From this I get a lot people who e-mail me asking for prices.
Should I give them the prices on e-mail? To me this is the same thing as putting them on your site..and it can kill your sale because they will just look for someone cheaper without finding out what you can really offer them.
I think the best way to sell them is to get them on the phone or meet face to face.
Yet what script would you use to actually getting them to meet or on the phone if you only have their email address?
I usually say the investment for training will vary depending on a number of different factors and I prefer to discuss the details in person or on the phone.....what is a number I can reach you at so we can talk for a few minutes and discuss this in more detail?
I get 50% to write back and 50% that don't after this...looking to increase my conversion rate.
I realize some people are just tire kickers (shopping prices) but wonder if by not giving them the price they think I am trying to scam thm.
Just say prices available upon request or something. Let people call you to get them, but don't be coy about it. If someone asks for prices, give it to them.
My prices are generally much higher than the trainers in this area, so when people shriek at my prices that is a good indicator that they aren't my target clientele. I tell people that if they are shopping price that I'm probably not the trainer for them and then I refer them to Powerhouse where they can get trainers as low as $15 per hour.
I've always appreciated when people post their prices up front. It tells me that no one is going to be paying less than me (I won't get an inflated estimate) and that the trainer is secure in their worth.
From there testimonials, results, and a detailed description of exactly what you provide your clients should seal the deal.
The only emails you receive should be from those with follow up questions, those looking to sign up, and from anyone who wants to talk to any of your references.
I have always been open and posted prices. I think that as JP says if they are not able or willing to pay the prices you charge they are not in your target market anyway. Wasting time meeting them for a sales chat is a waste to both of your time.
Thier is a argument that you might be able to convince someone to spend a little more than they have planned but i feel this should come from your product add ons and additional products.
Speaking only as a consumer, if you don't post your prices for something where it would be reasonable to do so (and I think this would be reasonable) It is unlikely that I will pursue it with you. If I do, it will be by email. If you again are not upfront with your pricing model in an email exchange, bye bye. I'm not a tire-kicking price shopper either - I just dislike that kind of calculated hard sell.
Example. The globo-gyms don't post prices. They won't email you their prices. They insist you come in for a free visit where your needs can be discussed. That absolutely rubs me the wrong way.
Speaking only as a consumer, if you don't post your prices for something where it would be reasonable to do so (and I think this would be reasonable) It is unlikely that I will pursue it with you. If I do, it will be by email. If you again are not upfront with your pricing model in an email exchange, bye bye. I'm not a tire-kicking price shopper either - I just dislike that kind of calculated hard sell.
Example. The globo-gyms don't post prices. They won't email you their prices. They insist you come in for a free visit where your needs can be discussed. That absolutely rubs me the wrong way.
I agree. I would post my prices right up front along with the services I'm offering. I find it very annoying when prices aren't posted and I'm usually too lazy to even email for them. If I'm shopping, price is not everything but it is always going to be a consideration. I'm not necessarily going to go with the cheapest, but I'd like to be able to compare price vs. services offered from website to website, then go from there.
Speaking only as a consumer, if you don't post your prices for something where it would be reasonable to do so (and I think this would be reasonable) It is unlikely that I will pursue it with you. If I do, it will be by email. If you again are not upfront with your pricing model in an email exchange, bye bye. I'm not a tire-kicking price shopper either - I just dislike that kind of calculated hard sell.
Example. The globo-gyms don't post prices. They won't email you their prices. They insist you come in for a free visit where your needs can be discussed. That absolutely rubs me the wrong way.
Maybe that's just me though.
Interesting. I've taken my prices down and usually don't put them in emails either, not because i want to hard sell people, but because I want people to actually come in and see what I can offer them.
BTW I'm doing things pretty different than other trainers in my neck of the woods so the value of what I offer isn't clearly communicated through price alone. It's not like buying ketchup where the products are pretty much all the same. I find that people think they know what is offered so they try to make a comparison on price alone. But with me, this isn't the case.
IMO people who are obsessed with price enough that they won't come to my small gym to check out what I offer aren't worth bothering with.
So far every highly successful trainer (Kaiser, Jim Labadie, Chris Mccombs, etc) I have talked to says what Powerman and Dave says above......this is what I am currently doing.......and will continue to do since it has been working better than posting my prices in the past.......thanks everyone for your input.
The key is to test. Each niche and location will respond different to prices. Whether or not posting prices is good is a matter of demographics, competition, how desirable your services are, your availability and more.
What I have always did on my websites, which I think is the best idea, is YES, post prices. But, I never have them right out there like BAM.
Have the prices up, but make them hard to find so if a website visitor is serious and really wants to train they will find the prices. If they contact you, they are pretty much a cat in the bag.
This will weed out any broke or half asses and will minimize the people who come in an waste your time at a consultation, if you're not the selling type.
I never sold offline once in my 5 years of training in San Francisco. People saw my website, came in w/ check in hand and started training. For me, without that I would have failed miserably training because face-to-face money haggling and selling is something I just never do.
From this I get a lot people who e-mail me asking for prices.
Should I give them the prices on e-mail? To me this is the same thing as putting them on your site..and it can kill your sale because they will just look for someone cheaper without finding out what you can really offer them.
I think the best way to sell them is to get them on the phone or meet face to face.
Yet what script would you use to actually getting them to meet or on the phone if you only have their email address?
I usually say the investment for training will vary depending on a number of different factors and I prefer to discuss the details in person or on the phone.....what is a number I can reach you at so we can talk for a few minutes and discuss this in more detail?
I get 50% to write back and 50% that don't after this...looking to increase my conversion rate.
I realize some people are just tire kickers (shopping prices) but wonder if by not giving them the price they think I am trying to scam thm.
thoughts on this?
thanks,
David
You NEED to talk to potential customers. You will double your business - if you have an inviting/professional manner over the phone.
The best way is to get them to fill out a form on your website that asks for BOTH email and phone number. It's even better if you can see them face to face. Best way is to only ask for a phone number, phone them up and give the first session for free as an assessment. Build a bit of a relationship in that session and then sit down and talk prices.
Putting your prices on your PT website.
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