- 1. Signing Up for a Free Trial
- 2. Engaging With Your Brand on Social Media
- 3. Strong Engagement with Your Emails
- 4. Asking About Terms and Conditions
- 5. Checking Testimonials
- 6. Asking About the Next Step
- 7. Questions Your Post-Sales Service
- 8. Asking About Discounts
- 9. Asking About the Pricing
- 10. Requesting Payment Information
- 11. Wrapping It Up
And besides sales, you also have to cater to other areas of your fitness business such as creating workout programs, spending time with clients, marketing your business as well as enhancing your skills.
Hence, when it comes to sales, you need to ensure that you only focus on clients who are serious about buying, so that you don’t end up losing your valuable time. So, how do you tell whether a client is serious about buying?
Well, there are a couple of signs, which may indicate a particular client is serious about buying. These signs are known as buying signals. In this article, we will walk you through 10 signs that can help you to know a client is serious about buying your personal training services or gym memberships.
1. Signing Up for a Free Trial
One of the most obvious signs that a client is serious about buying your gym memberships or personal training is by signing up for a free trial – if you have one running.
While signing up for a free trial may appear as if the client has not made any investment on their part, they had hundreds of other trials out there to consider. So, choosing your free trial instead of the other options out there, it’s a strong indication that they are interested in the services you are offering and they want to learn more about them.
To this end, you need to find ways of connecting with that client and engaging them further about your services. And you can do this by scheduling a phone call or a one-on-one meeting to discuss your services. By connecting with them and engaging them further regarding your fitness services, there’s a high chance you will end up with a new client.
2. Engaging With Your Brand on Social Media
Another sign that a client is serious about converting is by engaging with your fitness brand on social media. For instance, if you've been publishing ContentBASE's professionally designed social media templates, you may notice that a certain client has started following you on Instagram and engaging with your posts. And, this is a strong indication that they are interested in your services and they are ready to sign up.
Hence, it’s important to closely monitor your social media platforms, to identify those prospects that are frequently engaging with your fitness brand. And with this information, it will be easy to determine who is worth reaching out to, engaging with or nurturing.
3. Strong Engagement with Your Emails
If you are using email marketing and you notice that a client has been opening your emails severally, this is a strong buying signal. To this end, you should reach out to them to schedule a meeting.
Also, if a client is replying to your emails, it shows they have read your emails and invested their time and effort in responding to you. And this is an indication that they are interested in your gym memberships or services. Again, you should find ways of engaging them further.
Another buying signal that you may get from your marketing emails is that you may notice a prospect is providing detailed information about the questions you may have asked.
On the other hand, if a prospect replies with vague answers or provides scarce details, it’s a sign they may no longer be interested. And, you shouldn’t try to convince them any further, since it’s likely you will end up wasting your time.
4. Asking About Terms and Conditions
When a potential client seeks information regarding your terms and conditions, it’s an indication that they have already made up their mind about buying your personal training packages or gym memberships.
By asking about the contract’s terms and conditions, you can rest assured they are happy with what you are offering and they just want to clarify the contract’s fine details.
To this end, you should take this opportunity to walk them through the contract details, clarifying everything and answering any questions they may have. By doing this, you will not only put their mind at ease but you will also be protecting yourself against future lawsuits, in case the client files a lawsuit citing an ambiguous contract.
5. Checking Testimonials
You also need to pay closer attention to clients who are checking testimonials, reviews or case studies on your fitness website. Such clients are trying to determine whether you have the experience and expertise to solve a problem that may be similar to theirs.
For instance, a potential client may be looking for a personal trainer to help them lose weight. They will then do their research and compile a list of some personal trainers they may want to work with.
From there, they may then proceed to check out other clients’ testimonials and reviews, who have used these personal trainers. And if the reviews on your website are overwhelmingly positive, there’s a high chance they will make the purchase.
To help close the sale faster, you should immediately reach out to them, if you have their contact details. From there, you should talk about case studies of other clients who were in a similar position. You can also ask them if they have any concerns or questions about your previous clients.
6. Asking About the Next Step
If a potential client is asking about the next step, they have already decided that your fitness services are a great fit for them, and they want to proceed and complete the purchase.
For instance, they may ask about the timing of your personal training sessions, whether you offer one-on-one training, the facilities that you have in your gym or when they can begin the sessions.
You should take this opportunity to provide adequate and compelling answers to the questions they have raised. If you fail to answer their questions convincingly, you may end up losing them. As much as this question is a clear sign that you’ve almost closed this sale, you still need to tread carefully.
Also, avoid being too pushy, as doing so may end up annoying that potential client and driving them away. Instead, provide answers that will help the potential client to proceed with the sale with ease.
7. Questions Your Post-Sales Service
After hearing about your offer, some potential clients may begin asking some questions about your post-sales service. And, such an individual has already decided to become your client. They simply need some assurance.
For instance, they may ask about your client onboarding process, ongoing support, money-back guarantees, how they can get in touch with you in case of an issue as well as whether you will be their personal trainer.
By asking these questions, the individual wants to assess how it is being your client. They are trying to determine whether you will treat them well, once they sign up for your gym memberships. And, you simply need to remove any doubts they may have and assure them they are in safe hands. And by doing so, they are likely going to sign up right away.
8. Asking About Discounts
A prospect that’s asking about discounts may also be a serious client. It’s a sign they are interested in signing up for your gym membership or buying your personal training packages.
However, the level of seriousness will depend on when they raise the question about the discount. If they raise this question too early during the buying process, such an individual may be simply looking for a cheap offer.
They are overly focused on the cost as opposed to the service you are offering. And, as much as they may be interested in signing up for your offer, the chances of retaining them are slim. So, it would be advisable to avoid such clients.
On the other hand, if they raise the discount question later on in the buying process, it’s a sign that they know the value of the service you are offering and they have decided they want it. By asking for a discount during this stage, it shows they want to close the sale.
9. Asking About the Pricing
Whenever a client asks about the pricing of your gym memberships, they are seriously considering buying what you are selling. However, you may sometimes think the client is raising a pricing objection or they want to explore other options.
But instead, you should think of it this way; the client is trying to determine whether they will get value for their money from the services you are offering. At the end of the day, every client wants to ensure that the product or service they purchase fits their budget and they will get their money’s worth.
Hence, you should use the question they have raised about pricing to talk to them about how your personal training services are the best fit for them and they will get value for their money. You can also use this opportunity to interest them in an offer you may be running to steer them closer to a purchase.
10. Requesting Payment Information
This is, without a doubt, one of the clearest signs that a prospect is sales-ready. A prospect that asks this question is more than ready to proceed with your offer. However, they want to be sure that the payment options you are offering align with their needs.
In such a situation, you should offer them as many payment options as possible. By offering several payment options, there’s a high chance they are using one of those payment methods. Offering them several payment methods will add convenience and ease while making payments. And, it’s highly likely they will proceed with the transaction.
11. Wrapping It Up
Knowing whether a prospect is ready or willing to buy your personal training or gym memberships can be a challenge. Fortunately, the above buying signals can help to guide you. They will help you to identify prospects that are likely to buy what you are offering so that you can know whom to focus on. As a result, you will be able to close more sales, while saving yourself a great deal of time and effort.