Here's a simple step-by-step action plan that you
can use that will work for personal trainers and
ambitious health club sales people that will
bring you a ton of high quality leads and
immediate new business.
1. Get out your yellow pages, look under
'Associations' and make a mailing list of as many
as you can find. If you don't have much luck
there, look in your newspaper and look for the
'Around The Area' section for social group
meetings like Kiwanis Club, Lions Club, etc.
2. Send each one a letter offering to give a 30
or 40 minute FREE presentation to their members
about dispelling the 7 biggest fitness myths and
3 simple things they can do to improve their
productivity and their quality of life.
3. The key to your success
with this strategy is to 'niche' your
presentation to the specific needs of the
association or group. For instance, if you're
contacting the Nurses Association, one of your
'secrets' will be how to avoid sore feet at the
end of the shift (of course, the answer is to
lose weight and get fit to improve circulation,
etc). If you're talking to realtors or other
salespeople, you want to emphasize the importance
of looking good (numerous studies prove that
people who are physically
appealing/attractive/fit, have a distinct selling
advantage).
4. These associations/groups are always looking
for experts to give presentations to their people
which empower and motivate them.
5. Just giving the presentation is great exposure
for you, but the most important thing is for you
to find some way to capture the contact
information of each and every person in
attendance. So you need to offer them something.
Consider a valuable door prize. The more valuable
the gift, the more likely it is that everyone
will participate. But don't just leave it at
that. Each person should get a form to fill out
to receive your monthly newsletter (either snail
mail or email) and also possibly an offer to
receive a special free report just for completing
the form. The point is you need to offer MULTIPLE
reasons for response in order to capture as many
names, addresses and emails as possible.
6. When you follow up to these leads, be sure to
remind them who you are (I'm Joe Fitness, the
fitness professional who spoke at your monthly
sales meeting). Don't ever assume they will
remember you.
7. The combination of your presentation (which
establishes you as an expert and develops
rapport), and your lead generation efforts will
result in a rapidly growing database of prospects
who have been exposed to your message, and
possibly even a few quick sales.
8. Always remember that you are not just
providing information, but also selling your
services. At the end of your presentation you
should 'pitch.' Have a special offer for these
people, and give them an opportunity to avail
themselves of your services right then and
there.
9. Be sure that each attendee gets a brochure
(not an 'image' brochure, but a direct response
brochure) and your business card (not an 'image'
business card, but a direct response business
card).
10. Once you've done one of these presentations,
be sure to get a testimonial from the
organization for whom you did it, that you can
add to your introductory letter which goes out to
other organizations.
This is how you 'leverage' off of each of your
efforts.
11. After you've done a couple, then record one,
make dupes, and use the recording as a marketing
piece when you solicit more presentations (again,
leverage!).
12. If you can do one of these presentations per
month, you may be able to dramatically cut the
rest of your marketing efforts. Public speaking
is THE most powerful and most rapid way to gain
exposure and quickly build your business.
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
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