Client Conversion

Question 1

6 Stage Ladder

Answer 1

Know
Like
Trust
Try
Buy
Refer

Question 2

Bridge Model

Answer 2

Difference between where you are, where you want to be and how to get there

Question 3

Bridge Model Stage 1: Where is the client now?

Answer 3

Start high level and go deeper, extract as much info as possible:
What does your current health & fitness routine look like?
What is your exercise/health history up to this point?
What’s frustrating you right now?
What’s painful?
How long has this been going on for?
Have you experienced this frustration before?
Why haven’t you been able to solve this problem?
What emotional state do you find yourself in when talking about your body?

Question 4

Bridge Model Stage 2: Where does the client want to be?

Answer 4

Visualize the outcome, sit in the shoes of this new person

Question 5

Bridge Model Stage 3: Plan of action

Answer 5

Key components of how your plan will help
How I’d be involved as a trainer
We’re going on a journey together
Free advice!

Question 6

Consultation Process

Answer 6

Information gathering
Assessment & training
Pitch

Question 7

Information Gathering

Answer 7

Why we’re here
Let them speak! Ask questions! Make them feel important
Use silence & reflective listening
Bridge Model Stage 1 & 2

Question 8

Assessment & Training

Answer 8

Educational moment
Something they wouldn’t do on their own
WOW moment (PUMP)
Common nutrition/training misconceptions

Question 9

Pitch

Answer 9

Be confident & direct, know your worth!
Suggest an appropriate package

Question 10

Script Step 1

Answer 10

“Ok let’s talk about you and where you are at now. I’d like to get a better understanding of how you currently view your level of health and fitness.”
Use Bridge Stage 1 questions

Question 11

Script Step 2

Answer 11

“And how does that make you feel?”
Drive emotion by revealing pain points

Question 12

Script Step 3

Answer 12

“Let’s try and paint a clear picture as to where you see yourself when you have overcome these challenges and achieved your goal.”
Bridge Stage 2

Question 13

Script Step 4

Answer 13

“And how is that going to feel?”
Positive emotion, feeling of achievement

Question 14

Script Step 5

Answer 14

“In order to make that a reality, WE need to…”
Clear steps
WE are going on a journey together

Question 15

Script Step 6

Answer 15

“Is that something that sounds good to you and something you can achieve with my support?”
Confirm this is exciting and they need support
Reenforce your role in the journey

Question 16

Script Step 7

Answer 16

“Let me tell you why I’d really like to work with you”
Show excitement & potential
Highlight positives
Show social proof

Question 17

Script Step 8

Answer 17

“Can I make a suggestion?”
Get permission to sell
Suggest package and explain why
Link success and less negative feelings with YOU

Question 18

Script Step 9

Answer 18

“How does that sound to you?”
At the very least, book another apointment. If they say it sounds good, move to step 10

Question 19

Script Step 10

Answer 19

“Once you have signed up It shows me you are committed. That also means I’ll be committed to you as your trainer. Let’s get you signed up now and then that allows me to get to work on your programs.”
Take action ASAP
Don’t start programming until paid