The Tipping Point

adsdsf,

No, this isn't about the popular book (certainly
worth reading.)

It's my belief that everyone has tipping points.
Until you reach your tipping point, you typically
don't take action. Once you've reached it - you
have to act.

Think about it. How many people drive by the gym
saying "I'll start next week" or conclude every
week saying they'll start eating right on Monday?
I don't know, but it's safe to say that number is
much larger than the number of people who
actually take action.

Well, for the purposes of selling personal
training, my concept of the tipping point is
valuable for three reasons. Here they are:

1. If you work in a health club setting, often
people join the club because they've reached
their tipping point. They saw an unflattering
photo of themselves, their favorite jeans no
longer fit or their significant other just told
them to hit the bricks. This is obviously a great
time to help them achieve their goals by taking
them on as a client. When people join the gym
they're essentially saying that making a change
is important enough for them to part with their
money and their time. That's the big step for
most. Now simply get them to take one more step -
investing in personal training.

2. By asking the right questions in your
consultation / orientation / introductory session
(a.k.a. - sales opportunity) - you can help nudge
those people who are on the fence of reaching
their tipping point into action. Ask open ended
questions and dig deep enough to discover their
true pain or motivation. The right questioning
will often eliminate the tire kickers and cause
people to take action.

3. Follow up. Many people that were "thinking
about it" haven't actually reached their tipping
point. They are considering making some changes
in their lifestyle and habits because they've
recognized some things they're uncomfortable
with, but they haven't reached that point of no
return where they MUST make a change. By
following up, keeping a tickler file or sending
monthly newsletters, you maintain top of mind
awareness for that time when they do reach their
tipping point. Trust me. They will reach it. We
all do.

Dedicated to Growing Your Business,

Pat Rigsby

P.S. - If you'd like to discover the most closely
guarded business success and profit producing
secrets of 17 of the fitness industry's top pros,
go to: http://www.fitness-riches-book.com/
Fitness Consulting Group

PO Box 1539
Elizabethtown, KY
42702-1539
US

If you no longer wish to receive communication from us:
http://autocontactor.com/app/r.asp?ID=1042632400&ARID=317764&D=19

To update your contact information:
http://autocontactor.com/app/r.asp?c=1&ID=1042632400&D=19