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Chapter 25. The Selling Point: Promoting Fitness Products and Services. Self Promotion and Sales. Fundamental concepts of self-promotion and basic rules of selling Self-promotion is simply a matter of selling others on YOU. Self Promotion and Sales.

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chapter 25

Chapter 25

The Selling Point:

Promoting Fitness Products and Services

self promotion and sales
Self Promotion and Sales
  • Fundamental concepts of self-promotionand basic rules of selling
  • Self-promotion is simply a matter of selling others on YOU
self promotion and sales1
Self Promotion and Sales
  • Lou Holtz, a famous college football coach said: “The answers to three questions will determine your success or failure”
    • Can people trust me to do my best?
    • Am I committed to the task at hand?
    • Do I care about other people and show it?
  • If the answers to these questions are “yes”, there is no way you can fail.”
types of sales presentations
Types of Sales Presentations
  • Sales presentations may take many forms
    • Face-to-face meetings
    • Telephone conversations
    • Internet and letters
    • Mass media promotions
    • Educational materials for handouts, trade shows, and direct mail
making a good impression
Making a Good Impression
  • Meeting someone in person
    • Best opportunity to present oneself and one’s services
making a good impression1
Making a Good Impression
  • Using the telephone
    • Being prepared before the conversation begins
    • Speaking clearly and positively
    • Using proper manners
    • Asking for a follow-up call
    • Thanking the listener for his/her time
making a good impression2
Making a Good Impression
  • Meeting someone in person
    • Written introductions
      • Critical to use correct grammar and spelling
      • Be brief and to the point
general guidelines for correspondence
General Guidelines for Correspondence
  • Store resume and cover letter in a computer
  • Print document on a high resolution printer
  • Use plain, white,100 percent cotton-fiber resume paper
general guidelines for correspondence1
General Guidelines for Correspondence
  • Side margins should always be consistent
  • Spacing in each section should be consistent
  • Use a simple, easy-to-read font
general guidelines for correspondence2
General Guidelines for Correspondence
  • Use proper grammar and punctuation
    • Spell-check to perform a thorough proof
  • Use correct words and phrases common to the industry
  • Make sentences short, specific, and truthful
  • Resume should only be one page
developing a resume
Developing a Resume
  • Heading should include:
    • Name
    • Complete address
    • Complete telephone number
    • Include any additional phone numbers where one can be reached
    • Some people include an e-mail address
the resume
The Resume
  • Objective: This statement describes a career goal.
  • Summary of qualifications:
    • Should include employment history in reverse chronological order
    • Consider listing responsibilities and duties for your most recent job
the resume1
The Resume
  • Educational background:
    • Start with the most recent educational experience and work backwards
    • College education, vocational training and seminars are all important to employers
the resume2
The Resume
  • Additional categories:
    • Include if resume is not too long
    • One might want to make brief mention of these in a cover letter
      • Community involvement, offices held, references, salary range (only if requested)
the cover letter
The Cover Letter
  • Resume should be accompanied by a cover letter
    • Letter is an introduction and communicates one’s desire to obtain a particular position
    • Keep the letter short and simple
    • Use words and phrases used in the ad
    • Make it short and simple and formatted in a business style
techniques for an interview
Techniques for an Interview
  • Interviews and other in-person meetings can be deal-makers or deal-breakers
  • The way in which one presents oneself will influence a potential customer or employer’s opinion of the potential employee
techniques for an interview1
Techniques for an Interview
  • Be aware of personal hygiene
    • Groomed hair, clean hands, manicured nails, brushed teeth and fresh breath
  • Dress in a professional style
  • Be punctual!
  • Look at the client or employer in eyes and provide a firm handshake with a sincere greeting
techniques for an interview2
Techniques for an Interview
  • Listen to what the potential employer is saying
  • Know the product, whether or not the product is the interviewee or a sales product
  • Research the product or the company to which employment is sought
techniques for an interview3
Techniques for an Interview
  • Be prepared to give the interviewer any information required
  • Be versatile in presenting oneself or something one wishes to sell
  • Always use the client or the potential employer’s name when leaving
promotional materials
Promotional Materials
  • Brochure/web site/handout should contain the following:
    • Products/service offered
    • Needs met by the products/services
    • Company name and logo
    • Pictures of products
    • A hook
      • Distinguish product/service from others
promotional materials1
Promotional Materials
  • Brochure/web site/handout should contain the following:
    • Name, location, address, etc.
    • How to contact someone for this service/product
    • Certifications and other licensing qualifications
promotional materials2
Promotional Materials
  • Brochure/web site/handout should contain the following:
    • Memberships in professional organizations pertinent to the product/service
    • Company’s history, accomplishments, and goals
employment plan
Employment Plan
  • Steps that one intends to take to achieve career plans
  • Plan should be specific, but flexible
  • Be open to any unexpected opportunities that may arise
employment plan1
Employment Plan
  • A realistic and effective plan
    • Should acknowledge obstacles
    • Describe expected rewards
    • Contain motivating statements to envision success
    • Other comments that might be helpful
the business plan
The Business Plan
  • Employment plan
    • For self-employed
    • To define the business goal and outline a plan for achieving it
the business plan1
The Business Plan
  • Elements of such a plan include:
    • Statement of purpose
    • Description of the business
    • Industry and market analysis
    • Description of the competition
the business plan2
The Business Plan
  • Elements of such a plan include:
    • Marketing strategy
    • Operating procedures
    • Business insurance
    • Management strategy
    • Financial strategy