Client Conversion Flashcards
6 Stage Ladder
Know
Like
Trust
Try
Buy
Refer
Bridge Model
Difference between where you are, where you want to be and how to get there
Bridge Model Stage 1: Where is the client now?
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?
Bridge Model Stage 2: Where does the client want to be?
Visualize the outcome, sit in the shoes of this new person
Bridge Model Stage 3: Plan of action
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!
Consultation Process
Information gathering
Assessment & training
Pitch
Information Gathering
Why we’re here
Let them speak! Ask questions! Make them feel important
Use silence & reflective listening
Bridge Model Stage 1 & 2
Assessment & Training
Educational moment
Something they wouldn’t do on their own
WOW moment (PUMP)
Common nutrition/training misconceptions
Pitch
Be confident & direct, know your worth!
Suggest an appropriate package
Script Step 1
“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
Script Step 2
“And how does that make you feel?”
Drive emotion by revealing pain points
Script Step 3
“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
Script Step 4
“And how is that going to feel?”
Positive emotion, feeling of achievement
Script Step 5
“In order to make that a reality, WE need to…”
Clear steps
WE are going on a journey together
Script Step 6
“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
Script Step 7
“Let me tell you why I’d really like to work with you”
Show excitement & potential
Highlight positives
Show social proof
Script Step 8
“Can I make a suggestion?”
Get permission to sell
Suggest package and explain why
Link success and less negative feelings with YOU
Script Step 9
“How does that sound to you?”
At the very least, book another apointment. If they say it sounds good, move to step 10
Script Step 10
“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
