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How to Create a Wellness Sales Strategy for Your Business 


The health and wellness industry is estimated to reach $4.24 billion by 2026. The wellness world is vast, with a ton of brands and niches falling into the category. When it comes to selling wellness, the majority of the time, someone is seeking a brand to solve a problem and make a change in their life. At its core, wellness sales is about showing a prospect your value and demonstrating how you will solve their problem. 

To create a successful wellness business, you need to create a systematic sales approach that attracts leads, qualifies those leads, and converts prospects into paying customers. There are different approaches you can take with sales. But it all starts with looking at where you are and where you want to be. Your sales strategy is what will help get you there. In this article, we talk about how you sell wellness and our nine-step process to creating an effective sales strategy for your business.  

What is a Wellness Sales Strategy? 

The wonderful world of sales is challenging in all industries. 60% of customers say no four times before they say yes. But just under half of salespeople never even follow up after the first attempt. Whether you run a healthy meal kit delivery service, virtual wellness coaching, or supplement business, your sales determine your bottom line. They are a key part of your overall success. 

Your wellness sales strategy is how you position and sell your product or service to prospects in a way that makes them buy. Sales and marketing go hand-in-hand, but your sales strategy looks at what converts and how. Your wellness marketing is what attracts potential clients to your business, but you have to take them along the sales journey and turn a stranger into a paying customer. 

In general, your sales strategy should align with your business goals, values, and target market. When you can identify customer pain points within your niche, you can demonstrate how you will solve the issue. Above all, sales is about problem-solving. You’re not trying to push someone to buy something they don’t need. You’re figuring out a problem and showing how your product or service will help them. 

There are several different types of sales strategies. By having a better understanding of the way you can sell, you can implement the best methods that apply to your business. There are countless business opportunities in the wellness world, from a boutique fitness health club and massage therapist to personal training and corporate wellness. Because of this, it’s difficult to say that one sales strategy applies to every business. As with anything, it’s a good idea to align your strategy with your target audience. 

The two main types of sales are:

  1. Inbound Sales – you focus on already interested potential customers. This focuses on building trust and a genuine connection with prospects to create a better buying journey. 
  2. Outbound Sales – sales representatives focus on prospective leads who may or may not be interested in your product or service.

How Do You Sell Wellness? 

When it comes to selling wellness, you’re selling who your ideal client wants to be. Maybe they are interested in weight loss, getting fitter, or eating more healthily, or just finding a way to streamline healthy living. Here are three tips for selling wellness. 

Lead with Value 

Always lead with value and not your rates or membership pricing. The conventional image of a salesperson musters up the image of a pushy and sleazy individual trying to get you to buy something you don’t even need. But, in the wellness industry, to really up your sales, you need to form a genuine connection with potential customers during outreach. Showcasing your value to prospects is key in wellness sales. Establishing a connection and demonstrating value should come before you talk about price. 

Solve a Problem 

The majority of the time, when someone is seeking a wellness business, they’re looking to make a change in their life. It’s your job to demonstrate how you are the solution to their problem. When you have an irresistible offer that can solve a problem in a prospect’s life, your services become invaluable. Maybe an individual has always struggled to stick to a healthy diet. It’s your job to find out why. It’s not always the answer you get first. Asking the right questions helps you get to the core of a problem so that you can offer the most relevant solution.  

Demonstrate Authority

Authority is crucial in health and wellness. When buying from a supplement or protein brand, you want to know that what you’re putting into your body is actually going to help. The same applies to workouts, recipes, and more. Products and services backed by science and research deliver a solution that will make a real impact. Whether you get your necessary qualifications or hire team members with fantastic experience and knowledge is down to you. When you can demonstrate confidence and knowledge during the sales process, your potential customer will feel more confident. 

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9 Step Process for Creating Your Wellness Business Sales Strategy 

Creating an effective wellness sales strategy for your business is a process. While you may have some trial and error, the best sales strategy is the one that evolves with your business so that you can make the most effective use of your time and resources. 

1. Identify Business Goals 

The first step in creating your sales strategy is to identify your business goals. Many of your decisions will be based on what it is you want to achieve. Clearly outlining your goals is crucial for any sales strategy. If you’re looking to grow your business, sign up a specific number of new clients or become a trusted authority in your niche, you can plan out the steps you need to take to get there. A great approach to sales involves measurable objectives. That way, you can find out and keep a track record of your sales. 

2. Know Your Target Customer 

You want to know exactly who you are selling to. Often, a wellness business will have several customer personas. Find out as much as you can about your target customer and create a detailed buyer persona. Use your marketing research and real data from existing customers to create your personas. Think about including information like demographics, goals, fears, motivations, and behavior patterns. The deeper your research, the better your buyer personas will be. It’s important to give your sales team as much information as possible so that they can sell efficiently. 

3. Build a Genuine Connection 

If you can develop a genuine and personal connection with your prospect, they are more likely to invest in your product or service. Building a connection involves both your communication skills and your ability to empathize with a prospect. Tone, words, and body language all play a part in making a potential client feel at ease and comfortable with you. If you can develop trust and build a long-term relationship, you can give your prospect more knowledge to make a well-informed purchase decision. If your business deals with people who are looking for help to improve their fitness or develop a better relationship with food through a wellness program, understanding is crucial in building a genuine connection. 

4. Create a Sales Call Strategy 

When a prospect goes through the sale journey, there will be multiple touchpoints. For your sales call, it’s a good idea to create a strategy and script. It doesn’t matter how much sales experience you have; a sales script is a useful tool that you provide to your team to improve sales. While you don’t want to sound like a robot reading a script, a sales script can help you regain focus and control in a situation. If you’re thrown off by a question or problem, your sales script can guide your conversation. As a sales representative, you can then personalize the script and make it individual to each prospect. 

5. Outline Value Proposition 

Your value proposition is an outline of your services or product that explains why a customer should give you business. It should describe the value you bring and how your solution will solve a problem for your customer. Think about common pain points with customers in your niche and target market for any wellness businessCreating and how you will offer a solution. Your value proposition is another tool your sales team can use to sell your service or product. A powerful value proposition helps your customer truly understand your value. The value you bring is the reason why someone makes a purchase. 

6. Determine Prospect Qualification 

After business development establishes a new lead, it’s time to qualify a prospect. What this means is that you have to figure out if a prospect who is interested is a good fit for you. Is it worth your time and resources to put the work in to transform a prospect into a customer? This is an essential part of the sales process as you could end up spending a lot of time on people who are not a good fit for you. A qualified prospect is interested, trusts you, has the ability to commit, and is willing to listen to what you have to say. A good lead management software will help you keep track of your sales and streamline the process. 

7. Hire a Talented Sales Team 

Your sales team will be at the core of your sales efforts. You need to find a talented sales manager and sales associate who have the experience and personal skills to sell your product or service. If you have a wellness store, you may need to hire retail sales associates as well. As much as it’s important to hire talented employees, it’s your role to provide them with the tools necessary to perform. This is where your sales script, value proposition, and sales process come in. 

8. Close the Sale 

A major part of your sales strategy is closing the sale. Often, it takes several points of contact to close a deal. By tracking prospects and knowing where they are in the sales journey, you can follow up at the right time and create a sense of urgency in the best way possible. There are various ways you can close a sale and overcome sales objections. Whether you’re in person, on the phone, or on email, it’s key that you stay calm and collected throughout any objections. While things like cost and location are challenging to overcome, it’s another problem for you to solve. If you’re a virtual wellness coach and someone wanted to work with you, but it was too expensive. You would offer your digital group coaching option,i which may be more cost-effective and be the solution that closes the sale. 

9. Align Sales and Marketing 

Your sales strategy should evolve with your business. If something isn’t working for you, change it. Create a detailed sales process to follow based on tried and tested methods. Your sales strategy should align with your marketing efforts. A misalignment between marketing and sales can lead to misused resources. When you align your goals, marketing, and sales, you can streamline your efforts and really grow your business. Think about your customer journey, track metrics, and use customer feedback to evolve both your sales and marketing strategies. 

In Summary 

For any wellness business, creating an effective sales strategy that converts prospects into paying customers is essential for growth. Building trust and making genuine connections are at the heart of wellness sales. When a person is seeking to make a change and transform their well-being, establishing a connection is key. By creating a wellness sales strategy focused on your target audience, you can establish authority in your niche and boost your bottom line. 

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