The Tipping Point
No, this isn't about the popular book (certainly worth reading.)
It's my belief that everyone has tipping points. Until you reach your tipping point, you typically don't take action. Once you've reached it - you have to act.
Think about it. How many people drive by the gym saying "I'll start next week" or conclude every week saying they'll start eating right on Monday? I don't know, but it's safe to say that number is much larger than the number of people who actually take action.
Well, for the purposes of selling personal training, my concept of the tipping point is valuable for three reasons. Here they are:
1. If you work in a health club setting, often people join the club because they've reached their tipping point. They saw an unflattering photo of themselves, their favorite jeans no longer fit or their significant other just told them to hit the bricks. This is obviously a great time to help them achieve their goals by taking them on as a client. When people join the gym they're essentially saying that making a change is important enough for them to part with their money and their time. That's the big step for most. Now simply get them to take one more step - investing in personal training.
2. By asking the right questions in your consultation / orientation / introductory session (a.k.a. - sales opportunity) - you can help nudge those people who are on the fence of reaching their tipping point into action. Ask open ended questions and dig deep enough to discover their true pain or motivation. The right questioning will often eliminate the tire kickers and cause people to take action.
3. Follow up. Many people that were "thinking about it" haven't actually reached their tipping point. They are considering making some changes in their lifestyle and habits because they've recognized some things they're uncomfortable with, but they haven't reached that point of no return where they MUST make a change. By following up, keeping a tickler file or sending monthly newsletters, you maintain top of mind awareness for that time when they do reach their tipping point. Trust me. They will reach it. We all do.
Just something to think about.
It's my belief that everyone has tipping points. Until you reach your tipping point, you typically don't take action. Once you've reached it - you have to act.
Think about it. How many people drive by the gym saying "I'll start next week" or conclude every week saying they'll start eating right on Monday? I don't know, but it's safe to say that number is much larger than the number of people who actually take action.
Well, for the purposes of selling personal training, my concept of the tipping point is valuable for three reasons. Here they are:
1. If you work in a health club setting, often people join the club because they've reached their tipping point. They saw an unflattering photo of themselves, their favorite jeans no longer fit or their significant other just told them to hit the bricks. This is obviously a great time to help them achieve their goals by taking them on as a client. When people join the gym they're essentially saying that making a change is important enough for them to part with their money and their time. That's the big step for most. Now simply get them to take one more step - investing in personal training.
2. By asking the right questions in your consultation / orientation / introductory session (a.k.a. - sales opportunity) - you can help nudge those people who are on the fence of reaching their tipping point into action. Ask open ended questions and dig deep enough to discover their true pain or motivation. The right questioning will often eliminate the tire kickers and cause people to take action.
3. Follow up. Many people that were "thinking about it" haven't actually reached their tipping point. They are considering making some changes in their lifestyle and habits because they've recognized some things they're uncomfortable with, but they haven't reached that point of no return where they MUST make a change. By following up, keeping a tickler file or sending monthly newsletters, you maintain top of mind awareness for that time when they do reach their tipping point. Trust me. They will reach it. We all do.
Just something to think about.
posted by Pat Rigsby at 7:41 AM
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