Improve Your Gym's Sales Success With Three Simple Questions

Pexels Anthony Shkraba 4348404- Fit Degree
Pexels Andrew Neel 2312369- Fit Degree
Blog Details Img- Fit Degree
Thinking- Fit Degree
Pexels Cottonbro 5076531- Fit Degree

Improve Your Gym's Sales Success With Three Simple Questions

Read Time :

As a fitness owner, there is so much on your mind when clients first enter your studio. Will they be a good fit? Do their expectations match your offerings? Is their fitness budget aligned with your prices? Before diving into all your gym has to offer, pause and work through these questions to help your new client start strong.

Question One: What brings you in today?

Before you ask your new client to tour your gym, ask them, "what brings you in today?" Chances are, the prospect will tell you everything you need to know to make a sale, and you'll be able to present your studio in the best light for that person. 

If you get "oh, I'm just looking" in response, give them a moment to connect with you by telling them how you got into fitness, and then ask differently. It may take a pointed question like, "tell me about your _your modality_ experience" or, "do you belong to a studio currently?" to help them open up about what they're looking for. 

Each individual walks in looking for a different solution to their specific problem or pain point. If you don't know, you won't be able to show them how your studio can (and will) be the perfect solution. Based on what you find out in the first 30 seconds, you can tailor the prospective client's experience to fit exactly what they're hoping for. 

For example, if your new client is looking for a relaxing break from their daily responsibilities, you won't want to highlight your high-impact cardio boot camps. Instead, you'll direct them to the classes, teachers, and programs your studio offers to help them unwind after their day. 

On the other hand, your tour would look drastically different for a new mom hoping to feel at home in her body again. For her, you could point out your supportive atmosphere, instructors who specialize in pre and post-natal fitness, or your studio's modifications and levels for each exercise.

Important differentiation: Your goal is not to talk a potential client into your studio if your gym is clearly not a good fit. That wouldn't do either of you any favors in the long run. However, you do want to put your best foot forward and show off the parts of your gym that directly align with your new client's expectations. 

Question Two:

"What are your health and fitness goals?" or "What are you hoping to achieve in your new fitness routine?" Any variation of that question will help you dive deeper into your client's purpose for visiting today. We're taking the first question and carrying it a step further, which communicates the following:

  • Our gym cares about you as a person.
  • Your goals are important to us.
  • You're in the right place to solve your pain point.
  • We can help you.

Especially if your client is hesitant to try out your modality or hasn't worked out with a trainer in a while, asking this question, listening for their answer, and authentically connecting with their story presents that you are not only an expert with a solution; you care about their success. 

fitDEGREE can support your Studio Fitness

Consult with us now!

Asking about their specific goals isn't just for the feeling it evokes. You also want specifics so that you can help your client choose their ideal classes, schedule, and teachers. It might look something like this:

"I hear you saying that your goal is to build strength and tone after a few years out of the gym. I remember how I felt coming back to the gym after the pandemic closures, so I understand. Our __specific class__ is a perfect place to start because __specific reason__."

Now that you're taking the guesswork out of their future experience at your studio, you're communicating that you can solve their problem. You're someone they can trust and have their best interest at heart. Considering that the fitness industry often works against a negative connotation, the more you can do to present yourself as an expert while earning trust, the better your sales success rate

Question Three:

You have their intention, pain point, and goal. Now you need their schedule so you can book them into their first few classes. After the previous probing questions, this one is easy. "How often would you like to come to _your studio_ to work on your goal of _specific goal_? Based on their response, you can cherry-pick their introductory schedule or jump straight to membership and skip the intro altogether. It will look something like this:

"Based on your goal to touch your toes before your fortieth birthday and your availability to come to class three times a week, I'll recommend the perfect classes to start seeing progress immediately. Don't worry- those shoelaces are within reach! Two choices: You can start with our two-week intro special. It's only _$_, and I'll help you customize your schedule. Or you can hit the ground running, skip the intro, and credit that _$_ to your new membership. (listen for the answer). Great! We'll make sure you get your money's worth with __insert specific class, instructor, or modality__, and you'll see progress in no time. Let's get you signed up." 

In this example, you're confident with an assumptive close sales technique, you've laid out just two options without risking choice paralysis, and, best of all, you've tailored your recommendation to your client's specific health and wellness goals. You now have everything you need to make your sale without feeling anxious. 

The Fine Print

For the best results, don't ask these questions rapid fire- it will sound like an interrogation. Instead, start with question one and offer to show your client around the studio. While you walk, tailor your tour to their specific goals. 

For example, if you have a mom-to-be, point out the air conditioning vents to help prevent overheating or show her which props will allow her to participate safely at different stages of pregnancy. If you have a client coming to pilates post-knee rehab, explain how your reformer will protect alignment while still giving a great workout. Let them touch it or experience the equipment so they can picture themselves partaking. Your tour is based on their answers, much like the choose-your-own-adventure books from your childhood. 

While you give your tour and listen to your client's goals, remember to connect. Clients buy from people they trust, so offer up your own story if vulnerability is in your wheelhouse. Most trainers got into fitness because they first experienced what their clients do. Use your story to illustrate that you understand their pain point and can solve it- because you've been there, too. 

Last, don't be afraid to ask for the sale. Gym owners are often intimidated to ask their new clients to stay because they don't want to come off as pushy or "salesy." Here is your invitation to scrap that idea. Without sales, there is no service industry. 

If you don't ask your client to stay, they will simply head to the next studio until someone says, "we can help you; let's sign you up." Remember, they're in your lobby hoping you can help them. Practice your sales pitch, roleplay with your staff, and confidently help new clients sign up for your gym.

Looks like you are finding this valuable, would you also like our latest copy of Navigating the New Normal?
Thank you! Your submission has been received!
Oops! Something went wrong while submitting the form.

Membership Renewal Strategies: Keep Your Gym Clients Committed Year after Year

Seven Ways to Provide Exceptional Service in Your Studio to Stand Out and Keep Members

Membership Models Demystified: Finding the Right Fit for Your Fitness Studio

Building a Strong Community: How to Foster Authentic Connections in Your Boutique Fitness Studio

Customer Spotlights: Showcasing Success Stories to Boost Gym Engagement

2024 Fitness Trends: Embracing The New Boutique Fitness Trends to Stay Ahead

Elevate Your Studio: The Power of Customer Spotlights to Boost Gym Engagement

Elevate Your Boutique Fitness Studio: Year-End Reflections for Ongoing Success

Unwrap Your Gym's Irresistible Holiday Campaign in 4 Steps.

Unleashing the Power of Newsletters: A Guide for Fitness Studio Owners to Boost Holiday Engagement

How to Boost Your Boutique Fitness Studio's Social Media Presence

Social Media Marketing For Fitness Studios: Building Genuine Connections Over Vanity Metrics

Mastering Employee Management: Best Practices for Boutique Fitness Studio Owners

Crafting a Comprehensive Handbook for Your Boutique Fitness Studio

Crafting a Successful First Year: Must-Have Events for Your Boutique Fitness Studio

Are Your Boutique Fitness Studio's Monthly Costs Weighing You Down? Here's How to Find Out

Revamp Your Fitness Studio: A Guide for Successfully Deciding When to Pivot

How to Create Effective Business Goals for Your New Boutique Fitness Studio: A Comprehensive Guide

Ready, Set, Launch: Your Fitness Studio's Complete Opening Day Checklist

How to Find, Interview, and Hire Staff for Your Fitness Studio

Boosting Your Fitness Studio's SEO Effortlessly: Simple Tips for Studio Owners

The Power of Video Marketing: How Fitness Studio Owners Can Attract More Clients

Six Strategies To Create And Market Your Boutique Studio’s Value Proposition

7 strategies for your boutique gym to compete against large brands

What Type of Financing is Right For My New Fitness Business? A Complete Guide

Six Steps to Create Your Fitness Studio’s Successful Business Plan

Your Complete Checklist to Market Your Fitness Business

How to Create a Captivating Founder’s Story For Your Fitness Studio

How to Identify Your Boutique Gym’s Ideal Client

Four Steps to Create the Perfect Mission Statement for Your Fitness Studio

3 Steps to Build a Strong Brand Strategy for Your Fitness Business

How to choose the perfect space for your fitness studio

Finding a niche for your new business

How to Leverage Business Partnerships to Improve Your Fitness Business

Improve Your Gym's Sales Success With Three Simple Questions

Black Friday Marketing: Your Complete Checklist for Fitness Studios

Three Steps to Improve Your Gym's Sub Policies

Do your staff feel appreciated? How to Improve retention with Employee Appreciation Week.

Seven Questions to Keep Your Gym Staff Happy and Engaged

The free marketing tool you need in your fitness business

Your Gym Needs a Budget: How to Increase Your Fitness Business’s Profitability in Six Steps.

Stop Doing it All: 4 Partners to Help Your Fitness Business Grow

How to Overcome Common Sales Objections to Sell More Gym Memberships

Six Ways to Improve Staff Effectiveness and Retention in your Gym

Eight Steps to Sell More Fitness Memberships

The Three Essential Objectives to Improve Gym Sales and Profitability

How to increase attendance and retention in your gym this summer

How to Increase Your Boutique Studio Sales by Optimizing Your Intro Process

Are your clients staying? Improve your gym's retention rate with these strategies

8 reasons why your intro offer isn’t converting into long-term memberships

Are large class packages harming your gym's business? How to price for competitive growth.

7 Ways to Boost Your Event Marketing and Capture Your Perfect Customer

Are You Using Pop Up Classes to Capture Your Perfect Customer? Here's How.

7 Steps to Create a 12-Month Marketing Calendar to Boost Engagement All Year

How to Maximize Guerilla Marketing to Drive New Clients to Your Gym

Is your gym set up for success? How to create and set achievable new goals in 2022

Is your staff growing your business? How to give constructive feedback to improve buy-in

How to increase your gym's profits without actually making any more money

Client Communication Excellence: Stand Out With These 4 Tools

Member Retention For Long Term Growth

Why Getting More Reviews For Your Gym Should Be A Top Priority

Referrals Should Be A Top Priority For Your Business

Navigating The New Normal

Testing And Tracking Intro Offers

How To Build Your Intro Offer: The 3 Variables to Consider

Membership Contracts and Why You Need Them

Creating A Successful Sales Process

Importance of an Initial Consultation

10 Rules For A Standard Group Class Model Pricing Structure

5 Key Factors For Creating A Revenue-Generating Pricing Structure

7 Things Your Website Needs To Turn Clicks Into Clients

5 Tips to a Successful Studio Management Software Transfer

The 5 Social Media Tools You Need Right Now

Why your Fitness Business Can't Survive Without Community and How to Build a Powerful One

7 Things Your Website Needs To Turn Clicks Into Clients

Why your Fitness Business Can't Survive Without Community (and How to Build a Powerful One)

Membership Contracts and Why You Need Them

Switching Studio Management Software: Reality vs. Expectation

How To Build Your Intro Offer: The 3 Variables to Consider

10 Rules For A Standard Group Class Model Pricing Structure

5 Tips to a Successful Studio Management Software Transfer

The 5 Social Media Tools You Need Right Now in Your Fitness Studio

5 Key Factors For Creating A Revenue-Generating Pricing Structure

How To Build Your Intro Offer: The 3 Variables to Consider

What Does It Cost to Run a Barre Studio?

How the Best Fitness Studios Niche Down to Build Their Business

How to Practice Self-Care When Your Job is to Care for Others

12 Facebook Live Tips for Fitness Studio Owners

Friends Don’t Let Friends Yoga Alone: 11 Tips for Successful Referral Marketing

How Your Yoga Practice Can Spark Gratitude

The 3 Main Ways Your Studio Website Is Failing You and How You Can Fix Them

Should You Crowdfund Your New Yoga Studio Business?

4 Reasons Your Members are Bouncing After Their Class Pass is Finished

Why Yoga Studios Are a Booming Business Right Now

Using Your Yoga Studio Business Software for Marketing 

The Importance of Having Yoga Studio Scheduling Software

Are Your Instructors Making or Breaking Your Studio Brand?

Comparing the Features of Different Types of Yoga Studio Business Software 

Best Software for Keeping Studio Management Simple

Pricing Breakdowns of the 5 Best Yoga Studio Management Software Options

Posts You Might Like

Finding a niche for your new business

Are you thinking about opening a new fitness business? Welcome to the industry! If you're starting to daydream about your future fitness studio, you're in good company

Stop Doing it All: 4 Partners to Help Your Fitness Business Grow

Boutique fitness entrepreneurship is a time-consuming, challenging career path. Studio owners have to be proficient marketers, savvy business analysts, employee managers, visionaries, and accountants, and that’s before adding in teaching, client communication, and retail inventory

Six Ways to Improve Staff Effectiveness and Retention in your Gym

You have clear goals for your boutique fitness studio, and you’ve already put the work in to grow your gym into your dream business.

Software Updates

Software Update Img- Fit Degree
Want to know about the latest improvements to fitDEGREE?
SEE LATEST SOFTWARE UPDATES
Black Friday
Calender Icon Img- Fit Degree
sale
Ready to switch to a more affordable, customer-friendly management tool? We've got you covered.
SCHEDULE A FREE FITDEGREE DEMO

Get all the resources
in your inbox

Thank you! Your submission has been received!
Oops! Something went wrong while submitting the form.

About the author:

Niki Riga
Industry Expert
Limitless Studio

Niki has been a client, a studio owner, and a coach in boutique fitness for over a decade, and she can’t think of an industry she'd rather be in. Her favorite part about coaching and studio ownership are the same: she loves supporting clients as they push past their limits and achieve their goals. Niki became a coach because she was regularly asked, “how did you do that!?” by other studio owners who were drowning in the day-to-day responsibilities of business ownership but didn’t have the support to grow their studio to its potential. She created Limitless Studio to partner with owners who have a vision for their business and are ready to implement systems to build the studio of their dreams.