So this week we’re talking about how to be the best and then compare the rest.
This was something I did when I first opened up my fitness center about eight years ago. I put together a little sheet to list what people look for in a gym, or a personal trainer, as a unique selling proposition. You need to make sure that what you’re telling people to look for is what you actually provide. It kind of makes sense right?
When people came in, I ask, have you looked around at other facilities? No, not yet. Then I give them a little comparison guide just to help them out so they don’t have to run around town. On the front, list your benefits — why they should join your facility. On the back, compare what you offer that the competition does not. Then sell them a membership or sell them a personal training package, or if you’re doing the consultation, sell them into doing a consultation at that time.
This works like a charm because there’s nothing worse than listening to a salesperson bad mouth the competition. You do need to compare them, but you do it in a very polite, very professional way that highlights what you offer.
This is a great sales tool. I highly recommend that you have a little comparison sheet so you can help your clients make the decision to work with you. Â Download the one I used years ago in my fitness business.
So there’s my tip for this week. Do me a favor and subscribe to my YouTube channel. I’d appreciate that. If you have any questions or comments or concerns, send me an email, tom@tomjackobs.com. I’d Love to learn a little bit more about you and your business and how I can help you transition to being that business owner that you want to be.
