Page 102 - My Marketing Sucks Book

Here is the simple solution we proposed.

When your personal trainer arrives for their shift, hand them 10 pennies. Instruct
them to put them in their left pocket. They can’t go home until all 10 pennies are
moved to the right pocket. (You can try this today, too!)

The way you move the penny from the left to the right pocket is simple - You have
a conversation about your service. Don’t worry about any selling! Just talk to
people.

Follow this simple, non-intimidating formula:

1) Introduce yourself - “Hi I’m Lena, I’m a personal trainer here.” LISTEN
2) Ask a generic question- “How is your workout going today” LISTEN
3) Ask a specific question- “If there is one trouble spot you struggle with, what
would it be” LISTEN
4) Offer a sample solution. “We many of my training clients have the same
struggle. I work with them on specialized solutions to fix XYZ. Maybe next

time you’re in we can grab a few minutes and I can show you”.
5) Next time they’re in - show them your solution and ask them to get started.

Now, picture what that adds up to after a month.

The old way, your PT would have maybe 2 or 3 conversations a week and most of
them were about the weather. The new way, they’re having 10 quality

conversations a day. That’s 200 a month!