Deluding Yourself About Qualified Fitness and Wellness Prospects?

Are you killing time with strangers…or selling to qualified fitness, nutrition and wellness prospects? Check your list of prospects against these five questions:

1) Do they have a specific problem or opportunity in mind?prospect chat

  • We lose too many work-days to warehouse back injuries
  • I need to improve my time so I can win my age group
  • I need to get my blood sugar down

2) Do they have the ability to buy your programs?

  • The COO can make this decision and has dollars budgeted for it
  • Your weight loss prospect has the financial ability to pay your fees

 3) Do they have a sense of urgency?

  • My MBO for this quarter is to get a back-protection program in place in the warehouse
  • My doctor said if I can’t get my blood sugar down with exercise he will start me on meds and I am scared of side effects

 4) Do they trust your wellness business?

 5) Are they listening to what you say?

  • How does your back-protection program work?
  • I travel a lot, how would your program deal with all those restaurants?
  • Do you think your fitness program would work for me?
  • What do you think I should do?

Plenty of individuals and businesses fall into Categories #4 and #5. They trust you, they’ll listen to you – they may even have a specific problem they’d like to solve.

But if they lack urgency and the ability to pay, you’re just killing time chatting with strangers.

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