Do-It Yourself Can Be a Recipe for Disaster if You’re a Small Business

A small business is a like a newborn baby, you want to take on all the responsibility of looking after it… but should you? You planned it after all, you watched it gestate for months and then the delivery day came. There it was all bright shiny and new, screaming, crying, hungry and demanding attention. But you were prepared (you thought) you had read all the books, watched the videos, taken online courses and had also received advice from just about everyone you had ever meant. 

It was exciting for awhile, it’s new, it’s yours and you started off totally invested. But, a few years in and you’re starting to wonder if you brought the right baby home for the hospital, after all this offspring was not growing quite as you had intended. You start to think about putting it up for adoption, maybe you can start all over again. NO! you don’t really want to do that, but maybe there is help and it’s as close as online jobsites or placement agencies.

Building a backyard deck is the time and place for a do-it –yourselfer but running a small business, that’s another story.

If you came up with 50 different areas of competency your business needs to thrive, how many can you actually fulfill?  And! even if you could,  is it the best use of your time and energy?

Are you as up to date on social media marketing as you might need to be or are you more of a Don Draper (Mad Men reference) stuck in another decade?

Whoever first came up with the phrase, “Don’t sweat the petty things and don’t pet the sweaty things”,   was probably a small business owner that realized the value of outsourcing.

If you’re balancing the books, doing payroll and menial administrative tasks you should leave it for a more experienced, faster outsourced professional?

Efficiency is money and if you’re multitasking you’re likely losing money. Keep your attention on running the business not micro-managing it, outsource . 

 

 

5 Overlooked Ways to be Part of an $84 Billion Fitness Industry

If you’re already part of it you might know and if you’re not, jump in, there’s a ton of opportunity as the fitness and weight loss industry is about to explode.  Check these underserviced 5 out.

Specialty Fitness Centers

Fitness centers alone are a 24 billion dollar industry worldwide.1 in 5 Americans pay a gym membership totaling over $54 million a year.A tighter economy means more lower cost neighborhood centers are opening and people are flocking to them.  Who would have thought that clubs that specialize in group rowing, climbing walls or soldier style boot camps would be a thing.  The barriers to entry are low and success is only limited by your imagination.

Men’s Only and Children’s Weight Loss Programs

One in three American kids or teenagers is overweight but can you name a weight loss program or specialty gym that has been designed for them?   73 % of American males are overweight or obese (CDC) compared to 63 % of women and yet 90 % of clients at weight loss centers are females.  If the light bulb didn’t just come on read all those numbers again. New research in cognitive, physiological and nutritional sciences and technologies means lots of new opportunity.

Older Adults Fitness Programs

Know a senior?  Look around they’re everywhere and they have the most disposal income of any demographic.  They don’t want to lose their independent lifestyles, they love to socialize and they don’t want your typical gym offerings.  Do you have a product or service that will keep them in the lifestyle they have been accustomed to?

Trainer Certifications

If you’re an education company set up to deliver training to the trainers you’re in a good space. Expect to see lots more demand for specialty certifications.  These will help give trainers a unique distinguisher and provide additional opportunities both in and out of the club as more clients opt for home training.  Currently there are over 250 third party delivered certification organizations.  By 2020 another 30,000 fitness-training jobs will enter the market.  Added to the present 250,000 personal trainers, that’s a lot of certification delivery opportunities. (Bureau of Labor Statistics)

 Wearable Health Technology

1 in 6 people wear an activity tracker and that number will likely continue to rise as this technology continues to pioneer new ways of measuring human biometrics. More and more health clubs and trainers will integrate this data into their own products and services and extend their reach into communities that otherwise wouldn’t have entered their facilities.

There will also be more integration of cognitive function and biological data into future devices. The definition of Wearables will extend to new technologies that are injected, tattooed and implanted on the body. If you are creative and futuristic think about wearable design and innovation, it may be for you.

Ron Warne is a copywriter for the fitness, health and weight loss industries. www.ronwarnecopywriter.com             ron.c.warne@gmail.com

These 5 Fitness Trends Will Continue to be Huuuge at a Gym Near You

If you’ve been doing the caveman workout, meaning literally you live in a cave and lift boulders, then you can be excused for not knowing where the industry is now and where it’s heading in the future.

So, with Neanderthals in mind, here’s what you’ve been missing and where things are going and where the opportunities are.

Workout Apps

On-demand training and coaching will provide fitness and healthcare professionals the opportunity to offer their service remotely using literally thousands of available apps. This is one of the biggest threats to trainers going forward as this puts the member in control. With commute times, overcrowding, and higher membership fees all figuring into the mix, expect to see the apps part of the industry grow exponentially as people take their workouts with them wherever they decide to go.

The Opportunity:

Gyms and trainers could jump all over this and offer celebrity app workouts in the club or themed group formats. Specific apps could be broadcast over the available delivery technologies in the club. Clubs could also offer recommendations or testimonials to help members navigate the plethora of app options and really embrace the technology rather than trying to compete against it.

Certifications

Qualified, certified fitness staff will be more important than ever, both for liability purposes and as a continued revenue stream for clubs. With all the specialty workouts now available and the always growing competition, clubs will be aggressively recruiting the best locally available talent. 

Specializing in specific types of program delivery will be the new norm as clubs become destinations for a favorite activity (like cross-fit) or a specific certified instructor of some new exercise trend.

Old school gym-rat trainers will become obsolete as specialists in functional training; diet, weight-loss, specific disease state (diabetes) and so many more become certified and available. For trainers it’s self-preservation, stay relevant or you limit your employable options.

The Opportunity:

Clubs will have a new means and reason to advertise to prospects based on their qualified staff. New schools, organizations and entrepreneurs will crop up to offer certification programs.  Maybe you’re one of them.

Personal training will have more specialties supported by certifications and their value to the public will increase as more people explore options for home exercise routines delivered by traveling instructors.

Virtual Technology:

Also called augmented reality, virtual technology might additionally fall under the category of wearables especially when VT incorporates the data from an activity tracker.

Prices have come way down and the apps available on your smart phone will continue to grow. The possibilities are endless and lots of fun.

As a gladiator or a sport athlete of your choice, this has the potential for being totally engaging and getting really impressive results in a short time. Why?  Because it’s something people want to do. Duh!

The Opportunity:

Writing scripts, designing games, designing exercise components that accompany the VT, this list really does go on and on. It’s so new, the world’s your oyster if you understand and want to work in this technology.

Older Generation Fitness Classes

As baby boomers age and want to continue with the active lifestyle they have become accustomed to, anything that will sustain that will create endless possibilities for engagement and money making.

They are not ready to sit on the porch and watch life go by.  A whole industry has sprung up around seniors and fitness and they have the money like no other generation before them.  

The Opportunity:

Community centers, hospitals, seniors centers, private clubs and many more will all require staff and services that attend to the needs of seniors.

Colleges offer specializations in geriatrics and more products are coming on the market every day that allow seniors to continue their mobility. Any connection to any of these industries has endless opportunities.

Gamification

This might just be the biggest, best and most interesting innovation to come. It’s not new, it’s roots go way back, school classrooms have been using computer games to have the kids learn now for decades. It’s somewhat newer to the fitness industry but has a lot of potential. 

Wii might have started the movement but expect to see many more companies enter the race to provide new group exercise games and engagements.

One version of this is already spilling over into community fitness programs whereby large groups of people are assembling in parks and other public places to do community fitness initiatives with a purpose. They compete with other communities in some type of scoring for participation and various fitness accomplishments. Things like most miles walked as a group or most weight lost.

The Opportunity

People are social by nature and anything that brings them together, in a unified cause, whether that’s cooperative or competitive will be a winner.

School boards, games and software companies are always on the lookout for creative types.

_______________________________________________________________________________By Ron Warne

Copywriter for the Health, Fitness and Weight Loss Industries

Is Your Personal Trainer Trying to Kill You?

Warning, the following opinion piece may be controversial and should only be read by people with an open mind.  It is not supported by any particular research and it may perturb some personal trainers.

I watched a PT in a club recently have a very heavy teenager do what can best be described as a “commando crawl” up and down between the isles of bikes and treadmills. Those of us using them watched and were entertained and the kid didn’t seem to mind at all. The PT probably saw the exercise on some extreme reality TV show like “Navy Seals” or maybe he bet someone that he could get the kid to crawl on the floor.  Whatever the case it seemed like a pretty odd exercise to have him doing.

A lot of questions go through my head as I watch the gym-world unfold in front of me from the relative safety of a spinning bike.  Are Trainers with a little bit of knowledge more dangerous to their clients than people just using a bit of common sense and figuring out things on their own?

Are their clients really incapable of counting their own reps?  Is the exercise industry foisting some big exercise scam on us? Do dieticians really know what we should be eating and are they secretly eating a Little Debbie behind closed doors?  Are weight loss gurus just people who are genetically blessed and like the word “Guru”?  And the questions go on and on.

For a lot of years we (myself included) preached 50 % of your weight was based on diet and the other 50% on exercise. Increases to this or decreases to that that would help you lose weight. Then along came theories about your weight based on Blood Type or Ancestral Origins or Set Point or, well you get the idea, there are a lot of theories about our weight (and some carry no weight).

There is research that shows you can eat nothing but junk food and lose weight, and there’s research that shows exercising has no impact on weight loss or can actually cause you to gain weight. It’s confusing at best.  Is weight loss more of a head game than anything else?

 If your body requires a certain amount of calories to maintain itself, does it really care where they come from? Are cellular biologist and psychologists the future of weight loss? I don’t know, I don’t think anybody knows.  I clearly have been giving all this too much thought.

Ron Warne  

 

3 Reasons No One’s Buying From You

You think you’ve got it all going on but you’ve got no sales

You’ve read all about marketing and you’ve heard all their tales

You Snapchat and Facebook, you Tweet and you Blog.

Your website seems fine and yet you’re left in a fog.

Let's get to my three reasons; I’m running out of rhyme

I’ll share what I know, this stuff happens all the time.

I’ve worked in fitness sales for many years, everything from owning an equipment store to selling certification courses and online training programs. It doesn’t much matter how good your service or product is if you’ve somehow forced your customer into one of these corners.  Give them a way out and maybe your next sale is right around the corner.

1.   Often the biggest pushback comes from your pricing. You may think it’s a great value, and maybe it is, but that doesn’t mean everyone can afford it.  Do you have a cheaper alternative product or service? Do you have discounts for certain populations, or can you bundle your services somehow to give a cash break?  Maybe you have annual sales that you can point them to or a layaway plan. Do you have another entry point that they can enter into your business, like a contest or survey?

2.   Do you have too many choices? The fitness store I managed had so many pieces of equipment and they all essentially did the same thing. That makes it virtually impossible to make a good argument for any particular product.  Choice is good but generally 3 choices works best; a low price, a medium price and a very high price. The high priced item will often help sell the medium priced product.  Your customer will see that as the best value for their money.

3.   I don’t want to make a bad purchase, or said another way, I’m scared and I don’t want to look foolish. Change is hard, we know what we think we want but then there is all those lingering doubts that make us postpone the purchase. Help your potential client by making it easy for them to say yes. Guarantees, testimonials, personal success stories, trial periods and lots of information helps them make an informed buy.  

Ron Warne is a Copywriter for the Health & Fitness Industry

www.ronwarnecopywriter.com

 

 

 

It’s Not Normal to Talk To People at Your Fitness Club

I remember a time when you might talk to someone between sets or while waiting for a piece of equipment at your health club.  Nobody thought you were weird, and nobody went running into the change room to avoid any further contact with you (well they might have).

There was camaraderie of sorts in sharing your pain. There was always something to comment on about the aerobics class going on or a particular piece of equipment that wasn’t working properly or that Richard Simmons guy.

It was a place to see the same people on a somewhat regular basis and give at minimum a head nod.  Jane Fonda ruled the videotape exercise market, the 20 Minute Workout was on TV a dozen times a day and Olivia Newton Johns“Let’s Get Physical” poster adorned the walls of many a male teenager. 

Women wore leggings, spandex and headbands and guys wore, well pretty much anything, but nothing special.

You may have used equipment that had some type of graphics or early digital type display,  for me it was the Lifecycle and Concept rower but there was still a Monarch bike or global gym multi-station sitting over there in the corner

No one had headsets, or earbuds, no one had a wearable fitness tracker and it was rare to see someone even carrying a water bottle, after all there was usually a water fountain somewhere in the place.

Then one day someone showed up with a Sony Walkman and it was the end of the social fitness club as we knew it.  The technology grew in leaps and bounds and now it’s odd not to see someone with their own tunes, their own tracking devices or their own portable personal trainer accessed via their smartphone.

Fitness equipment also kept up with the newest technology, you can now find cardio equipment of all types with surround sound, TV screens and much, much more.

About 55 million Americans belong to a fitness club, that’s a lot of people not talking to each other.

 

Ron Warne

Copywriter for the Fitness Industry

www.ronwarnecopywriter.com

 

 

 

 

 

5 Ways the Fitness Industry Could Change Over the Next Couple of Years

The fitness industry has two givens: 1. Things will change, and 2.  Everything that got changed will eventually come back again.

Fitness experts are found in every possible nook and cranny of the industry so getting an opinion on where things are headed is as simple as putting the question out there.

 Also, because there is so much overlap, agreement and disagreement between so many experts, I’ve decided not to specifically reference them, but be assured they know their stuff. 

Every change or trend (trends are short term changes that may or may not stick) has an impact on many other facets of the business.

For every new product that comes on the market, think of the number of designers, engineers, software programmers, marketers, administrators, assembly lines, testers, salespeople…. well you get the idea, a lot of people are involved.

So without further ado, and in no particular order, here are some predictions about the future of the fitness industry with my additional commentary and opinions on how they may impact you and others in the field.

 Wearable Technology

Everything wearable will continue to be huge. What started a number of decades ago as a free pedometer in a box of cereal that did little more than count steps, has been on a steady diet of “Roids” ever since. 

More and more metrics like BP, HR and GPS will be standard and new metrics will be discovered that can be tracked and reported by smart watches, and clothing with. 

The data collected is uploaded to smart phones and other devices where trending analyses is made and recommendations for improvement are done. 

Hundreds of manufacturers continue to bring the prices down and the features up on these devices accounting for 1 in 5 North Americans now owning one. 

Financial incentives by Insurance providers will continue to see companies jumping on board, providing healthy lifestyle incentives to employees that comply.

Fitness challenges and rewards programs will continue to grow in size and reach.

The Opportunity:

Instructors will build programming around wearable technologies, coming into businesses to deliver classes and being able to track users lifestyles remotely through their wearable devices.

This will provide new revenue streams for personal trainers who position themselves to integrate new technologies into their services and who want to expand out of the clubs.

Workouts On Demand

Think of all the ways we access information and entertainment both at home and on the go. These are all potential means of delivering classes in real time or as recorded sessions.

The variety of classes will continue to grow as new equipment and exercise innovators continue to flood the market with new products and services.

New York and LA will longer be the exclusive owners of all things innovative; it will be shared in seconds through technology.

The Opportunity:

Everyone can potentially be an exercise service provider for the fitness industry. The major fitness players will continue to put out new innovative exercise videos but will face greater competition for downloads from new resourceful providers.

Studio Style Classes

Large gyms and franchises, traditionally the Mecca for fitness goers will now adopt more boutique style programming in an effort to give the gym-goer a greater variety of exercise options.

Small boutique clubs will thrive as they extend their reach into the community and be the first to offer new trending workouts.

Much the same way spinning classes are available everywhere, we will now see group rowing classes, HITT classes, Yoga and much more in larger gyms that create a small boutique type atmosphere within the larger club. Essentially a club within a club design.

The Opportunity:

Traditional group class instructors who have seen their Zumba, Jazzercise and other perennial favorites class sizes on the decline, will be well positioned to reinvent themselves and explore job opportunities in the Studios and Boutiques.  

Water Programs

Pools are often the lost leader in any health club but recent popularities of creative new water programs will see a re-interest in H2O. Exciting new twists on things like Yoga (but now done on a floating board) or water spinning (also called poolbiking) will turn pools into new profit centers.

The Opportunity:

This is likely to spawn new certifications and new products that can be used in the pool. Think of HIIT training and other gym-based activities that can be adapted to the water.

Also expect to see equipment manufacturers creating a new line of poolside pieces that use water as a means of resistance.

Competitive Heart Rate Training

Using a variety of aerobic equipment and callisthenic-type exercises instructors will take participants through workouts designed to burn fat while exercising in the target heart rate zone.  

Personal tracking devices will be used and classes will accommodate a range of fitness levels.

Heart rate results will be projected on walls or screens and satisfy the competitive element for members.

The Opportunity:

Understanding exercise psychology, social and competitive needs will require more educated staff.  Individuals that prepare for this early will be in demand by all styles of clubs. 

Clubs will continue to offer physiotherapist and nutritionists and expand their services to include other allied health professionals.

 __________________________________________________

By Ron Warne

MS’Ed

Copywriter for the Health, Fitness and Weight Loss Industries

Ron has worked as a college educator and Canadian government certification instructor for the health & fitness industry, personal training industry and national coaching program. His writing and consulting has served major health club chains, TV, school boards and private industry. 25 years of serving and writing for the health & fitness industries, rounds out his experience as a professional copywriter.  www.ronwarnecopywriter.com

6 Reasons Your Company Needs Personality in 2017

Don’t blend in; it’s certain death by camouflage. If there’s ever been a time to be a round peg in a square hole, it’s now.

Many, maybe even most products or services within the same category aren’t particularly unique or memorable, they might do a very good job, but then all your competition might do exactly the same job. If you deliver a service just as well as the next guy or you produce a product that meets the customer’s expectation perfectly every time, but so do your competitors, then how do you stand out?  You’re vanilla in a sea of vanilla.

… And all this is assuming your prospects can find you in over eight hundred million websites. That’s another whole discussion. But lets assume for now that you are being held up and compared to 2 other companies that produce (for example) a cola product. You’re RC Cola (remember them?) going up against Coke and Pepsi. They essentially all taste the same (with all due respect to cola connoisseurs) but advertising budget wise, well I’m sure you can guess who comes in at #3. So, what do you do?

Don’t Hide

Come out from behind the corporate curtain; build trust through transparency. Have your message come from one person in your company that is real, has a name and a face to go with it.  If he or she is funny, let that come across in blogs or newsletters. If they’re philosophical or analytical let it show, that too may have a huge audience. Put up their picture, tell your company story through them.  You’ve just become real to your clients; someone who is just like them.  Create some company guidelines and then let employees blog about theirwork place. West Jet features employees who are owners in the company through the stock-sharing program. What better way to toot your horn. 

Be a little bit Controversial

I remember as a young teenager asking girls if they’d like to Flick My Bick: I didn’t really even know what that meant but I suspected it carried a sexual connotation.  The Media had made it somehow okay to say it. I don’t know what I would have done if anybody had ever taken me up on the offer but I had a Bick lighter in my pocket just in case things got awkward

 

Ashley Madison’s user base got hacked and was in the news for weeks and guess what? Their’ customer base got even bigger. If you hadn’t heard of them before, you knew who and what they were now.           

Find the Humor

Not every company has a sense of humor and maybe your product or service doesn’t lend itself to being funny (funeral homes would have a tough time with this one) but the vast majority of businesses could lighten things up a little.  All cultures enjoy humor but not everyone’s funny bone is located in their elbow. Who would have thought a candy bar commercial or a cereal campaign could have us laughing at it or singing along to it for comedy’s sake.

Remember these?

Snickers: You’re not yourself without a Snickers.

The California Raisin’s“I Heard it Through The Grapevine” Kellogg’s Raisin Brand

Be Vulnerable

If you’re never going to be as big as the top dog in your field, it’s okay to admit that and even embrace it while you competing on some other platform. It worked for the Avis rent a car company in the 60’s. Remember the, “We try Harder Because We’re #2”, campaign? There was something very likeable and relatable in the vulnerability they showed in trying very hard to be #1 but still coming in 2nd.  I’m not even sure now who was #1 , but I remember #2.

Whether people think you’re good or bad, in first place or second place they are thinking about you

Look for the Emotion

Ever noticed the variety of ad campaigns and company personas centered around love and commitment?  To this day I want to drink Budweiser beer because it might bring me closer to that little lost puppy and his friend the Clydesdale, and I’m not even a beer drinker.

Be Unique

 Step back and look at your company through someone else’s eyes. How might a farmer, or librarian or dancers perceive your company? You can’t be all things to all people but you can look for ways of standing out from the crowd when the opportunity arises.

“Tilly Endurables” took the opportunity to turn a basically unexciting, albeit well made, hat product into a story that lives with them till this very day. You may recall the story of the elephant trainer at a Toronto area zoo that had his Tilly hat snatched off his head and eaten by one of the elephants only to find it excreted three days later in a pile of um, elephant memorabilia. He washed it and continued to wear it making Tilly not only endurable but unforgettable ever since. Truly a unique story.

 

 

These Mindsets May Be Crippling Your Chances of Doing Business

The Little or No Business Crowd

Their Entrepreneur Mindset: They love to keep busy picking colors and font sizes for their website, fussing over the perfect tagline and experimenting with the newest homepage animations. They are like the amateur car mechanic that constantly tinkers with the engine, adjust the brake pads and shines the car, but! ... never leaves the garage to test drive it. 
As long as they are actively engaged in the  “get ready to do business “ mode, without actually ever going after it, then they believe they’re in business. They…. are the legendary, but reclusive, “Wantrepreneur”. They’ll friend you, text you, poke you, tweet you, link you and generally engage in every type of social media with you, but!,  they rarely ask for your business because,  they’re just not quite ready yet.  

It’s easy to see how the beginner entrepreneur falls into this category of the Marketing Overwhelmed. Somewhere between list building, branding, social media, website creation, market positioning, email campaigns, and blogging….the infamous, “analysis by paralysis”, sets in. You just don’t know what to do next, so a little bit of everything becomes your plan.  
Is That You?...... or  Maybe this is you.
Every shiny object that comes along appears to be the next best thing and you just have to have it. It’s debilitating and counterproductive, but it doesn’t have to be your future. 

Not Enough Time
How well do you use your time? Between accounting, billing, web design, customer interaction, emails and a lot of other busy work, you’ve just run out of time. The solution? Just don’t do all that stuff. Focus on things you do well and outsource some of the rest 

Stealth Marketing Mode
The Wantreprenuer has a close friend and he/ she is the Stealth Marketer, they’re busy too, but in a different way. They put all their efforts into dreaming up programs and online courses. They’ve taken the latest webinar on passive income websites, written eBooks and special reports.  But, you know what they’re not doing? …Getting out from behind their desk and selling their services & products to their prospects. 
Ask yourself this, would you buy a product from somebody hiding behind his or her computer, somebody that couldn’t look you in the eye and tell you why they deserve your business? Likely not, they haven’t earned your trust and in this day of computer scams and ninja rip-off artists, trust is harder to get than ever. 

Don’t Understand Your Zone of Excellence
We’re all good at something and we’re all known for something we’re good at. 
Ask yourself these questions and you’ll go along way to identifying your niche:
 
What gets you excited? What would you do even if no one paid you to do it? What makes time just fly by and you can’t wait to get back to it again tomorrow?
What are you known as an expert on when you gather together with your friends?

Once you’ve identified the answers to these questions, you have discovered your  “Zone of Excellence”.
Now you can start to think about a marketing plan that is consistent with your ZOE.
……………….Stay Tuned

How to Attract Clients Using the ABC’s Method

A B C
It’s easy as 1 2 3
As simple as do re me
A B C, 1 2 3
Baby, you and me girl

 

With apologies to Michael Jackson and the Jackson 5, client attraction has a formula; it’s time tested, effective and as easy as
A B C

ATTRACTION

•    Where do your target prospects hang out? 
•    Are they easily found? 
•    Can you access them? 
•    What would be the appropriate attraction strategy once you know these answers?

***Hint: your business stage determines the answer to that last question***

Consider the dollar value of what you are selling: small dollar value = low touch.  High dollar value equals high touch and that may involve a presentation, written proposal etc. 
There are always about 3% of your target audience who are ready to purchase what you have to offer right away. 


BOND

Ever been on a date? Well of course you have, but do you remember how it started?
Someone walks into a bar, spots you across a crowded dance floor and so begins the ritual. They may be ready to “seal the deal” with you immediately or maybe they want to be romanced for weeks, months or years. You’re both thinking about the same things: do they like me, know me, trust me?
Don’t rush into this relationship unless you’re both ready. 
Business is much the same way, you have a lot of competitors and your prospects are
bombarded by pitches from them every day. What will make you different?

Solution: Listen 1st (60%) Explain 2nd  (10%) Close 3rd (30%)
                                 
CHOOSE
The key to closing is to offer your clients some type of choice so that you don’t have to close. Wherever there is choice the client will close themselves.
After you have outlined your offerings ask: 
•    If you were to do this with me, which of these options would suit you best? 
•    Great, if you decide to move forward, when would you like to start? 
•    “Perfect” (try and get some dates)
•    “Okay, that works well. So, is this something you want to move forward with?” 
•    Excellant, you will get some great results. I will send (give) you an information package right away. Let’s plan on meeting on (insert date)
•    “How would you like to pay for that?”     

When the time is right, it wil be the right time. (Chineese proverb)