Are you selling wants or needs to clients?

Today I have to say goodbye to something I love and embrace some big change and I'm not even sure how I feel about it. A bit sad maybe, but also a bit excited at the same time.

I have to swap my sporty, sleek, fast coupe car for a sensible family car to accommodate our baby son when he decides to show up.

Even as I get ready to leave to go pick the new “sensible” car, there is still some resistance to change, but I tried to make it as painless as possible.

I definitely need a new car because my current car isn't big enough to take a car seat in the back seat or a buggy in the boot, but a new car is a big purchase, just like buying personal training is.

To lessen the blow, I've gone for something that's still sporty and is kitted out with all the tech stuff that I “want” in a car.

Turn Your Fitness Business Website into a Client Generating Machine

"Free Guide: The 7 Secrets of A Profitable Fitness Business Website"

  • I want the 18″ alloys
  • I want the built in sat nav
  • I want the leather seats
  • I want the Bluetooth phone with DAB radio
  • I want the black metallic paint.
  • I want the rear parking camera and led lights

All I really need though is the extra leg room at the back and 2 extra doors.  I could have got this with a sensible Volvo but I bought my new car car based on wants and not needs.

We all know your potential clients might need to lose weight or need to exercise more or east less, but that's not necessarily what they really want.

It is easier to sell someone on a want rather than an need and that in my opinion is where a lot of trainers screw up when it comes to sales and marketing.

Focusing more on needs than wants, which is an up hill battle.

Gotta shoot, have a new car to pick up.

Liam
Internet Fitpro
Personal Trainer Websites That Build Businesses

About the Author Liam Thompson

My name is Liam Thompson and I’m the strategic half of Internet Fitpro. I live in Wilmslow in Cheshire which is just outside Manchester in the North of England but I’m originally from Ballymena in Northern Ireland.

follow me on: