Hey Super Trainers,
It’s your main man 7-figure Sam,
Today I want to talk to you about relationships. Nothing is more important than building SOLID relationships. It’s not what you know; it’s not who you know, but who knows you.
Whether you are networking with Donald Trump or Floyd Mayweather or the average Joe, the fundamentals are the same. Here are my simple rules, what I call…
1) People need to be aware of you: Who you are, what do you do? Do you have a tight 30 second presentation pitch? Do you dress and look like a fitness pro?
2) Don’t fake till you make it; act like you belong: The minute you try and be someone you are not, people will see right through it. You will lose your aura of authenticity. People are not buying your product or service; they are investing in YOU first.
3) Build the relationship first, seed, plant and then pitch: Most people go for the pitch right off the bat; this will ensure that without a doubt you will never get the deal or opportunity.
4) Ask yourself WHY (WIIFM): Why would someone train with you or buy your product or service if all you offer as proof is the usual “I am the best trainer” song and dance? What you think the trainer across the street is going to say? “I am the 2nd best trainer”? You need to be specific and you need to tell them how you are different than your competition. If you don’t, they will revert to their own brand analysis of you or just base their decisions on price. Always think “What’s in it for me?” from your potential customers’ perspectives.
5) Brand reinforcement and credibility: Without a doubt, if you don’t turn up prominently in a Google search or branded properly, you will get hurt. You will lose opportunities and sales because people will assume you are not successful, too small time or a one man or woman show. Whatever brand you want to portray, make your websites, logos and images are consistent. To Get Ranked On Google Click Here
6) Investment or purchase in you: Once people decide to go forward with you, it’s crucial that you just don’t make everything transactional and create an experience. Remember: it’s the little WOWs that count. People want to feel special and part of something that is not open to everyone but gives them a sense of belonging and fulfillment.
7) Stick the sale or investment: Most people after making a big investment (yearly training agreement) will get buyer’s remorse. They’ll go home and think of all the reasons why they shouldn’t sign up. You must call them personally. Send an orientation package, a small gift or even a thank you card. You need to reinforce the transaction or people will walk away.
I am good at two things…making money and helping fitness pros make money. I’ve become even better at the latter.
Together, we go big or we go home…
Your boy Sam,
Excellent post Sam. There are a ton of good trainers out there – what separates the winners from the losers is the ability to build and nurture relationships. It’s something doesn’t come naturally to me, that I have to actively practice at my bootcamps every day. Great job driving the point home again in this post.