How Far Do I Chase a Personal Training Prospect?

One of my coaching clients wrote me an email to ask about how far to chase a procrastinating client. You know the ones I’m talking about…

…I need to talk to my husband about.

…I’m not sure, let me think about it.

…I haven’t decided yet.

…my husband doesn’t want me to do it(thinks it’s too expensive.)

…etc, etc.

We could go on for hours creating a long, long list of all the dodgy excuses people have or will give you. Now don’t be discouraged by this because I can almost guarantee you have used a similarly dodgy excuse in some situation where you just procrastinating about some form of commitment. Whether that be for a service of some kind, the purchase of a high priced item, etc. The first step in dealing with these objections is recognizing where they come from. It’s simple, it’s one word…fear. That’s right people are dodgy and non-committing for this one reason, they are afraid. They are afraid you will let them down, that they will let themselves down, that they will get ripped off, that they won’t experience results, etc. I mean think about it for a second, but not about your customers, about yourself.

The last TV I bought I remember being in Bestbuy and being astounded by the kid’s knowledge about TV’s. It wasn’t even in question whether I was going to buy one, I already knew I was, and yet in spite of all his knowledge and reassurance I still walked away empty handed that night, I was afraid. I had to do my own research, I had to validate what he was saying so I didn’t experience buyer’s remorse, I had to overcome the fear of the cost (which was no more than what I had expected to pay.)

My point is that your clients that seem to sit on the fence and/or fade away without buying are only doing so because they are afraid. It’s time for you to carefully and politely call their BS. Reflect each dodgy excuse and bring them face to face with their real emotions, allow them to face and overcome their fears with your careful assistance.

Example: Let me think about it some more.

“Mrs. Jones you said you wanted to lose 10lbs, have more energy and feel better right? (yes) So what is it that you need to think about? (I just need to think about it.) Mrs. Jones forgive me for pushing but when you say you need to think about it, is there something you are afraid of? I know many people worry that it won’t work, or that other programs have failed them, or that it’s too expensive, does any of that fit for you? (yes)”

Now this is where risk reversal comes in.

“Mrs. Jones if  could guarantee 100% that you will lose weight and feel better in just a few weeks would there be anything more to think about? (no) Then if I give you a 30 day money back guarantee is there any reason we can’t get you losing weight and feeling better right away?”

You must help them come to terms with what they are afraid of, some people may be difficult but it’s just about reflecting it back on them so they can easily find their own answers to overcome their fears. Try it with your next consultations.