Tag: fitness business

The effectiveness of communication relates to:

• 7% of meaning in the words that are spoken.
• 38% of meaning is the way that the words are said.
• 55% of meaning is in facial expression.

Welcome to FR3 Minutes For Your Fitness Business with actionable tips this week to improve your communication!  Here are 5 tips

 

Posture.

Your power, status and confidence are communicated by how well you use the space around you.

When you slump down, round your shoulders inwards and in fact do anything to make yourself smaller, you give off an insecure impression.

Keep your posture tall, shoulders back and head high.  When you are expanding yourself you are taking control of the surrounding space.

According to Harvard professor Amy Cuddy, two minutes of power posing — standing tall, holding your arms in a “v” shape towards the sky, or standing with your hands on your hips and legs apart like Superman — can significantly increase your confidence.

 

Arm Movements.

Waving your hands or arms wildly about signals to others that you’re out of control. Keep your movements smaller and more relaxed.

Use open arms and showing the palms of your hands.  You will come across as sincere and respectable. People will then listen and engage with your team.

I’m sure you know this one but when your arms are crossed, they form a closed off, defensive barricade between you and your client.

 

Fidgeting.

Quite simply don’t fidget.  No twirling hair, bouncing up and down, clicking a pen or moving about restlessly. These actions signal you are insecure or even insincere.

If you are a fidgeter, focus on your breathing and move into your Superman pose. Your stillness sends the message they are cool, calm and collected.

 

Your Face Tells So Much

When the clients or member are speaking your facial expressions will show you genuinely care. Smiling shows confidence and warmth. A smile also increases activity in the left pre-frontal cortex, the hub for positive feelings.

Negative facial expressions send a signal to the brain that whatever you are doing is difficult or unpleasant. Your brain releases cortisol into your bloodstream, which elevates your stress levels. And will make your mood worse.

Smile

 

Eye Contact

Eye contact is your most important component of nonverbal communication. The ability to look into the eyes while communicating signals confidence, authority and sincerity. If you look away people will assume you are insecure or worse still when trying to sell: untrustworthy.

If you take the time to understand all the nonverbal cues and gestures, it may just be the game changer you’ve been looking for.

 

Thanks for watching FR3Minutes for your fitness business. Check out www.activemgmt.com.au for more free business tips or join the community at www.activemgmt.com.au/membershipoptions.

Your most qualified prospects to become your customer are those that come from referral.

What are you doing to elicit referrals?

Recognise referring members?

And improving your referral process?

Traditionally, the first time we ask for referrals and for many businesses this is the only time, is at point of sale. Theory says this is when I am most excited about your product, so that’s when I want to share it with my friends. And in some markets, I would totally suggest you do this!

I would encourage you to script up and have the collateral to ask for point of sale referrals if you know your market has not been ‘burnt’ by this strategy. There are pockets in every community or city, where referrals have been harassed & now no one wants to hand over their mate’s details. If this hasn’t occurred where you are, then definitely start asking at point of sale.

If you know your competitors ask at point of sale or your market has been burnt, then turn this negative into a feature of your business.

Consider saying something like, “Now you’re a member you’ve the opportunity to invite up to 5 friends into the club for a free (whatever you’re giving away: 7 day pass, PT session, etc). Now most gyms ask you for those names now but here at Active we believe we have to prove ourselves you. So in 30 days time, when you’ve experienced the club, starting to get your results and loving us, is it OK if I ask you then for the names of people you’d like to introduce to the club?” Of course they’ll say yes and you follow up with “Great! And if you want them to come in sooner, just let me know and I’ll arrange it for you.”

To be honest, this is exactly how I’d like to be asked – once I’ve experienced you, trusted you & feel comfortable with you then I am happy to tell my friends about you.

If you only take one thing from me, the key about referrals at point of sale is you ask!!! You need a system to ensure every new member is asked – whether that is at point of sale or in 30 days.

I am also a fan of an ongoing referral strategy: whenever someone introduces a new member they receive a gift. Ensure the gift is personal & valuable to them! This could be a free month, free session or a discount voucher.

Interweaved in this are daily promotions like Free Friend Friday … Bestie Week … Train with a Buddy or whatever else you can come up with. These are not massive, highly expensive campaigns. They are more grass roots and quick to roll out.

If you want referrals from your customers in the first 30 to 3000 days – deliver what you promise in your sales pitch; on board them so they feel part of the community; and ensure they are using your product.

If you want referrals from customers ensure they are using your product and getting results.

If you tick these boxes, I guarantee referrals and there will be no need for campaigns or incentives!

Thanks for watching FR3Minutes for your fitness business. Check out www.activemgmt.com.au for more free business tips or join the community at www.activemgmt.com.au/membershipoptions.