PT Starter Kit: Your Mindset is the Obstacle
“You miss 100% of the shots you don’t take” -Wayne Gretzky
How can you land a large PT deal, if you never ask? Simple, you can’t.
By using a step down close approach you can open up opportunities that previously were unavailable to you or your clients.
Start thinking in terms of “What is best for this client”. Instead of “What can this client afford?” Try this type of close:
Close 1:
- 5 x week PT – $1500 / month (60 / session)
- 4 x week PT – $1040 / month (65 / session)
- 3 x week PT – $840 / month (70 / session)
“Which option works best for you?”
If yes sign them up for that option. If they want to think about it (aka NO) or they just say no, “What is holding you back?” Handle the objection (easier with the WHY NOT sheet) and re-close.
Close 2.
- 3 x week PT – $840 / month (70 / session) (yup, show it again, you’d be surprised how many go for it the second time)
- 2 x week PT – $600 / month (75 / session)
- 1 x week PT – $320 / month (80 / session)
“Which option works best for you?”
If yes, sign them up. If they want to think about it (aka NO) or they just say no, “What is holding you back?” Handle the objection (easier with the WHY NOT sheet) and re-close.
Close 3.
On Ramp options OR CrossFit.
“Which option works best for you?”
That’s it. You get 3 shots at most. And each close should have 3 or less options. We aren’t trying to overwhelm them and create paralysis by analysis.
The prerequisite to this close would be evaluating the clients needs. I will always go this route if there is a strong emotional component to their goals. So be sure to ask why a lot during your appointment.
Beyond that, be sure to present this confidently and then just WAIT. It is often said that the first one to speak loses. You lose a client, they lose a beneficial program. So do yourself a favor and shut up after presenting.
Be strong and give it a shot, the only thing holding you back is you.
If you need more help, we are here for you.
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