclose that other option. Okay. Then the last one is the overcome, which is basically just asking for the sale again, which is like cool, sweet. So let's just do a four week trial so you can experience what it's like to work together and see what results we can get together. Oh, so see what results we can get. At the end of the four weeks, you can decide on what you want to do, if you want to continue or not. Does that sound fair? Can't tell you how many times I've done this. Myself. And you know what, even if they were to do four weeks, one of my coaches that one of my mentors that I've worked with in previously in previous years, he said, even if people work with you for four weeks and you have, you know, a bunch of people doing that, it's still extra revenue for the business. You're still going to, you know, get more experience. You're still going to help someone achieve their goals. So, like, yes, it's four weeks, but it also is going to, you know, force you to get really good at getting people results really fast as well. So, yeah, that's essentially the process. So just to kind of recap what we're doing here and this, to recap what's happened here for stats, one of my clients started at a 30% conversion rate. Combining this strategy with a few other ones, we were now able to get it to a 65% conversion rate, more than double. And out of those people that did the four week trial, 80% of them stayed on for more than four weeks. Because you got people results. Now, I would usually expect 50%. So this, this client went above average. I would usually expect about 50% of people to stay on after the first four weeks because guess what happens? They form a routine. They like the routine. They're getting results. They're already, they're already getting used to paying that amount of money. It's not, it's no extra money after the first four weeks, which is why you don't discount it. Okay. And, you know, once someone starts to see results, they don't want to stop because there's a, there's pain, there's pain that they're experiencing and they want to change, but they don't trust you enough yet. So give them a reason to trust you, get them results, then watch your sales conversion explode. And that goes on another point as well, in you do everything in your power to get that person signed up on that first session. Once they leave, it's very difficult to get them to sign up because all the emotions gone. Then they think logically and people buy for motion, not logic. Okay. PT is an optional expense. It's not a necessity. So you need to take advantage, not take advantage of it, but you need to make sure you're utilizing that mindset that people are in. So I'll leave it there for today's episode team. It was good to, good to do an episode with, with me. But if you do get some value from this episode, make sure you share it. The only way the podcast grows is if you share it. I don't do any ads for it or anything. I don't really promote it myself. The only way that goes is, is if you share and if you want bigger people on this podcast, then we need to share it around. So if you you do get value, message me, tag me on Instagram or Facebook and I'll see you in next week's video.