This week, we’re talking about sales and selling your product. First and foremost, you have to understand what it is that you’re selling. You have to know your product. I know a lot of people in the health and fitness industry think they know what their product is, but they are wrong. If you’re selling workouts, you are wrong. That is not what people are buying, and that’s not what people need. What we’ve found at my facility is that people need accountability, so that is what we sell and it’s bundled in a big thing called fitness and working out.
When you understand what the client’s needs are, you can specifically tailor a presentation. We found when we surveyed our clients that they wanted a community, accountability, and health and fitness, in that order. What do you think it is that we sell? We’re going to sell transformations that hold you accountable. We’re going to sell transformations in a community. We’re going to talk about community as much as possible
If you go to our website, body3fit.com, and watch that video that is right on the front page, it talks all about community — how it is like the Cheers of gyms where people come in and we know their name. That is exactly what I wanted because it differentiates us from the big box gyms. It also differentiates us from a lot of other fitness studios that are selling fitness, or body transformations, or selling six-week this and four-week that. Not to say that those are bad, but if that’s all you’re selling, then it’s going to be short-term because at the end of the day, they’ll only go in those for four weeks. You might do that to attract people, and that’s fine. You can attract people with the four-week, six-week, two-week whatever, but if you’re not selling them what they actually need, they’re going to leave at the end of that trial period. The big thing that I want you to take away from today’s message is an understanding of your client’s needs and how your product can fit into that. I hope that makes sense. Find the need and how your product fits into it, and start selling the need instead of just the fairy dust of product
I hoped you enjoyed the little tidbit of information that I’m providing on a regular basis. Talk to me. Send me an email, tom@tomjackobs.com. I do want to connect with you and understand what is going on in your business and see what I can do to help you boost your sales, boost your business, and ultimately help you move to being that business owner that you ultimately desire to be, living the freedom that you want to live.
