Beyond the Sales Pitch: Using Movement Assessments to Build Client Trust and Loyalty

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In this episode, Larry and Cody dive into strategies for fitness professionals on leveraging movement assessments to enhance client acquisition and engagement. They discuss how coaches, trainers, and therapists can use assessments as both a lead generation and a trust-building tool to establish authority and inspire client commitment.

• Movement Assessments as a Client Acquisition Tool

  • Using assessments for potential clients to understand why they should work with you.
  • Assessments not only show expertise but also demonstrate a structured process that clients can trust.

• Understanding the Value of Problems Solved

  • Importance of solving "high-value" problems like pain relief without medical intervention.
  • How clients perceive the worth of the solution based on the problem's significance.

• Discovery Call and Client Pre-Qualification

  • The 30-minute discovery call helps identify if the client has a problem worth solving.
  • The call is about evaluating the client's commitment and finding alignment with their goals.

• The Two-Hour Consultation Process

  • Includes a detailed movement assessment and goal-setting discussion.
  • Designed to build confidence in the solution offered, with an in-depth breakdown of findings and proposed action steps.

• Charging for Assessments

  • Shifting to a paid model ($97) for the assessment, with the fee applied to packages if the client enrolls.
  • Provides clients with a summary of findings, highlighting potential improvements and offering a plan outline.

• Differentiating in a Competitive Market

  • Emphasis on being different, not just better.
  • Spending time on assessments as a way to stand out from competitors.

1. Onboarding Process: Have a structured onboarding that ensures you're aligned with client needs and goals.
2. Assessment as a Lead Generator in Commercial and Group Gyms: Use assessments in various gym settings to build clientele and showcase expertise.
3. Building Proficiency in Assessments: Practice to effectively deliver assessments and enhance the client's experience.
4. Focus on Ideal Clients: Prioritize working with clients who align with your values and goals for maximum satisfaction and effectiveness.

• “The discovery call is about evaluating if we’re inspired to solve the client’s problem.”
• “The assessment process itself demonstrates the value that clients won’t find elsewhere.”

Call to Action
If you're inspired by this episode, leave a five-star rating! And if you're a coach looking to build a fulfilling career, download the Active Life curriculum from the show notes to see how you can work with clients you’re excited to help.

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