How to Close New Clients

Ready to seal the deal?

Deliver an awesome consultation, great Wow session and close strong, turning more prospects into clients.

Closing the deal

First, let’s talk about what people fear the most… asking for money.

Hopefully by now, you agree that being afraid to talk about payment is BS.

At this point, why would you be scared of asking someone to work with you?

You’re worlds ahead of any other trainer in your gym in terms of your mindset, your model, your service and your coaching. You’ve just spent 30-60 minutes showing this person you totally understand them, and you CAN get them the outcomes they want and deserve!

So let’s make it super easy to walk a client through to ‘closing’.

Part 1: Explain your service

You’ve already created your own personal service that suits your clientele. All you need to do here is ask for permission then explain it clearly, filled with test closes and PLR language.

Here are some effective final words before you head into the final sale:

Last line of your consultation

“So based on the [scorecard/consult/etc.] if we brought all these areas up, do you think we could overcome [obstacles] and achieve [goals]?”

Last line of your Wow session

“Great session today, do you think this style of training paired with [5 key areas] can overcome [obstacles] and achieve [goals]?”

These questions will lead into something like this (This is a sample based on our STCfit service - you’ll need to come up with your own based on your own services, clientele, etc):

“Perfect, so it’s now time for us to run through what the coaching actually involves:

Our program is delivered via Google sheets, we do a heap of nerdy stuff behind the scenes, but if you ever want to know more, just let me know.

We’ll start you off with 4 days per week and see how things progress from there. We just find it’s the best for consistency and balancing recovery so we actually get better every week - that will work for you, right?

In the same document will be your data tracker. We are going to keep track of your calories, macros, steps, average body weight, sleep, as well as feedback on how you're feeling, things like mood, energy, digestion etc. This will give me a solid picture of what's happening in terms of recovery and allows me to ask more questions if things aren’t quite where we want them - much better than just guessing, don’t you think?

It also has your check-in sheet. The check-in is 4 questions: One where we ask about your training and performance, one for nutrition, one for you to reflect and set a goal for the week that you want to really focus on, and the last is to give feedback on what is and isn’t working for you - will this help you stay focused and not drop off like last time?

We also include an exercise library, warm-up guide and a goal-setting template.

We do our check-ins weekly, and I’ll get back to you within 24 hours of the cut-off. Depending on the week, I’ll either send a written response, a video or every now and then reach out directly if we need to chat - will that make you feel more like you’re not alone in this?

We have also enrolled you into our client education program. Our big focus initially will be working on your mindset, then we’ll move onto learning about the other 5 pillars and how they affect your outcomes. We find that the people who take the time to get into this get the best results - can you see how it will be helpful?

Does that cover everything you’ve been looking for? (Or: Are you confident we can get X Y Z results?)

Are there any other questions or concerns that we haven’t covered, or have we ticked all the boxes?”

Part 2: Give the price

Once you have ticked off all three of the final questions, and you feel your prospect has genuinely bought into the process, simply tell them the price.

Face to face:

“Ok great, so all we need to do is choose how many sessions we are going to do together every week. Three sessions is $165, and two sessions is $115. Which one would suit you better?”

Online:

“Ok great, it’s $70 per week just on direct debit, so if that works for you, I’ll shoot through the link to sign up, and I’ll have everything set up for you by Monday.”

There is no need to justify your prices. You have already showcased the value you are offering.

Part 3: Sign up

As part of your service model, you will have set up your client agreement, your direct debit and your entire onboarding process. Walk through these with your client so they know exactly what to expect moving forward - including key points of the client agreement.

“Two sessions it is, sounds great. We just need to complete your Direct Debit Request and our client agreement and we are good to go. The main things you need to know are it’s a 12 week minimum term then it just rolls on with a two week notice period. 24 hours notice for cancellations, and all suspended sessions are made up rather than pausing payments if you or I are away - But it’s all there in the document. Have a read through it later and if you have any questions just let me know.”

Boom, new client acquired!

This should be one of the easiest parts of your sales process because you have put so much work into the earlier stages.