Demo Beats Website Sales

A story about how TRX's founder discovered the importance of education in selling their fitness product.

"In the earliest days, if I was with someone one-on-one, I had almost a 100% close rate. The problem was I couldn't be everywhere. If I wasn't with you and you were just looking at a picture of it on the website, the conversion would drop to 5%.

I realized very early that I had to be able to scale my knowledge on how to use this thing. So I brought in a guy named Fraser Quelch who had been a career trainer and had written education courses for other pros.

We became one of the leading providers of continuing education courses for trainers and coaches. Just like doctors or lawyers, trainers have to do continuing education units per year to maintain their certification. We provided those CEC courses to help new trainers move toward mastery."