You always want what you can't have

Sorry I didn't write to you last week. I'm working on a little something that's taking up the vast majority of my time.

This week I want to give you a little something to think about. I want you to think about little kids. Yes, little kids. And when I write little, I mean under 5 years old.

Think about one you know. Maybe it's your kid. Maybe it's a niece or nephew. Maybe it's a neighbor's kid. Doesn't matter.

Now that you've got this little 'angel' in your mind's eye I'd like you to imagine a scenario where you tell this child that he or she can't have something. Imagine the response you get. Chances are if it's something they are even remotely interested they are going to go nuts.

Am I wrong? Doesn't just about every little kid go bonkers when you tell them they can't have something? Don't they want it about a bazillion more times than they originally did?

Well, if I'm guessing right, you too were that age at one time. And if you've never noticed, most adults are nothing more than big kids. Yeah, that's right, we still want what we can't have.

And that includes people who are interested in hiring you. Try telling a prospect up-front you don't think they'd be a good fit for your program because they don't seem serious enough.

Think they'd tell you to go straight to h*ll?

Far from it. Remember, they're nothing more than a 3 year old kid in a 40 year old body. They'll start to fight to become your client. They'll plead their case. They'll do whatever it takes to convince YOU they deserve to be YOUR client. This is what I call the 'Velvet Rope'. It works like magic.

Far cry from the usual crap you've been taught about sales, huh?

And in case you doubt this works, this is from one of my customers:

'Due to the fact that our training business is within a gym that gives every new member a 'free' session with a trainer and nutritional coach, we do not have as much control gaining the interest of prospects who truly want to be here to purchase what we have to offer. In the past, this had the potential of creating a negative thought process with my staff. It was common for them to go into an introductory session with the assumption that the prospect would not buy, thus a waste of time.

However, since we have begun to implement the techniques laid out in the Velvet Rope...the pressure to sell is gone and the power to tell a prospect that they do not 'qualify' is amazing. Prospects actually walk away from an 'intro' wondering why they do not fit the bill. How amazing it is to hear a prospect try to convince YOU why they are the right fit for our particular program rather than the other way around. I've had prospects become so excited and determined to become a part of our team, that they cannot get to their wallets fast enough!

Thanks so much for sharing these tried and true methods in a way that makes perfect sense. I've learned so much from you!

Thanks, Jim!'

Holly Rigsby
Vice President
Fit Systems
Elizabethtown, KY

Anyway, the next time a prospect is giving you a hard time, change your mindset. It sounds a bit strange, but you're better off treating them like a three year old instead of an adult!

Yours in prosperity,
Jim Labadie
http://www.howtogetmoreclients.com

PS- If you want the whole story get my Ultimate Sales Kit for Fitness Pros at:
http://www.howtogetmoreclients.com

PPS- Need more proof? Try this on for size:

'Jim,
I just wanted to drop you guys a line to let you know about the new advancements at Huff Training and BaseballStrength.com.

Thanks to just a few simple tips from your Ultimate Sales Kit I was handed the keys to a 7500 sq. ft. fully loaded athletic training facility in the heart of Bergen County, NJ. Now if you’re not familiar with Bergen County it has been ranked in the top 5 most expensive counties in the country and the monthly lease on a facility this size would easily exceed $10k/month. So am I really paying that? Nope, absolutely no overhead, just a small percentage of net profits! All because of one technique from the kit…

Follow that up with a direct source of referrals from over 20 local high schools and a dozen other personal sport skill coaches and within 1 week I was fully booked and in the process of hiring a staff. All thanks to the Ultimate Referral Kit!

Sounds amazing, huh? You haven’t heard the best part of it… They came looking for me! That’s right, the thought of their facility never even crossed my mind until the phone rang and they practically begged me to come meet with them and show them how I could turn their wasted space into a money maker for their facility. The Fitness Prosperity mindset is a truly amazing thing!

Your information has taken me from 4:13AM alarm clocks and jam packed Saturdays just to make a few dollars all of the way to running a huge facility with coaches begging my staff to train their athletes while I simply sit back, relax, and watch it all bring in more money then I ever though possible like clock work!

I am forever indebted to you for your guidance and support!

Sincerely,
Dan Huff, CSCS

Recommended resources:
http://www.velvetropefitnessmarketing.com/
http://www.fitnessinfomistakes.com/
http://www.howtogetmoreclients.com/
http://www.howtogetmorepublicity.com/
http://www.howtogeneratereferrals.com/
http://www.howtoprofitwithbootcamps.com/
http://www.celebrityfitnessimage.com/