4 Mistakes You’re Making with Virtual Sales — and What To Do About It

If you’re like most fitness professionals, your sales process looks a little different these days. Maybe you’re still generating leads but finding it harder to convert them into clients for your online services. Maybe you’re doing what you’ve always done because it’s always worked. You’re surviving, but you aren’t satisfied with your sales numbers.

It’s a common situation these days, and you might be making some of these common mistakes. If so, don’t worry too much. They’re easy to fix, as we show below.

Not Building Enough Rapport

Why it’s a problem: It’s more important than ever to build rapport and make a genuine connection. Virtual training is new to most prospects, so put a greater emphasis on disarming them, building trust, and creating a comfortable buying environment.

What you can do: 

  • Start building rapport from the first contact
  • Integrate more personalization into your funnel and sales pipeline
  • Express sincere interest in helping prospects

Relying Too Much on Copy

Why it’s a problem: Strong sales copy is a huge asset for your growth strategy. But it’s not enough on its own.

What you can do:  

  • Continue to use copy where it has the most impact in generating awareness and engagement
  • Use live sales conversations for the actual selling
  • Create more rapport when sales conversations are happening in settings that are not ideal
  • You can think of “most ideal” as a video call and “least ideal” as a text message

Relying Too Much on Automation

Why it’s a problem:  You don’t want to take a good thing too far. Too much automation makes you seem robotic and creates a barrier to connection.

What you can do:  

  • Personalize your automation and reach out personally whenever you can
  • The “right time” is generally when you have the opportunity to continue a conversation (like the prospect replying to text automation or email) instead of taking actions (like downloading a resource or clicking a link)
  • Timeliness matters, so try to be quick

Not Being Assertive Enough When Closing

Why it’s a problem: Prospects want a solution to a problem, and it’s your job to show that you have it. So, don’t passively ask what they think or present too many options. Show them why you have what they need.

What you can do:  

  • Try to do all your closing in actual conversations (preferably video)
  • At the end, give a brief summary of the conversation and recommend your solution
  • Try to create a sense of “this is just the beginning” of their success journey
  • Ask for the commitment right then and there

Your opportunity with that prospect diminishes when the conversation ends. If you don’t close them in that call, get them back on your schedule within seven days.


You can find these mistakes in tracking and measuring, which is a necessary part of your sales process. If you’re not tracking and measuring, then you can’t know what’s working, what’s not, and what needs to be adjusted.

Let’s talk about that and any other questions you might be having about virtual sales. Schedule your free systems audit with a Fitness Revolution Success Coach today.

Schedule Your Free Systems Audit with Fitness Revolution Today!