Weird Approach To Get More Online Fitness Leads To Become Clients - Pay Fast & Thank You For It

I guess in today's video, like I mentioned, we're going to be going through this one weird structure or approach to speaking to your prospects, having sales calls with your prospects, getting them to want to pay what you're worth, pay high prices, want to give you their credit card, right? And kind of chase you to give you their credit card and then actually thank you for it once you build them. Now it sounds a little bit backwards. Most businesses would thank their customers, right? Once the customer comes on board and becomes a customer, most businesses would say, thank you for your business, whatever it might be. But this weird approach, this weird structure, actually flips the whole thing on its head. And as a business owner, it is a strange concept and it's almost like you can't fathom that a customer would give you their credit card, pay you, and then thank you after it, but by flipping everything on its head, this is how it really, really changes it.

Now, what I want to take you through is ultimately what's called in layman's term consultative selling, right? But in its best analogy is looking at the frame of a doctor, a gp, a doctor, whatever it might be. Now, if you think about it, when you have a cold, you have a sickness, you have whatever it might be, you go to the doctors, you go to the general practise, gp, whatever it might be, and you walk in the door, you sit down, the doctor's there and the doctor says, how can I help you today? And then you go through what your problems are, what your structures are. They listen. They ask some questions, kind of dig a little bit deeper, and then they give you a prescription based on what they assume you need to solve. The problem that you've come in on, they don't say a lot, they don't communicate a lot.

They don't sell in any way, shape, or form. But ultimately, this analogy is the most gangbuster format of a consultative selling. Now, most people sell in a traditional way. They think, I've got a prospect or a lead in front of me. I'm going to have to talk about my service. I'm going to have to sell. I'm going to have to tell about how amazing it is, what I do, why they should buy from me, not anyone else. Give 'em all the features, all of the shiny bells and whistles of what I do and why it's amazing, and then they'll come on board. But in a consultative selling approach, or the doctor analogy I just gave you, it has nothing to do about you. It has nothing to do about your service. It has nothing to do about you in any way, shape, or form it. It's all about your prospect, all about the lead that you're speaking to right now. I challenge

You. The next time you speak to a lead or a prospect, I challenge you to say very little and make it all about them. Listen more, talk less and try and structure it in a consultative structure. Try and envision yourself as the doctor, as the gp, they come to you. And a great opening question is, alright, cool, lovely to meet you. What brought you here today? Or What are you looking to do? Or just an open-ended question to allow them to tell you what their biggest pains or problems are, what they're looking to fix, why it's important now, and so on and so forth. And then dig down, right? Until you completely understand their position where they're at, right? Forget selling. Absolutely. Forget your service. Absolutely forget your pricing, your packages. Forget all of the sleazy sales techniques that people talk about, or you may have learned N L P and looping and false closes and forget all of this sort of stuff.

Just be honest, open, eared, and ask a lot of questions. And purely put yourself in the position of the doctor. Imagine yourself as a doctor and really the person's come to you and you are just consulting them and asking about them, what they're looking to do, how long they've been looking to do it, what have they tried, what have they done that succeeded, what have they done that failed? And attack it with absolute childlike curiosity. And your whole structure within your mind should forget your product. Forget this is a prospect. Forget all of that sort of stuff. And truly, your only focus is to completely and utterly understand where this person is at, where they want to get to, what they've done along the way, what they've succeeded at, what they've failed at, and can you prescribe? Do you have the knowledge and the expertise to prescribe exactly what they need to succeed?

Now, that might be your product and service, or it might be someone else. Like for example, after chatting with someone and they tell you they want X, Y, Z, a, B, C, they've done this, they've done that. You talk you, you completely understand what they're looking to do. That is where it transitions from there. You understand what they're looking to do, what they need by when, how much finances they've got, what they've done in the past, literally everything. And then you are transitioning to the prescription period. Now, I'm using it as an analogy, it's not a medical prescription you're going to be giving or whatever, but you're prescribing a plan of attack for them to succeed. Now, that prescription might be your products or services or alternatively might be like, thanks for all your time. I completely understand what you're looking to do. Unfortunately, I don't do that.

My expertise is not that, but I do know someone, or I might know of someone who can help with that, that I can pass you on to. Would you like me to do that? Right? It's a prescription. You're prescribing them the next steps to get the outcome they need. Now, that might be with you or it might be with someone else. Be honest. Once again, if you cannot help them and they're not your ideal client, prescribe them onto someone else or prescribe 'em onto a book or prescribe 'em onto a podcast or whatever it might be. But if they can, sorry, if you can help them and they're a perfect fit for what you do, then that is where you prescribe your services. So you would easily just transfer to something like, all right, cool. I hear you letting clear Chris, what you're looking to do.

I 100% understand. Now, the great news is I specifically help people just like you to do A, B, C, X, Y, Z without having to do 1, 2, 3, just like you said, would you like me to tell you a little bit more about what I do? Right? You're asking for permission to transition from the consultation component to the prescription component and talking about what you do. And then from there, and this really, if you have a conversation, whether it's on the phone, in person, zoom, whatever it might be, if you speak for x minute, 30 minutes, an hour, whatever it might be, the consultation period should generally take about 70% of the time the prescription, if it's about your services, if it's about moving on to someone else, that'll take 5% of the time. But if they're a perfect fit for you, and you're going to talk about your services 20%, 20% of the time you talk together.

And so if you look at that in a way of 30 minutes, 20% would be six minutes of the 30 minutes, for example. So it's a short period. The rest of it is the majority. Most people spend 90% of the time in the sales component talking about their services and what they do and 10% understanding the prospect. And that's why they feel like they're hard selling. They're chasing people left, right, and centre. But if you flip it on its head, do it the other way around, you completely understand this person and you can truly help them. And then you just talk about how your service specifically helps exactly with that. And you just communicate in a very clearly way, in a very clear way, right? Like I said, it's a 30 minute consultation. It's six minutes, 20% of the time, very small. From there, you'll close a lot more clients. They will happily pay higher prices. And they'll literally say to you, okay, that sounds like exactly what I've been looking for. You understand me 100%. How do I pay? Do you take credit card? Do you take debit card? How do I pay now? And not only will you get people paying you straight away and wanting to pay in full, you will

Actually get them to thank you like a lot of the times. And this will blow your mind once it starts happening. A lot of the times, these prospects, after they pay you and then you go, okay, cool, that's gone through. Here's what we're going to do from here. Here's the next steps. I give them a bit of a view to the future of the onboarding process. They will thank you from the deepest, the bottom of their heart for listening and enrolling them in something that's actually going to change their life and doing it in a process that they've never experienced in the past. Because all they've ever done is spoken to other people. They just talk about themselves and try and hard sell and whatever it might be by flipping it on its head. The prospect is absolutely thankful, excited to get started. And one of my favourite sayings is how things start.

How things start is how things end, right? And most people wonder why when they do hard selling, they close someone, the person doesn't really want to do it, and they're doing all these tactics. And then like a weekend, the client's not fun to work with. They're a little bit standoffish. They're never really engaged. They're not that motivated. They ask for refunds, they cancel. People wonder why. And it's because the way things start is the way things end, right? If you started in a way where the prospect is mind blown and cannot wait to work with you, it'll continue that way to the end. They'll continue to be engaged. They'll love the process, they'll see your value, they'll engage more, they'll get more results, and as a result, you will get more happiness, right? You'll have more impact, you'll get more testimonials, and then you'll be able to resign them.

How things start is the same as how things end. So if they start on a bad foot, they're going to end on a bad foot. If they start the right way, you'll keep a great client for life. So hopefully that makes sense. So next time I challenge everybody listening to this, next time that you have a prospect or a lead, come through, listen more, talk less. Try and structure it in a way where you only talk about your service and what you do. About 20% could even be less 20% of the time that you actually chat with them and make it all about them, right? Ask good questions, dig, hit it with childlike curiosity to completely and utterly warning to understand where they're at, what they're looking to, and then prescribe the right thing for 'em. Now, that might not be you, but if you once again, attack it in that open-minded frame that it's not just about leading him down a path so that they want to buy what you do, then you'll have more open ears and you'll be more consultative rather than selling frame first. You'll be more consulting frame first, and that makes all the difference, and you'll see it. And once you try that, I promise you that you'll start getting turning.

You'll close more, you'll close that high ticket, and you'll start getting those people telling you thank you, absolutely blowing their mind, excited, ecstatic to work with you after they've just paid you. And it almost seems impossible, but you'll see or impossible. But you'll see how and when it happens. So I challenge you to attack any prospect conversation this week in that frame, and you'll see how everything completely shifts. That's it for me. Bye for now.