Back when I was starting out as a trainer nearly 10 years ago (honestly, where has the time gone) I spent quite a bit of the meager money I made from working reception at a gym on products to help me sell fitness. I still have a folder on my computer chock full of these ebooks.
One of them is a done-for-you sales script for signing someone up after a trial session.
‘Yes!’, I thought, ‘I will use this to fill my client roster so that my girlfriend (now wife) is not my only client.’
I studied it (and looking at it now, it is a great script) and became an expert in the Art of Sales overnight.
But then, I can remember these conversations vividly, I would get so nervous during the conversation with a potential client that I could barely remember the sales script I was meant to be following. My lack of confidence oozed off me and sent them running for the hills.
Confidence plays a huge part in selling your services. The belief that what you do works and will work for the person you are talking to.
As a green trainer I had little confidence in training anyone who wasn’t Kyle Wood. Some people fake confidence, but that usually comes off as pushy or slimy.
Real confidence comes from getting out there and putting your ideas into practice in the real world. After helping 5 clients your confidence will improve. After helping 100 clients your confidence will be contagious.
It’s totally a catch-22 situation. Train more people to become more confident. Be more confident in order to get more people to train with you.
If you’re just starting out and the idea of selling someone on your services causes you to break out in a sweat or hide in the cupboard I have two things to help.
Firstly, it’s completely normal and you’re not alone. Asking someone to sign up to your thing is scary and feels vulnerable.
Secondly, get out there and get some experience where the stakes are lower. Maybe go work for someone else instead of starting your own business right now. I worked for other’s for years and it was such a great way to learn and build my own confidence.
If you’re determined to start your own thing, try to talk a few friends into signing up and then get them some results before moving onto strangers.
Kyle Wood created Bootcamp Ideas in 2010 when he was hunting around on the internet for workout ideas. He ran a successful bootcamp in Victoria, Australia and spends his spare time managing this site, adventuring (or lazying) with his wife and find new ways to make bootcamps even better.