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