If you offer a free consultation to get more clients, you may have any one of these problems: Getting people to book sessions Getting people to show up for sessions Making a sale from the consultation Then there’s what if you don’t make a sale at the consultation, if that was the purpose of it, what you do next with that lead. Stop the Anti-Sales Chatter Let’s be clear that I totally understand none of us wants to be salesy, pushy or sleazy. So, since I didn’t even mention that ‘til now, I want you to do a selfcheck here on how you even feel about this whole episode title and the topic of sales. Unless you’re going to work for someone else, and even then, if you can’t sell, you’ll never be in charge of your own destiny. People who can sell, run the world. The people you can help need to buy your services. Improving your success at any step of your consultations will help your business. Improve your success at every step will boost your business significantly. >>If you aren’t a part of a mastermind or a sales and marketing strategy group so you review: how you get leads how you convert leads to customers how you get more value from every customer how you renew and keep customers how you get more new customers from current customers …it’s time to be sure this is a part of your business, every week. The earlier in your business you start, the sooner you realize, if you didn’t ask anybody to become a client today, no one can say yes. Before you even take any of the suggestions I’ll list in this episode, I highly recommend that you start tracking your statistics. Look at your insights. Listen, you can do that on a platform like Facebook or Instagram that you don’t even own, so if you’re not looking at every move you make in your own business, what are you doing? Track these things: Month/week/day Number of consultations booked Number of consultations conducted Number of sales from consultations Number of sales from prior consultations Number of “no” at consultations Reasons for every missed sale Number of total sales You or Your Team? If you personally don’t do every – or any - free consultation to get new clients for your business track anyone on your team who does. Should they be? Or should they have additional training? Average closing percentages in the business are about 40% for consultations. But if you do a good job of preparing people before they get there, I believe they should never be lower than 50%. Look, most of us did not go to school to learn sales, or persuasive language, or copywriting. I’ll bet that the courses and continuing education that you’re taking are all about conditions, and training strategies, or joints, or something you feel lacking in as opposed to something that will help you get the clients you want to train with that knowledge. Don’t be the best kept most educated secret. It takes sales: do well at marketing and the sales is easy If you’re not a part of a group of people supporting you to grow your business, your profit and identify how to keep the money you make by being smarter about expenses – so that you don’t out-educate yourself, instead of marketing yourself, find a way to fix that. If you want to be in charge of your own future, and the revenue and profit you make, you know how to sell. You’re good at it and you enjoy it. If you’re not there you can learn. It’s the path to helping people. If you have a money relationship that is damaged, you’ve got to fix it and that’s another episode. If I could have shared that message in thousands of trainers that I’ve met from university teaching, managing personal training department, and presenting internationally, it would be that. Yes, of course, you’re passionate about the workouts and the learning more as you should be, but the presenters you envy and love … don’t even have the life and freedom you want. Make sure you’re following someone who both loves their life and has built the business. Is a free consultation to get clients a good idea?