If you own a gym, you must sell.
That probably makes you uncomfortable, but Chris Cooper is here to remind you that selling is actually the first act of coaching. If you can't get people to sign up, you can't coach them to improve their health and fitness.
Still, no fitness coach wants to feel pushy or slimy. In this episode, Coop explains how to sell while maintaining a philosophy of generosity and service.
He lays out the Help First funnel, which has four sections:
- Introduction
- Conversation
- Invitation
- Conversion
It's a system characterized by honesty, and it allows gym owners to move from "selling" to "helping":
- If you are trying to get only what you want, you are selling.
- If you are trying to supply what they want and need, you are helping.
This mindset shift will make all the difference when a desperate person is asking you how to lose 20 lb. As a coach, it's your duty to tell that person exactly how to solve the problem and offer your expert help.
If you remember that, you'll change more lives and close more sales.
Links
0:01 - Intro
0:33 - The Help First strategy
3:29 - How to start conversations
6:35 - How to extend an invitation
12:22 - Sales: the first act of coaching
14:30 - The Prescriptive Model
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