If you're a health and wellness expert like a personal trainer, registered massage therapist, or nutritionist, you likely have opportunities to recommend helpful products to your clients during 1-on-1 sessions. However, the fear of coming across as a pushy salesperson holds many back from mentioning products at all.
But recommending relevant products to clients doesn't have to be salesy or pushy. In fact, it can strengthen your relationship when done right. This guide will provide tips to naturally incorporate product recommendations into your client sessions without being off-putting.
Once you get more comfortable with these sales techniques, you’ll be making natural product recommendations in no time! Let’s get into it.
Product recommendations that don’t sound pushy
Here are some best practices to keep in mind when suggesting products in a helpful, non-pushy way.
Focus on the client in front of you
The key is to focus on the specific needs and challenges of the client in front of you, rather than taking a one-size-fits-all approach. Seek to understand their unique lifestyle, goals, and pain points first before jumping into product suggestions.
Make sure any products you bring up are directly relevant to their needs and will legitimately make their life easier in some way. Frame it as helping them get better results from their workouts, recover faster, sleep better, etc. based on what you've learned and discussed.
For example, "Earlier you mentioned that you struggle to recover between intense workout days. I have a couple products that I think could help boost muscle recovery based on your goals."
Or: “It sounds like you’ve been having a hard time falling and staying asleep. I know of some great supplements that have helped other clients of mine improve their sleep quality.”
- Pro tip: Ask for their explicit permission before suggesting a solution. This helps them feel in control rather than being sold to!
Actively listen and engage
Get your client talking by asking open-ended questions that spark discussion. You should aim to listen 70% of the time and talk only 30% when meeting with clients.
Here are some open-ended questions you can ask to learn about your client’s needs:
- What types of goals do you have for your fitness routine? Are you training for anything specific like a marathon or fitness competition?
- How have you been feeling after your workouts lately? Any muscle soreness, fatigue, or other issues?
- Have you been satisfied with your current protein powder or bars? Why or why not?
- What's your nightly sleep routine look like? Any issues falling or staying asleep?
- Are you currently taking any vitamins, supplements, or other fitness products as part of your routine? How have they been working for you?
Really listen to their responses so you can get a sense of any pain points to address or areas for potential improvement.
Focus on the benefits rather than the product
Don't get caught up talking about the features of different fitness products. Instead, tie any product recommendation back to the specific benefits your client will experience.
For instance, if recommending a protein powder, talk about how the extra protein will help them maximize their fitness efforts by supporting muscle growth and repair after tough training sessions.
Or if suggesting compression sleeves, explain how compression improves circulation to help flush exercise-induced toxins from their muscles. This allows them to bounce back faster between workouts.
Again, always tie the benefits of any fitness product back to your client's fitness goals, lifestyle needs, or health concerns that were discussed. This helps them understand how the product can create real improvement in their life.
Let the client decide next steps
Once you've made a recommendation relevant to their needs, let the client decide how to proceed. Ask questions like, "What would you like to do next?" or "What direction would you like to go from here?".
Here are some other suggestions for how you can guide the conversation:
- After suggesting a new pre-workout supplement, ask "Would you like to give this pre-workout a 2 week trial to see if it improves your energy levels, or are you happy with your current routine?"
- If you suggest trying a different brand of protein bar or powder, ask "Would you like for me to share a few high quality protein options that I really like the taste and nutrition profile of?"
- After explaining how a probiotic could help increase their gut health, ask "How would you feel about incorporating a probiotic supplement into your daily nutrition routine? I'm happy to put together some options that meet your budget."
If they need some time to think about it, don't pressure them into deciding on the spot. Making clients feel pushed into commitments tends to backfire.
Remember to follow up
Check in with clients after recommending a product to see if they tried it and get their feedback. This shows you care about their satisfaction.
If a client didn't love a product you suggested, ask more questions to understand why. Then you can recommend something more suitable for them. Following up builds trust and keeps the conversation going.
You recommend, WRKOUT does the rest
By focusing on your client's needs, listening closely, showcasing benefits, and letting them drive the discussion, you can seamlessly incorporate product recommendations into your client sessions without being salesy.
Store by WRKOUT makes it even easier for health and wellness experts like you to recommend your favorite fitness, health and wellness products to clients while earning rewards. You get to improve people's lives while also earning supplemental income from relevant product suggestions. It’s a win-win!
Why choose WRKOUT for making product recommendations:
- 1000+ industry-leading products ready to recommend
- Earn cash rewards worth up to 10-15% of the purchase price
- No commitments and no need to carry inventory
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Remember, the key is keeping the focus on your client and how you can help them, not on pushing sales at all costs. With the right approach, product recommendations can become a value-add to your client sessions rather than a distraction.
