It's easy to get off track with the running of your fitness business. As a business owner, it's easy to get distracted with training clients, marketing your fitness business and then selling your services, paying your overhead, and oh yeah, trying to have a social life as well. Many times in my career, I've had to recognize when I was off track and go back to the basic's of running a successful business. So today, I thought I'd cover the basics that everyone in the fitness business should be adhering to.
Here goes:
**Attract The Right Clients**
It's not always about how many NEW PEOPLE you can get to walk through your doors, it's about how PRE-MOTIVATED and PRE-SOLD they are before they come in. (ie. will they pay for our training!)
**Never Fall In Love With The Process.. Be Willing To Change What Does Not Work!**
More times than not, the "Comfortable Way" to do business is the least productive. Be willing to change what is not working for you, and go out of your comfort zone. The more you do this, the great the chance you have at succeeding the business.
**Find More/Different Ways Of Doing What Already Works For You!**
Always have several different "Poles In The Water"... and realize that some efforts will do better than others. But if you discover that something works better than others, analyze it and ask yourself,"How can I apply this to other types of clients, or other things within my life and business?"
**Spend Time Each Day Thinking Out Of The Box!**
Here's a great strategy to help you get started on thinking different, or "Outside the box." If there were no limitations, (time or money) or consequences, what would you be doing or be doing differently within your business? Start with that, and then tone it down to something manageable or worthy of testing.... never assume that what you are currently focusing on is the problem or the solution.
**Always give people what they want and make it fun & easy for them!**
If you can give your clients what THEY actually want and make it easy for them, you'll never run out of new clients. What excites you, or what you think or know to be true or valuable MAY NOT be what your clients want; so find out what your training clients want and just make sure to give it to them.
In the big picture, nothing can compete with hard work, accurate thinking, consistency, focus, and personal responsibility, or doing the right things...... even if it's uncomfortable.
Until Next Time,
Dr. James Roman
Your Personal Trainer Marketing Coach
Wednesday, August 19, 2009
7 Fitness Business Strategies To Take A No Holds Barred Approach To Combating The Recession!!
Strategy # 7: Establish Yourself As A Niche Trainer!
There is a popular marketing quote that goes,"There's Riches In Niches." What this means is that the more you can specialize and work with a specific niche market then the harder it is for the client within the niche to choose anther trainer.
When you're considered the GO TO trainer for that particular niche in your area, clients will seek YOU OUT to work with, and avoid other trainers. When someone who is a golfer and finds out that you are THE TRAINER who works with golfers not only will they seek you out, but you're not going to have to HARD SELL them on training sessions. They're already to sign up for whatever you offer.
How do you market to a niche, or how do you become a niche trainer? Pick a specific market that you have a knowledge in, decide to work with that specific client base and market to them as well.
It doesn't have to be all that you market and promote, but it can be a part of the services you offer.
Here's an example:
I work with Migraine Patients, and get pretty good results, so good, that the majority of Migraine Patients, if I choose to work with them, get an 80-100% improvement. And most of them have tried everything their MD's can throw at them, drugs, injections, and every different test in the book. But with no results.
Part of my marketing campaigns are designed to market and promote to Migraine Sufferers. I do lectures, and lead-generation/direct response marketing, to find the names of Migraine Sufferers in my community, then I mail them FREE REPORTS, DVD's on patient testimonials, and I tell them, "I'm the guy that gets results with Migraines." I don't promise to cure their digestive problems or cure cancer; but I've got headaches and specifically Migraines down. I know what to do to get the results THEY NEED.
This makes it easier for them to choose me as the doctor they want to work with, and when I do present my care plans, I don't feel like I have to SELL THEM ON MY RECOMMENDATIONS.
That's the POWER OF GOOD MARKETING, YOU DON"T HAVE TO SELL ANYONE ON YOUR TRAINING, THEY'VE ALREADY MADE THE DECISION TO WORK WITH YOU BEFORE ENTERING YOUR GYM!!
Here are a few niches to break into:
Golfers
Tennis / Football / Baseball Athletes
Brides To Be (A 3 Month Training Program)
Post Pregnancy (New Mother Shape Up Program)
Working With Companies / Corporate Wellness Programs
Here's what I like about the BRIDES to BE training program. It is an easy to implement and start program. All you have to do is promote your training program to wedding planners, do a 3 step mail-out to them, give them a few free sessions, then have them promote to their BRIDES To BE, and trust me,(from personal experience) brides will spend a lot of money to look good on their wedding day.
Action Step: Sit down this week for a few minutes and think about what part of your training that you can niche for a specific market and decide to come up with a training plan specific to the needs of that market
There is a popular marketing quote that goes,"There's Riches In Niches." What this means is that the more you can specialize and work with a specific niche market then the harder it is for the client within the niche to choose anther trainer.
When you're considered the GO TO trainer for that particular niche in your area, clients will seek YOU OUT to work with, and avoid other trainers. When someone who is a golfer and finds out that you are THE TRAINER who works with golfers not only will they seek you out, but you're not going to have to HARD SELL them on training sessions. They're already to sign up for whatever you offer.
How do you market to a niche, or how do you become a niche trainer? Pick a specific market that you have a knowledge in, decide to work with that specific client base and market to them as well.
It doesn't have to be all that you market and promote, but it can be a part of the services you offer.
Here's an example:
I work with Migraine Patients, and get pretty good results, so good, that the majority of Migraine Patients, if I choose to work with them, get an 80-100% improvement. And most of them have tried everything their MD's can throw at them, drugs, injections, and every different test in the book. But with no results.
Part of my marketing campaigns are designed to market and promote to Migraine Sufferers. I do lectures, and lead-generation/direct response marketing, to find the names of Migraine Sufferers in my community, then I mail them FREE REPORTS, DVD's on patient testimonials, and I tell them, "I'm the guy that gets results with Migraines." I don't promise to cure their digestive problems or cure cancer; but I've got headaches and specifically Migraines down. I know what to do to get the results THEY NEED.
This makes it easier for them to choose me as the doctor they want to work with, and when I do present my care plans, I don't feel like I have to SELL THEM ON MY RECOMMENDATIONS.
That's the POWER OF GOOD MARKETING, YOU DON"T HAVE TO SELL ANYONE ON YOUR TRAINING, THEY'VE ALREADY MADE THE DECISION TO WORK WITH YOU BEFORE ENTERING YOUR GYM!!
Here are a few niches to break into:
Golfers
Tennis / Football / Baseball Athletes
Brides To Be (A 3 Month Training Program)
Post Pregnancy (New Mother Shape Up Program)
Working With Companies / Corporate Wellness Programs
Here's what I like about the BRIDES to BE training program. It is an easy to implement and start program. All you have to do is promote your training program to wedding planners, do a 3 step mail-out to them, give them a few free sessions, then have them promote to their BRIDES To BE, and trust me,(from personal experience) brides will spend a lot of money to look good on their wedding day.
Action Step: Sit down this week for a few minutes and think about what part of your training that you can niche for a specific market and decide to come up with a training plan specific to the needs of that market
Monday, August 17, 2009
7 Fitness Business Strategies To Take A No Holds Barred Approach To Combating The Recession!!
Strategy # 6 : Look For New Opportunities To Joint Venture With Other Professionals In The Health & Fitness Industry!
Now more than ever, it's vital for fitness professionals to build relationships with other businesses in similar fields.
A fitness business that has strong relationships with medical, chiropractic or physical therapy offices can often generate a constant flow of referrals from these other businesses. In addition, special events, charities or promotions can be co-sponsored by both businesses. In some instances, even advertising and marketing costs can be shared by both businesses and end up saving both businesses money in the long run.
Several personal training studios that I work with, co-promote special events with tanning salons, hair salons, car washes and local businesses in their area. In addition, when they can, they share advertising expenses on radio & newspaper ads.
Weight loss challenges that raise money for local charities are a great way to not only build publicity for your business but joint venture with other businesses as well.
Here's a great idea that's worked for some of my Core Client Attraction Members:
Start with a 8 week bootcamp or Weight-Loss Challenge, and donate a portion of the proceeds to a charity in your area. Meet with several other businesses to promote the charity and special bootcamp or WL challenge. Make sure that you'll be able to mail the promotion to their customers and use their client lists. Do a 3 step mail campaign to their customers and then wait for their customers to sign up. Then do a press release to local media outlets and mention all the businesses involved with the charity program. You have a much better chance of being picked up for a story about your business once it's attached to a local or national charity. Once the charity promotion is finished, start creating the next opportunity or event to co-promote with your new business relationship.
Until next time,
Dr. James Roman
Now more than ever, it's vital for fitness professionals to build relationships with other businesses in similar fields.
A fitness business that has strong relationships with medical, chiropractic or physical therapy offices can often generate a constant flow of referrals from these other businesses. In addition, special events, charities or promotions can be co-sponsored by both businesses. In some instances, even advertising and marketing costs can be shared by both businesses and end up saving both businesses money in the long run.
Several personal training studios that I work with, co-promote special events with tanning salons, hair salons, car washes and local businesses in their area. In addition, when they can, they share advertising expenses on radio & newspaper ads.
Weight loss challenges that raise money for local charities are a great way to not only build publicity for your business but joint venture with other businesses as well.
Here's a great idea that's worked for some of my Core Client Attraction Members:
Start with a 8 week bootcamp or Weight-Loss Challenge, and donate a portion of the proceeds to a charity in your area. Meet with several other businesses to promote the charity and special bootcamp or WL challenge. Make sure that you'll be able to mail the promotion to their customers and use their client lists. Do a 3 step mail campaign to their customers and then wait for their customers to sign up. Then do a press release to local media outlets and mention all the businesses involved with the charity program. You have a much better chance of being picked up for a story about your business once it's attached to a local or national charity. Once the charity promotion is finished, start creating the next opportunity or event to co-promote with your new business relationship.
Until next time,
Dr. James Roman
Friday, August 14, 2009
7 Fitness Business Strategies To Take A No Holds Barred Approach To Combating The Recession!!
Strategy # 5: Increase Your Fees & Avoid Becoming The WALMART Of Personal Trainers!!
It seems like the new trend nowadays in personal training is to move toward LESS EXPENSIVE, more affordable boot camp models. Where clients pay anywhere between 10-15$ per 45 min-60 minutes of intense training. And while these models are great feeder programs for one one one programs and semi-private group sessions, they are also very susceptible to economic fluctuations and clients spending habits.
One members, whose had boot camps all over the city of Atlanta, reported an almost 75% loss in boot camp business. And what can you honestly expect out of someone paying $10.00 for personal training?
Do you really think they place a HIGH VALUE on your services?
Years ago, there was a movement in the Chiropractic profession to move toward HIGH VOLUME patient visits, with LOW COSTING CASH programs where patients end up paying somewhere between $15.00 to $20.00 per treatment. As a doctor, you end up having a packed office, overworked staff, and you end up feeling like you're just processing your patients, rather than spending quality time with them.
DOES THIS SOUND FAMILIAR?
And really what ends up happening is you just get tired of working more and making less money.
As a small business owner, you cannot afford to become the Walmart Of the Fitness Business.
The ONLY, and I mean ONLY business that makes a profit that way is Walmart. Cutting your fees, being the cheapest in town, is the surest way to lead you to business frustration and ultimately closing your doors.
Make a decision to be the best, offer the best training, offering more services than your competition, and be very, very different from the rest of the trainers and gyms in your town.
Don't be afraid to be more expensive than everyone else. This sets you apart from your competition. Understand that people always will spend money on what they value and make a priority on and don't be afraid to lose clients that aren't willing to spend top dollar with you.
Until next time,
Dr. James Roman
Your fitness marketing coach
It seems like the new trend nowadays in personal training is to move toward LESS EXPENSIVE, more affordable boot camp models. Where clients pay anywhere between 10-15$ per 45 min-60 minutes of intense training. And while these models are great feeder programs for one one one programs and semi-private group sessions, they are also very susceptible to economic fluctuations and clients spending habits.
One members, whose had boot camps all over the city of Atlanta, reported an almost 75% loss in boot camp business. And what can you honestly expect out of someone paying $10.00 for personal training?
Do you really think they place a HIGH VALUE on your services?
Years ago, there was a movement in the Chiropractic profession to move toward HIGH VOLUME patient visits, with LOW COSTING CASH programs where patients end up paying somewhere between $15.00 to $20.00 per treatment. As a doctor, you end up having a packed office, overworked staff, and you end up feeling like you're just processing your patients, rather than spending quality time with them.
DOES THIS SOUND FAMILIAR?
And really what ends up happening is you just get tired of working more and making less money.
As a small business owner, you cannot afford to become the Walmart Of the Fitness Business.
The ONLY, and I mean ONLY business that makes a profit that way is Walmart. Cutting your fees, being the cheapest in town, is the surest way to lead you to business frustration and ultimately closing your doors.
Make a decision to be the best, offer the best training, offering more services than your competition, and be very, very different from the rest of the trainers and gyms in your town.
Don't be afraid to be more expensive than everyone else. This sets you apart from your competition. Understand that people always will spend money on what they value and make a priority on and don't be afraid to lose clients that aren't willing to spend top dollar with you.
Until next time,
Dr. James Roman
Your fitness marketing coach
Monday, August 10, 2009
7 Fitness Business Strategies To Take A No Holds Barred Approach To Combating The Recession!!
#4 MARKETING...The ONE AREA You DO NOT Want To Make Budget Cuts!!
A very natural reaction for most businesses during a recession is to make budget cuts. Everyone is looking for ways to cut costs in their businesses and keep more profits for themselves. And while is a useful strategy, Marketing, Advertising and Promotions should be the last place that you make any type of budget cuts.
No more than ever, it's important to spend more on marketing, promoting and advertising your fitness business. With Gyms, and personal training studio owners across the country decreasing their dollars spent on advertising, you can pretty much own the market place.
The TRUEST Statement ever made in business is this.... Give me 2 identical businesses in the same industry. One with crappy service, but huge marketing dollars, and the other with excellent service and no money for marketing. Guess who wins every time.
THE MARKETER!!
I don't care how great the business is, if no one knows who or where you are, forget about it. Just throw in the towel now and save yourself the frustration.
This is why, even during a recession, you must not only have a quality service to offer your clients, but you can't make budget cuts on your advertising and marketing.
Also, with most fitness businesses feeling the pinch of the recession, you can pretty much rest assured that your competition is drastically cutting back on their marketing and advertising, which leaves the market place ripe for the picking.
Until next time,
Dr. James Roman
A very natural reaction for most businesses during a recession is to make budget cuts. Everyone is looking for ways to cut costs in their businesses and keep more profits for themselves. And while is a useful strategy, Marketing, Advertising and Promotions should be the last place that you make any type of budget cuts.
No more than ever, it's important to spend more on marketing, promoting and advertising your fitness business. With Gyms, and personal training studio owners across the country decreasing their dollars spent on advertising, you can pretty much own the market place.
The TRUEST Statement ever made in business is this.... Give me 2 identical businesses in the same industry. One with crappy service, but huge marketing dollars, and the other with excellent service and no money for marketing. Guess who wins every time.
THE MARKETER!!
I don't care how great the business is, if no one knows who or where you are, forget about it. Just throw in the towel now and save yourself the frustration.
This is why, even during a recession, you must not only have a quality service to offer your clients, but you can't make budget cuts on your advertising and marketing.
Also, with most fitness businesses feeling the pinch of the recession, you can pretty much rest assured that your competition is drastically cutting back on their marketing and advertising, which leaves the market place ripe for the picking.
Until next time,
Dr. James Roman
Wednesday, August 5, 2009
7 Fitness Business Strategies To Take A No Holds Barred Approach To Combating The Recession!!
Recession Proofing Strategy #3
Be Drastically Different From Your Competition!!
Most personal trainers and fitness business owners do business in the same matter and fashion as their competition. This means they train clients the same way, they have the same customer service, and they have the same marketing and promotions as everyone else in their immediate area.
This creates a huge problem for YOU the fitness business owner. When you become the same as everyone else, you give your clients NO good reason to spend more money with you than the guy down the street offering his training 10$ cheaper.
Your become a commodity product like MILK or gasoline. You can get those anywhere and for any price and they typically will be the same product. Having your business become a commodity is on of the quickest way to lead you to constant frustration with clients somehow never having the money to afford your training.
BEING DIFFERENT MEANS THAT YOU'VE GOT A GREAT ANSWER FOR WHY SOMEONE SHOULD CHOOSE YOUR BUSINESS VERSUS EVERY OTHER OPTION OPEN TO THEM.
And trust me, they've got options. They got a million different gyms and trainers out there to choose from and if you can't give them a reason why they should spend their hard earned money with you, then it will only be a matter of time before they start looking for a cheaper option.
So start looking for aspects of your training and fitness business that are unique and if you don't have one, make one up. Start including that "DIFFERENT" and "UNIQUE" aspect in ALL of your marketing and advertising materials.
Being different from your competition doesn't require you going out and changing everything about your business. Just take your current operating system or training and add more to it. This can mean you add new training hours and make it easier for you clients to get in for training. You can add new types of training programs for you clients, or just create new names for your old programs. You can add more levels of customer service, which by now, you know means more than just training your clients.
Being different than everyone else can be as simple as just calling your new training clients after their first session to see how their feeling. That's it. But something as simple as a phone call can really blow their mind and set the tone for your business being different.
Until next time,
Dr. Roman
Be Drastically Different From Your Competition!!
Most personal trainers and fitness business owners do business in the same matter and fashion as their competition. This means they train clients the same way, they have the same customer service, and they have the same marketing and promotions as everyone else in their immediate area.
This creates a huge problem for YOU the fitness business owner. When you become the same as everyone else, you give your clients NO good reason to spend more money with you than the guy down the street offering his training 10$ cheaper.
Your become a commodity product like MILK or gasoline. You can get those anywhere and for any price and they typically will be the same product. Having your business become a commodity is on of the quickest way to lead you to constant frustration with clients somehow never having the money to afford your training.
BEING DIFFERENT MEANS THAT YOU'VE GOT A GREAT ANSWER FOR WHY SOMEONE SHOULD CHOOSE YOUR BUSINESS VERSUS EVERY OTHER OPTION OPEN TO THEM.
And trust me, they've got options. They got a million different gyms and trainers out there to choose from and if you can't give them a reason why they should spend their hard earned money with you, then it will only be a matter of time before they start looking for a cheaper option.
So start looking for aspects of your training and fitness business that are unique and if you don't have one, make one up. Start including that "DIFFERENT" and "UNIQUE" aspect in ALL of your marketing and advertising materials.
Being different from your competition doesn't require you going out and changing everything about your business. Just take your current operating system or training and add more to it. This can mean you add new training hours and make it easier for you clients to get in for training. You can add new types of training programs for you clients, or just create new names for your old programs. You can add more levels of customer service, which by now, you know means more than just training your clients.
Being different than everyone else can be as simple as just calling your new training clients after their first session to see how their feeling. That's it. But something as simple as a phone call can really blow their mind and set the tone for your business being different.
Until next time,
Dr. Roman
Fitness Business Strategies To Take A No Holds Barred Approach To Combating The Recession!!
Recession Proofing Strategy #2
Not ALL Clients Are Created Equal!! The Other Side Of The 80/20 Rule!!
Everyone wants to be an equal opportunity fitness business owner. And by that, we all want to give the same high quality service and training to EVERY client. Which we must do, but not ALL of your clients are created equal.
What Do I Mean By That?
First off, you know that you have a few favorite clients. The one's that are always positive, always in a good mood, and they are just people that you like to be around and you look forward to working with.
But that's not what this is about.
NO
This is about your clients who can't seem to get enough from you. These are the clients that show up early for every training session or bootcamp, never miss appointments, ask a ton of questions, and would probably end up moving in with you if you let them. Whether you have ever looked at it or not, you've got a certain number of clients that want and expect more from you.
These are the clients that sign up for 3, 6 or 12 month programs. They may have been training with you for several years or not. But every time you've got a different bootcamp, fitness workshop, or 10 week weight-loss commitment program, they are the FIRST clients to sign up for that NEW service.
These clients are THE best buyers of your fitness services and as such, you (the smart fitness business owner) need to recognize them for it and offer them more unique programs. First, you can start off by making them client of the month and gifting them appropriately.
Second, design specific and unique bonus programs or up sell programs to give them every opportunity to spend more with your fitness business. You can do this with special weight-loss commitment programs or diet and nutrition courses. This way, you satisfy your client's need to have more of your attention and focus, and you end up being compensated for it.
Until next time,
Dr. James Roman
Not ALL Clients Are Created Equal!! The Other Side Of The 80/20 Rule!!
Everyone wants to be an equal opportunity fitness business owner. And by that, we all want to give the same high quality service and training to EVERY client. Which we must do, but not ALL of your clients are created equal.
What Do I Mean By That?
First off, you know that you have a few favorite clients. The one's that are always positive, always in a good mood, and they are just people that you like to be around and you look forward to working with.
But that's not what this is about.
NO
This is about your clients who can't seem to get enough from you. These are the clients that show up early for every training session or bootcamp, never miss appointments, ask a ton of questions, and would probably end up moving in with you if you let them. Whether you have ever looked at it or not, you've got a certain number of clients that want and expect more from you.
These are the clients that sign up for 3, 6 or 12 month programs. They may have been training with you for several years or not. But every time you've got a different bootcamp, fitness workshop, or 10 week weight-loss commitment program, they are the FIRST clients to sign up for that NEW service.
These clients are THE best buyers of your fitness services and as such, you (the smart fitness business owner) need to recognize them for it and offer them more unique programs. First, you can start off by making them client of the month and gifting them appropriately.
Second, design specific and unique bonus programs or up sell programs to give them every opportunity to spend more with your fitness business. You can do this with special weight-loss commitment programs or diet and nutrition courses. This way, you satisfy your client's need to have more of your attention and focus, and you end up being compensated for it.
Until next time,
Dr. James Roman
Monday, August 3, 2009
7 Money Making Strategies In 7 Days!! Fitness Business Strategies To Take A No Holds Barred Approach To Combating The Recession!!
Money Making Strategy Numero Uno!! Stop Ignoring Your Customers! (Clients)
The landscape of how businesses actually DO BUSINESS has completely changed. ALL businesses that ignore what the market, ie. THEIR CUSTOMERS are telling them, are either bankcrupt or on their way to bankcrupcy court. (GM, Chrysler)
I call your clients customers for a reason; because it is crucial that YOU start recognizing them as such and start spending some time on making your customers happy and content.
A lot of what I teach is how to market and promote your fitness business and get new clients, but although that is important, it's so much easier and cheaper to keep the one's you already have, spending money in your business and referring more new clients to you.
In the old business landscape, circa 3 or 4 years ago, a company might be able to give lousy service, not listen to the wants of the customers and just push along making profits without ever really connecting with the buyers of their product or service.
But NOT ANY MORE!!
EVERY SINGLE BUSINESS, and I mean EVERY SINGLE BUSINESS, no matter how large, or small, what type of category, whether you're selling a service or a product, MUST spend more time and energy focusing on connecting more, thanking more, and just delivering a better service overall to their customers.
YOU ARE NO DIFFERENT!! You heard me.
I know, I know you thought you could get away with it. Didn't you. Well shame on you.
You remember last month or a few weeks ago when it was your favorite client's birthday, and she came in and told you about her birthday party or dinner, and you never sent her a card.
Yeah, NOW you remember. Remember when she used to spend a few hundred dollars with you every month? You liked her money, didn't you?
Well then, why the heck isn't she in your business anymore? You ever wonder?
Oh, yeah, I'm sure you can justify it with a good, "Well, we're in a recession and everyone's got to make cut backs."
BULLSHIT!!
There is a really good reason why she's not in your business anymore. You ignored her, and as a result, she's probably in someone elses gym right now, working with another trainer.
What you fail to realize is that your clients like you, they wouldn't be in your business if they didn't. But what happens is they get bored, they get tired and if you don't have a great answer to what's next for them, they will go to a business that does.
Your clients are constantly being marketed to by every type of business out there. From the moment they wake up to the moment when they go to bed, they are bombarded by businesses trying to get their money from them. And if you're not one of the businesses that stays in contact with them, they forget about you or they feel neglected.
You must give you clients every reason you can for them to justify in their head, why they should spend money with you versus every other option available to them. They've got so many options for weight-loss and fitness that they are constantly bombarded with offers to join large gyms, small gyms, weight-loss centers, online trainers, DVD's and training at home.
Why SHOULD THEY KEEP COMING BACK TO YOU?
Oh, yeah, that's right, because you're a nice person. And you really, really like training them and getting paid by them.
Wake Up!
That doesn't mean diddly squat to them!
If you're not doing one already, the most crucial tool for staying in contact with your clients is mailing out a monthly client newsletter. It is the BARE MINIMUM that every personal trainer should be doing for their clients every month, and it only costs .44 cents to mail. Look at the math? .44 cents to keep a client that spends a few hundred dollars a month with you? It is the biggest relationship enhancer that you can implement and start seeing results almost immediately. (If you've not signed up for CCA's CONNECTION NEWSLETTER, Click On This Link To Sign Up)
It must be mailed though, E-MAIL DOES NOT HAVE THE SAME IMPACT.
In addition to a client newsletter; here are a few other ways to connect with your clients:
Welcome Letter MailedWelcome Gift After Initial Sign-Up
Reassessment Letters Mailed
Birthday Cards Mailed
Give Them A Gift Card On Birthdays
Holiday Cards Mailed
Weekly Inspirational E-mails
Weekly Blog Posts
Pick A Client Of The Month (with a gift card given)
We Appreciate You Letter Mailed Monthly or Quarterly Promotions
All of these are covered in depth on our membership website, http://www.coreclientattractionsite.com/.
If you've not joined or signed up yet, it's FREE for 30 Days,
Here's what the membership site has for you...
Client Welcome Letters / Reassessment Letters / We Appreciate You Letters
Seasonal Promotions and Mailing Campaigns
Re-Activation Letters For Inactive Clients
Referral Letters & Forms With Monthly & Seasonal Referral Campaigns
Sales Secrets & Strategies For Improving Conversions
Videos On:
How To Set Up A Marketing Calender
How To Ask For A Referrals
How To Market Your Business On The Internet
Fastest Strategies For Dominating Search Engines
Increasing Customer Service
Creating A Selling Environment In Your Gym
How To Set Up A Blog
How To Create A Six Figure Fitness Business
23 Marketing Strategies To Flood Your Business With NEW CLIENTS
Stay tuned for tomorrow's strategy: Why ALL CLIENTS ARE NOT CREATED EQUAL!!
Dr. James Roman
Your Personal Trainer Business Coach
The landscape of how businesses actually DO BUSINESS has completely changed. ALL businesses that ignore what the market, ie. THEIR CUSTOMERS are telling them, are either bankcrupt or on their way to bankcrupcy court. (GM, Chrysler)
I call your clients customers for a reason; because it is crucial that YOU start recognizing them as such and start spending some time on making your customers happy and content.
A lot of what I teach is how to market and promote your fitness business and get new clients, but although that is important, it's so much easier and cheaper to keep the one's you already have, spending money in your business and referring more new clients to you.
In the old business landscape, circa 3 or 4 years ago, a company might be able to give lousy service, not listen to the wants of the customers and just push along making profits without ever really connecting with the buyers of their product or service.
But NOT ANY MORE!!
EVERY SINGLE BUSINESS, and I mean EVERY SINGLE BUSINESS, no matter how large, or small, what type of category, whether you're selling a service or a product, MUST spend more time and energy focusing on connecting more, thanking more, and just delivering a better service overall to their customers.
YOU ARE NO DIFFERENT!! You heard me.
I know, I know you thought you could get away with it. Didn't you. Well shame on you.
You remember last month or a few weeks ago when it was your favorite client's birthday, and she came in and told you about her birthday party or dinner, and you never sent her a card.
Yeah, NOW you remember. Remember when she used to spend a few hundred dollars with you every month? You liked her money, didn't you?
Well then, why the heck isn't she in your business anymore? You ever wonder?
Oh, yeah, I'm sure you can justify it with a good, "Well, we're in a recession and everyone's got to make cut backs."
BULLSHIT!!
There is a really good reason why she's not in your business anymore. You ignored her, and as a result, she's probably in someone elses gym right now, working with another trainer.
What you fail to realize is that your clients like you, they wouldn't be in your business if they didn't. But what happens is they get bored, they get tired and if you don't have a great answer to what's next for them, they will go to a business that does.
Your clients are constantly being marketed to by every type of business out there. From the moment they wake up to the moment when they go to bed, they are bombarded by businesses trying to get their money from them. And if you're not one of the businesses that stays in contact with them, they forget about you or they feel neglected.
You must give you clients every reason you can for them to justify in their head, why they should spend money with you versus every other option available to them. They've got so many options for weight-loss and fitness that they are constantly bombarded with offers to join large gyms, small gyms, weight-loss centers, online trainers, DVD's and training at home.
Why SHOULD THEY KEEP COMING BACK TO YOU?
Oh, yeah, that's right, because you're a nice person. And you really, really like training them and getting paid by them.
Wake Up!
That doesn't mean diddly squat to them!
If you're not doing one already, the most crucial tool for staying in contact with your clients is mailing out a monthly client newsletter. It is the BARE MINIMUM that every personal trainer should be doing for their clients every month, and it only costs .44 cents to mail. Look at the math? .44 cents to keep a client that spends a few hundred dollars a month with you? It is the biggest relationship enhancer that you can implement and start seeing results almost immediately. (If you've not signed up for CCA's CONNECTION NEWSLETTER, Click On This Link To Sign Up)
It must be mailed though, E-MAIL DOES NOT HAVE THE SAME IMPACT.
In addition to a client newsletter; here are a few other ways to connect with your clients:
Welcome Letter MailedWelcome Gift After Initial Sign-Up
Reassessment Letters Mailed
Birthday Cards Mailed
Give Them A Gift Card On Birthdays
Holiday Cards Mailed
Weekly Inspirational E-mails
Weekly Blog Posts
Pick A Client Of The Month (with a gift card given)
We Appreciate You Letter Mailed Monthly or Quarterly Promotions
All of these are covered in depth on our membership website, http://www.coreclientattractionsite.com/.
If you've not joined or signed up yet, it's FREE for 30 Days,
Here's what the membership site has for you...
Client Welcome Letters / Reassessment Letters / We Appreciate You Letters
Seasonal Promotions and Mailing Campaigns
Re-Activation Letters For Inactive Clients
Referral Letters & Forms With Monthly & Seasonal Referral Campaigns
Sales Secrets & Strategies For Improving Conversions
Videos On:
How To Set Up A Marketing Calender
How To Ask For A Referrals
How To Market Your Business On The Internet
Fastest Strategies For Dominating Search Engines
Increasing Customer Service
Creating A Selling Environment In Your Gym
How To Set Up A Blog
How To Create A Six Figure Fitness Business
23 Marketing Strategies To Flood Your Business With NEW CLIENTS
Stay tuned for tomorrow's strategy: Why ALL CLIENTS ARE NOT CREATED EQUAL!!
Dr. James Roman
Your Personal Trainer Business Coach
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