How to open conversation about USANA with your PT clients
Please note: The information/tips/techniques contained in here are designed to make the development of your USANA business easier. Use the tried and proven systems designed to help you be successful and efficient in your business.
How to open conversation about USANA with your PT Clients
Have your clients fill out the basic "Nutrition Assessment Form" (you can get this from your sponsor and/or use a Food Diary)
If the client is already taking a multivitamin this indicates that they are aware that they should be taking something to help them, but they have not been given advice about the huge quality variances of supplements and the importance of taking a high quality antioxidant rich product supported by third party research.
If the client is low in either fruits or vegetables intake daily they are a prime candidate for USANA (this will be the majority of clients)
Point out to your clients that they are lacking in the vital amounts of micronutrients which are vital for their overall health and wellbeing and also very important to help them achieve the results they want to achieve with you from their training.
This is not marketing hype - these are the absolute facts and simply knowing this will raise you up out of the 1000's of "vanilla flavoured" PT's out there that have very little understanding of the importance of great nutrition in the results of training.
Ask your client "If I could show you how you can fulfil your nutritional requirements easily each day would that be of interest to you considering that we really need to address this together?" They will almost always say "Yes" or show some version of interest.
Here is how to express the importance of this to your clients: "I am really glad you said that because if we are going to get the best possible results from your training from both a health and fitness perspective, we absolutely need to get your foundational nutrition support in place - this is what underpins everything we do and I'll tell you why... When we train, we increase our oxidative load which means we burn more oxygen, and in turn that creates more free radicals. Training places our bodies under stress which is what we want because that is what forces the body to adapt, however there are waste or by-products of all of that...to combat that waste we need to increase the amounts of antioxidants we are taking in to give your body what it needs to heal, repair, recover, and stay healthy. Does all that makes sense to you?"
They will always say "Yes" because it just makes sense! At that time you simply take out a USANA brochure and hand it over to them and say "I recommend USANA to all of my clients...I take it myself for the same reasons that you are going to take it because I am busy and it is simply impossible to receive enough antioxidants and quality nutrition from diet alone today."
Now comes the most important part of all setting up of the follow up and close "I want you to take this with you and read it today/tonight and I want to give you a call tomorrow to answer any questions you have, and get you started... what is the best time for me to call you?"
The MOST important part of that whole line is this part "to answer any questions you have and to get you started" Again this is known as "assuming the close" - you are building in their mind the fact that they are going to get started on USANA when you call them tomorrow so it is very important that you set your follow up for the next day (or 48 hours maximum) and you do not let it drag out to 3 days or more. If you do, you are taking away the advantage you have just set up - you need to act quickly. Get in. Get it done. Get out.
The next most important part is asking them when is the best time for you to call. This is important because if you set it up poorly by saying "I'll call you tomorrow to answer your questions and get you started" you now run the risk that they are not going to be available when you call and you will have to then start chasing them to close. This is very inefficient and time wasting and you do not want to set yourself up to operate this way.
So as a reminder: "I want you to take this with you and read it today/tonight and I want to give you a call tomorrow to answer any questions you have, and get you started... what is the best time for me to call you?"
Of course they may give you a time where you are not available so you need to check your diary and make sure the time works for you also. If it clashes with a PT/Massage client or another appointment then look for another time - the key is to get a MUTUALLY AGREEABLE time that you are both accountable to. This way they know exactly when you are going to call, why you are calling, they know they need to have their questions prepared and you are placing importance on it.
A sample product story for Health Professionals
I first found out about USANA through the company that provides business coaching/mentoring to "personal training" businesses. This company looks after the business coaching and mentoring of 1000's of Health Professionals throughout the globe. When we finish our study we all know how to prescribe exercise/massage etc, but very few know anything about owning and operating a successful business. So it made sense to me to employ the services of a highly qualified and respected business coaching organisation. I knew that this company would not recommend anything unless it was of absolute value, so I felt confident and wanted to know more.
As soon as I started reading about USANA it made perfect sense to me. I already knew that getting a minimum of 10+ fruits and vegetables every day (not including potatoes!) was really important to underpinning my health and allowing me to operate at my best every day - but I am a very busy person (as we all are these days) and I am the first to admit that was struggling to get this on a daily basis - day in, day out, without fail. I was looking for the right nutritional support product to add to my own routine, one that was backed by credible third party research and whom worked with top athletes and organisations. After looking very thoroughly at the research and partners that USANA works with I knew that USANA was the product I had been looking for, and the more I looked into it the better it looked, but I wanted to trial the product myself, in my own body before I confidently recommended it to others.
One of the most fundamental parts of any successful training program is the fuel you put into your body daily to allow it to perform at its best. This is true whether you are training or not...you cannot perform well on any level if you are not providing your body with the absolute bottom line foundational nutrition it must have to function efficiently and optimally.
I really like that fact that USANA is third party researched and proven to be number one in it's field, sources all it's raw materials from the highest quality possible and provides above RDA levels of antioxidants, vitamins and minerals important in maintaining long-term health. It is very important for me to eat as healthy as possible so that I can feel as great as possible and get the most out of my body and life. And that is all I want for everyone that I am helping to achieve great health - simple.
What gives me confidence is the fact that anyone can take USANA and get their blood tested for homocysteine and folate levels (just to name a couple of important ones) and see the results for themselves within just 28 days. That assurance and the credibility of the gold standard third party research gives me confidence that I cannot find in any other nutritional support product out there. That is why USANA is my nutritional support product of choice and I encourage everyone to try USANA for yourself to experience the benefits that great nutrition support makes in every area of your life.