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ArticlesFor Business Owners
[ January 20, 2021 by CJ Easter 0 Comments ]

The 12% Marketing Investment Formula

Last month, in this article, we talked about the different channels you should have in your marketing investment portfolio. This month, we’ll discuss how much you should be investing in that portfolio.

The majority of independent gyms are underinvesting in marketing.

And because of this, they are getting left behind as boutique franchises buy up market share with their corporate branding campaigns AND large local marketing budgets.

According to CMO Survey by Duke University, Deloitte Consulting, & the American Marketing Association, the average service business spends 12% of revenue on marketing.

Based on my experience in my own gyms and working with hundreds of other gyms at Lead Engine Marketing, investing 6-8% in marketing will replace your monthly churn and keep your head above water, while 10-12% is necessary for growth.

However, not every gym has the financial bandwidth to invest 12% of revenue in marketing, but every gym owner has control over how they invest their organization’s time.

Based on this concept, we will reframe how we think about the term ‘investment’ and look at it as both money investment and time investment.

Total Marketing Investment = Money Investment + Time Investment

So how do you invest 12% into marketing when you don’t have the resources to afford that?

Here’s an example…

1 – Let’s say you want to grow pretty aggressively, so you decide to invest 12% in marketing.

Total Marketing Investment = 12%

2 – Your business can afford to invest 5% of revenue in marketing.

Money Investment = 5%

3 – This leaves a 7% balance that you must account for in time.

(Total Marketing Investment = 12%) – (Money Investment = 5%) = (Time Investment = 7%)

4 – Let’s say your staff consists of you + 1 full-time employee + 1 half-time employee, your total available working hours per week is 100 hours.

Total Available Working Hours = (You = 40 hours) + (FT Employee = 40 hours) + (HT Employee = 20 hours) = 100 hours per week

5 – So according to our formula, 7% of time should be invested in marketing, so 7 hours per week should be scheduled for marketing activities.

Marketing Time Investment = 7% x 100 hours per week = 7 hours per week

These hours can be assigned based on your organizational chart, but they should be built into your organization’s weekly calendar on a recurring basis.

(And remember, marketing activities are activities to develop new leads, not selling existing prospects)

 Growth requires investment. Investing money might buy you some speed, but even if you can’t afford to ‘go fast’, you can still ‘go forward’ by investing your time accordingly. And now you have the 12% Marketing Investment Formula to help you make the proper allocations.

 

If you feel like you’re underinvesting in marketing (while your competition is buying up your market share) and you’re ready to work with a team of Facebook ad experts to manage your digital marketing investment portfolio…
Apply to Lead Engine Marketing Now

 

 

 

Sales
[ January 12, 2021 by Fitness Revolution 0 Comments ]

10 Sales Questions You Should Be Asking

When someone comes into your gym, there’s a good chance asking the right sales questions will enable you to close the sale. But, the minute you start talking to them, they may instantly shut down and run for the door.

Why does this happen?

The average consumer is very smart. They can smell a sales pitch a mile away. But, if you’re able to ask the right sales questions, there’s a good chance you can sway them without much hesitation.

Because face it, consumers may know what they want, but they have too many options.  So it may be hard to differentiate yourself from your competitors.

This is why, asking the right sales questions in your initial meeting, could help uncover the core needs your potential lead has. For example, if you uncover those core needs, you can show them how your gym can help them accomplish their core needs.

Those 10 questions include:

1. What brought you in today?
2. What are your short and long-term goals?
3. What would it mean to you to reach your desired goals?
4. What have you tried in the past? And why weren’t you successful?
5. What do you like about your current gym or workout situation?
6. What weaknesses do they have that have prevented you from being successful?
7. What type of relationship do you want to have with trainers and staff here?
8. Do you struggle with motivation?
9. If timeline or budget weren’t issues, what would your ideal solution look like?
10. How soon can we start working with you to reach your goals?

Although there are plenty of other questions you can ask, these 10 can get the conversation started.  This way, you can build a stronger relationship and rapport with your potential prospect.

The more you know about them, their situation, and what drives, and motivates them, the more you can tailor your sales conversation to their unique struggles or pain points.

Take Home Message

When a new lead comes through your door, there are 10 simple questions you should ask to build rapport and put them in a buying state of mind.

For example, the wrong questions might drive them away.  But the right questions could show them you care about their results, and may be a good fit for them.

Start each sales conversation with these 10 questions so you can turn more leads into paying clients.

Now, if you are having trouble getting your staff trained properly so they sell as well as you do, I highly recommend that you download our special report that explains exactly how you can:

CLICK HERE To Get Your Staff To Sell More Like You >>

Marketing
[ November 6, 2020 by Fitness Revolution 2 Comments ]

Marketing To One A Key To Your Success?

You know your marketing message is one of the best ways to get your message in front of others—especially the people you want to attract into your gym.

But when you’re marketing, it’s better to focus your message on one person—as opposed to a large group of people.

This allows for a stronger, clearer, and more concise message that will resonate with your target market. Even if you want to attract thousands of people to your gym, you’re not going to be successful if you’re trying to market to all of them—and not just a small segment.

Each person has specific needs and goals they want to accomplish. And if your marketing focuses on everything they may want, the message may appear cold and out-of-touch. But, if you’re able to focus your efforts on speaking directly to one person…then your message may impact countless people.

And that’s because they feel that you “get them,” which makes it much easier to sell them on a program or service.

Here’s a quick tip for making your message resonate:

When designing your marketing, pretend you’re talking to your mother…your spouse…or a close friend who has professed a particular need, or result, they want to accomplish. This way, when you’re crafting your marketing message, you’re doing it in a way that will make you feel more connected and engaged to your audience.

If you’re able to satisfy the need of one person…and they are able to share what your gym was able to do for them…

Then they more likely to talk about their experience, which can translate into more business for you–as people read and hear about others experiences that may closely match their needs or pain points.

So…in order to make your marketing more effective, you need to:

  • Market to one person—so you can be more connected to your target market.
  • Understand how your service can impact their lives—and how it solves their problem.
  • This will also give you the information you need so you know how your product can fit into their day.

Take Home Message

Your marketing message is what drives leads into your gym. But having the wrong message, or worse, a message that doesn’t resonate with your target market, could ultimately prevent leads coming into your gym.

If you’re able to speak to your market by focusing on one person—you can finely tune your message, helping you attract the clients you want.

Fixing your marketing strategies can go a long way to boosting leads and sales. And it also happens to be one of the most common mistakes gym owners face.

Just ask Jonathon Price, who struggled keeping his training business open—while dealing with QUADRUPLE the overhead.

He was sitting at $6,000 in revenue…and was the only trainer. He was burnt out…and didn’t know where to go next.

But once he jumped on a call with one of our Success Coaches…he walked away with a plan that eventually led to the breakthrough his business needed.

He had a record month in October—clearing $25,000, while employing 4 trainers. He’s confident he wouldn’t be where he is today without having Fitness Revolution in his corner.

If you want to be like Jonathan—and all our other successful business owners…

Then schedule your FREE call with one of our success coaches today, and we’ll help you fix the biggest problem your business is having. And we’ll do it in less than 55 minutes:

Here’s where to get started.

Sales
[ October 28, 2020 by Fitness Revolution 0 Comments ]

Sales Questions Answered: How Many Times Should I Call a Prospect?

Most gym owners want to be helpful, not annoying, right? You got into fitness to improve people’s lives – not to be an obnoxious salesperson.

But running a successful business requires you to make sales. And, lucky for all of us, there’s more to it than smiling Mr. Selfless on one end of the spectrum – and the used-car salesman in the plaid jacket on the other end.

Too often when it comes to sales, you can feel like your own worst enemy.

The secret is overcoming your self-limiting beliefs – the nonsense we tell ourselves that holds us back from reaching our potential.

Here’s an example. Many fitness professionals think that if they don’t hear back from a prospect after an initial sales call, then the answer must be no.

  • “If the prospect wants to join, they’ll call us back, right? They know we’re here.”
  • “What else is there to say?”
  • “I don’t want to be That Guy and bug him or her.”

Our Success Coaches hear that one a lot. But actually, it’s not true. You’ve got to make multiple follow-ups – often as many as eight!

That’s right – and if you think about it as an ongoing part of the “getting to know you” process, it’ll feel less uncomfortable. It’s not about hounding someone – it’s just simple psychology that’s been proven time and again. Often, we humans need to hear the same message seven or eight times before it sinks into our skulls.

Remember that people are busy and have a lot on their plates every day. Maybe Mrs. Miller meant to call you back, but her kid got sick… or her sink backed up… or she’s a little nervous to ask a simple follow-up question…

It’s probably – almost definitely, totally, 100 percent for sure – NOT ABOUT YOU. And if it is, then Mrs. Miller can either ignore your or say, “No, thank you.” That’s HER decision.

Let yourself off the hook by being genuine about yourself and your intentions; learning how you can help the prospect; and sharing your concern for their health and wellbeing. No used-car salesman ever did that, right?

The simple truth is, you’ve got to gain the confidence to make the sales calls and get the business. It’s one of the top six challenges gym owners face.

Click HERE to discover what the other challenges are.

And, we promise, you won’t become “That Guy.”

Sales
[ October 22, 2020 by Fitness Revolution 0 Comments ]

Get Your Team to Sell Like You

Most gym owners come from a training background, not selling. And the same is true generally for the people they hire.

So, after you’ve learned to become a salesman yourself, you’ll want your team members to sell like you do. 

You’ll need a process to train them, give them the necessary tools and confidence, and track progress. Here are five touchstones to guide you.

1. Foster the Right Mindset

Start by clarifying what you’re selling. It’s the support, accountability, and development of an action plan – the benefits of your programs, not just the programs themselves. Show them that prospects can choose to buy from you, buy from a competitor, or stay in their current situation. And finally, create a safe environment to fail, reflect on mistakes, and hone their sales skills.

2. Have an Airtight Sales Strategy

Establish a sales strategy that everyone follows. This leads to consistency and to judging what’s working and what’s not. We recommend Fitness Revolution’s 5-Step Sales Process. It uses principles of behavior change science to build motivation, and to help prospects understand why they need to make a change — so you  can then show why you’re the best solution.

3. Create Sales Conversations with Roleplay and Observation

Like any skills set, sales competency takes practice and repetition. While roleplay can be uncomfortable and not entirely realistic, it’s the best way to get some experience under your team’s belt before putting them in live sales situations.

4. Provide Live Experience

Give your staff the opportunity to sell on their own. The goal here is for them to develop comfort and confidence in executing the sales process, which leads to better sales development and performance. So, start with lay-ups – not those prospects you know will be tricky.

5. Debrief

Debriefing sales conversations is vital for you to keep a pulse on how your sales staff is performing and developing their selling abilities. It also provides you the opportunity to give feedback and sharpen their skills – and to see what you might need to tweak overall.

Finally, remember to check your own mindset.  If you struggle with trusting employees to have effective sales conversations, then you may need to take your time getting to Step 4. Remember that developing your sales game is never “done.” You’ll want to keep investing in your team members and in yourself.

Besides having issues with sales, and the virus, gym owners have been struggling with 5 additional business killers.

Click HERE to discover what they are!

Sales
[ October 7, 2020 by Fitness Revolution 0 Comments ]

Our 5-Step Sales Process to Grow Your Gym

Do you struggle with sales?

Many gym owners do – and it’s easy to see why. They come from a training background, with experience and passion to help people reach fitness goals. Now, as business owners, they find they have to also learn how to sell, and it can be a challenge.

We’ve been there. And we’ve counseled hundreds of gym owners through this awkward phase to become expert, confident salespeople. 

How? With our simple 5-step process. Here’s an outline of how it works.

Step 1: Welcome and Building Rapport.

When you meet your potential client, focus on doing just two things:

  • Set the tone by building a genuine connection.
  • Set expectations about the meeting and your relationship.

Show that you care about the person and what has brought him or her to you. Ask open-ended questions. Listen. Share a bit about yourself, without shifting focus.

It’s a real conversation, not a sales monologue. You want to draw from your prospects what they want to change – and the emotional component is key. Show that you’re here to help whether they sign or not.

Step 2:  Explore Aspirations.

Encourage your prospect to look to the future and dream a bit. Go beyond something typical and short-term (“I want to lose 15 pounds”) and let him or her describe what life could look like in a year. 

If this takes a little pressing, you’ll find it’s worth it. Share a bit about yourself, if that’s necessary.

This will open them up emotionally and reveal important aspects of their values.

Step 3: Uncover Afflictions.

This flows beautifully from Step 2, so do it at the same time. Explore the tension between what they want and what they do. This identifies the pain points or afflictions that stand in their way.

We all have beliefs about ourselves, but sometimes there’s a gap between our self-image and our behavior. That can motivate us to change our actions to match our self-belief. 

When prospects see this gap, you’ve already helped them immeasurably.

Step 4: Collaborative Evaluation

Together, the two of you will evaluate the pros and cons of the prospect taking action – and of not taking action.

What’s good and bad about getting in shape?

What’s good and bad about continuing everything as it is?

It’s the biggest choice at stake — to change or not. And it has the biggest impact on closing the sale.

Step 5: Recommendations and Commitment

Repackage what your prospect has told you and maybe add a recommendation about, say, small group training twice a week.

Then, share a story about a client who had a similar challenge – and how that person succeeded. 

And finally, pose the commitment question, emphasizing the prospect’s freedom to choose: “Based on what we’ve talked about, what do you see as the next step?” This reinforces the themes we’ve followed all along:

  • You’re genuinely concerned about helping them.
  • They truly can make the necessary changes.
  • It’s their decision to make – no pressure.

That’s a quick summary of our 5-step process. We’d love to talk about it in more depth and share how we can help you achieve your business goals. Schedule a free consultation with one of our Success Coaches today.

ArticlesFor Business Owners
[ March 25, 2020 by Jay Croft 0 Comments ]

Why You Must Keep Marketing During the Crisis

In times of crisis, people seek leadership – whether in medicine, government or business. And now more than ever, your gym’s clients and prospects are counting on you to help them stay fit, which includes reminding and updating them about your services and expertise.

We’re not talking about dispensing medical advice or running for office.

We’re talking about marketing in a way that is helpful to your community and smart for your business.

Download free resources to help during the COVID-19 outbreak. We’ll keep updating with more information.

That means adjusting your services and offerings, yes. It also means communicating. It means marketing.

And that’s not only morally OK, it’s absolutely the right thing to do.

First, let’s address a misconception we’re hearing from some fitness professionals. We’ve been asked recently if it’s somehow unethical to promote your business and seek payment during the coronavirus crisis – as if the idea implies taking advantage.

It does not. You must continue marketing, which is a necessary business function – a “must have” rather than a “nice to have.” Don’t retreat into a limiting belief about your value out of a vaguely uncomfortable feeling. There is no ethical conflict in responsibly reminding people you can help them and providing a service in exchange for a reasonable fee.

Let’s clarify what’s OK by sharing an appalling example of what’s not: Price gouging of hand sanitizer or medical equipment during a public-health crisis. Would you even consider hoarding Purell and selling it at astronomically inflated prices to desperate neighbors? Of course not. Now, THAT is unethical.

Contrast that to staying in front of your clients and prospects, providing modified workouts or training online, sharing useful information and positive coaching, and – yes – doing so for money. Remember that your customers are counting on you to help solve a problem, and your employees are counting on you to stay in business.

Here are some actions you can be taking:

  • Keep your messages clear and helpful.
  • Pro-actively help your people transition with information and attentive customer service.
  • Reduce what you’re spending on ads to maintenance level.
  • Focus more on content marketing, which is much cheaper. That means posting on Facebook, sending more emails, and updating your website.
  • Explore high-demand joint ventures, like meal delivery.
  • Review our free, downloadable FAQs for help on pricing, delivering services, marketing and more.

Keep your eye on the future, too. What new opportunities will come out of this? What potential obstacles could you face? Where will your competitors be in a few months? The ones who disappear now will have the hardest time re-emerging.

Change is inevitable. But focus on elements of success that remain solid, like keeping your eyes open; caring for customers and team members; and sharing what you have to offer.

ArticlesFor Business Owners
[ March 18, 2020 by Jay Croft 0 Comments ]

Are You Ready for Virtual Training?

We’re all having to be flexible, creative and service-focused during the coronavirus crisis. The good news is, you’re not alone in figuring out how to proceed to protect your team, your clients and your business.

If you can’t deliver your services in person, then you need to be able to do so virtually. You can offer recorded training online, or set up live streaming sessions for individuals or groups.

But first, remember this: Don’t overthink it. Your clients know you’re in an unprecedented situation, and they won’t expect everything to be perfectly buttoned-up right away. You can always adjust, and you should. But right now, what they need from you is communications, support and – the reason they came to you in the first place – training!

We’ve gathered free resources to help during the COVID-19 outbreak. We’ll continually update it with more information.

When trying to decide what to include, keep in mind:

  • Your core offer 
  • The price point 
  • Base access and touchpoints off their current service level. For example: you may need to meet with a Personal Training Client weekly via Zoom vs. monthly for a Group Training Client.
  • Consider how you distribute the workload and among your staff.

We have identified three situations you might be in regarding all this, and we’ve developed guidance on steps for each of them. 

No. 1, The Basics: My gym just closed and I have nothing virtual set up yet.

Do This Now: First, email or call clients and let them know what to expect from you – even if you don’t have every detail figured out. Second, create a private, free community on Facebook or Instagram and share a similar message, encourage client interaction, and share daily workouts, motivations, and recipes.

No. 2, Improving Your Virtual Delivery (Group Training): I’ve done the above, and want to add value to my virtual Group Training.

Do This Now: Lead live workouts daily via Zoom or Facebook, share instructions so members can join, and let them know what space and equipment they’ll need. Also: personally check in with clients, while also sending a weekly email with a Google form that lets them share progress. 

No. 3, Improving Your Virtual Delivery (Semi-Private and Personal Training): I have the basics covered. How do I improve my non-group training?

Do This Now: Consider designing monthly programs delivered individually through emails, training platforms, or Google sheets). Find out what equipment they have, include links to demo videos, and check in weekly so they can share their progress and questions. You might develop nutrition coaching, as well.

The global pandemic is disrupting everything for everyone – but remember, we will get through it. And it’s up to everyone to support each other and keep their businesses and services available as much as possible. 

Consult this list of free resources we’ve put together for you – on protecting your business, communications, and more. Stay strong!

ArticlesFor Business Owners
[ March 13, 2020 by Fitness Revolution 0 Comments ]

Protect Your Gym During the Coronavirus Outbreak

As the coronavirus causes disruptions large and small around the world, no business is exempt from its effects – including yours. 

Gyms might experience a drop in attendance. Clients might have questions about sanitation and safety. You and your team could feel confused and disoriented in this unfamiliar territory.

It’s all totally understandable.

But you’re not alone. 

While the world struggles to figure out how to proceed, we have put together some recommendations and resources that can help you through this challenging time.

DOWNLOAD OUR FREE LIST OF RECOMMENDATIONS AND RESOURCES ABOUT THE CORONAVIRUS OUTBREAK

Business Recommendations

  • See if you can adjust programming to reduce the use of equipment that can harbor the virus. And try to accommodate safer exercise environments by reducing class sizes, increasing space for members, and taking classes outdoors.
  • Create a new offer or consider restructuring a current offer. For example, can you share an online training library or provide home training? Lead group sessions via Zoom?
  • If you allow freezes or cancellations for medical conditions, you’ll need to clarify what that means.
  • If you have a 24-hour cancellation policy for classes and sessions consider being flexible or even waiving it temporarily.
  • Don’t stop marketing. It’s not a discretionary expense, but a long-term investment essential to the health of your business.
  • Be clear in your messaging. Overcommunicate. Often. Many times. Over and over.

Managing Optics

You need to consider how your business will be viewed by your members, team, and community. Be genuine and authentic in your approach. This is a chance to display leadership during difficult situations and to live your core values.

Make sure:

  • Members know their health and safety is your No. 1 priority. List steps you’ve always taken, along with any additional steps, to foster a clean and safe environment. Reinforce that a healthy lifestyle is a major guard against infection. They need to rest, sleep, hydrate – and exercise even if they’re not coming into the gym.
  • Your team knows how to handle member questions. Keep them informed but not panicked. Urge them to stay home if they’re not feeling well.
  • You have an external message that shows your awareness of the situation; any developments in your business, such as confirmed cases; and what you’re doing to prioritize health and safety in your community. Keep all your communication lines open, and be a good neighbor.

Resources

Finally, staying informed is your best weapon. These are credible sources for ongoing information.

Remember to download our detailed recommendations and resources in PDF form.

It looks like coronavirus will be around for a while, but it will end someday. In the meantime, be careful, be kind, and be patient. We’ll get through it.

Hand Picking Ideal Job Candidate
ArticlesFor Business Owners
[ March 11, 2020 by Jay Croft 0 Comments ]

Put Your Ideal Client Profiles to Work

When you were creating your business, who did you envision as the ideal client?

Were you building a gym primarily for, say, young men who want to be competitive bodybuilders?

For women in their 20s and 30s who want to stay in shape before, during, and after their pregnancies?

Or were you aiming to attract, say, people over 60 who are interested primarily in functional fitness?

It’s not enough to just think about your ideal client and move on. You also need to create a fully developed Ideal Client Profile – and then use it constantly to attract new leads, convert them to clients, and shape your entire marketing programs. These are ongoing efforts throughout the life of your gym – whether you are just opening your doors or you’re ready to expand with new locations.

Where is your gym on the success path? Take our short, easy and free survey to find out where you are, so we can help you get to the next stage.

At Fitness Revolution, we’ll help you build Ideal Client Profiles for each of your core offerings. That’s one part of this, and crucial. But just as important is the next step, which too many gym owners ignore: We’ll show you how to use the profiles to serve your overall growth strategy. Here are some of the key points about Ideal Client Profiles.

  • They determine your marketing activities by defining your main audience.
  • You use them when creating your marketing calendar. If your ideal client has kids in school, for example, then you probably don’t want to run a promotion during spring break.
  • They help you decide what to include in your newsletters, ads and social media posts. Who’s reading this? What do they want to know about?
  • They help you decide where to focus your marketing time and money. Where does your target audience look for information?
  • You should refer to your profiles when changing your website.
  • And you’ll review them when deciding to attend networking or community events.

If you don’t know who you’re trying to reach – or if you don’t regularly remind yourself about your defined, intended audience — then you’re just talking into the wind.

Ideal Client Profiles help you identify your target audience, get their attention, and communicate why your solution is best for them.

Throughout the life of your business, you might have more than one core offering. And you might want to pursue multiple types of “ideal clients” for different services. These same systems will help you stay focused on each of them.

And just like you must know your audience to focus on them, you also must know your current stage of success so you can get to the next one. We’re here to guide you on that success journey by first evaluating where you are right now. Answer 10 short questions here and we’ll be off and running.

ArticlesFor Business Owners
[ March 4, 2020 by Jay Croft 0 Comments ]

Decoding Sales Objections: When They Say This…They Mean That

Overcoming sales objections is key to growing your business. But before you can overcome them, you need to understand them. 

Most skepticism falls into one of two categories. Either there’s a lack of understanding between you and the prospects, or they don’t see how your service will solve their problem.

If we understand what’s underlying their objections, we can respond with points that will make the sale – or, at least, gain insight into adjusting our sales process, if necessary. And that is huge: We get better sales conversations in real time, and we learn how to deal with similar objections in the future.

Fitness Revolution teaches a highly effective sales process. That’s the first element of overcoming objections. We also provide response strategies to bust through these roadblocks.

Here are a few examples of decoding the objections.

  • Price. “It’s too expensive” or “I can’t afford it” are the most common pushbacks. What they really mean: They’re not sure your service is worth the price or that they’ll get a return on their investment.
  • Thinking. “I need to think about it.” What they really mean: This could be true, a genuine part of their buying process. But it could also be a smokescreen to get out of the conversation because they don’t see the value.
  • Decision-maker. “I have to talk to my significant other.” What they really mean: Again, this could be true on its face. Or… it could be another way to dodge the real reason they’re reluctant to join your gym.
  • Time. “I just don’t have time to commit to a program.” Ah, we hear this all the time, right? What they really mean: They don’t truly understand your service – or they like the way they’re living now more than they value what you can do for them.

Here we have identified the four most common types of objections and translated them into bottom-line truths that can help you in the next steps of the conversation. Strategic responses will a) address the true nature of the doubts and b) keep the conversation moving toward a sale.

Your sales process has stages, obviously. And, so does your gym’s business development, whether you’re a newbie or a road-tested vet.

We help you get from one stage to the next (and the next…). First, we need to learn where you are right now on that fitness journey. So, take our quick and painless 10-question survey to give us some basic information about your current situation. We’ll evaluate where you are today – and what you need to do tomorrow and beyond.

Objections to that?

Overruled.

Two muscular men are making fist bump gesture during workout in the gym
ArticlesFor Business Owners
[ February 28, 2020 by Jay Croft 0 Comments ]

5 Things to Consider When Hiring

Growing your business can come with common growing pains. But if you know where you’re headed, challenges can be a good thing, providing lessons on how to improve and clarity about direction. 

Let’s think about hiring, for instance — staffing up with the right people in the right roles at the right time.

What does your gym need at this stage? Give us 2 minutes and we’ll show you how to keep moving toward success. 

Whether your gym is just starting or is far along on its success journey, you need a recruitment process to identify the best trainers, assistants, marketers and more – new team members who will help get you to the next stage of development.

You’ll find yourself wondering when’s the right time to expand with a new position? Which role deserves the most attention at this point? How do I not get burned (again)?

It’s all part of building a real business and not trying to do everything yourself.

You need a good recruitment process, and Fitness Revolution helps gym owners build a system that will contribute to your growth at every stage. Here are a handful of concepts to consider.

1 – Stages. The recruitment process should have stages of its own, from creating a job description to sharing it, then screening candidates, interviewing top prospects, and onboarding a team member. You can’t just wing it every time; employees are simply too important to your growth.

2 – Salary. Whichever role you’re filling, you need to know the pay range you can afford right now. You don’t want to pursue, say, a senior trainer when you can pay only for a newcomer. Conversely, you don’t want to miss out on top talent by lowballing them.

3 – Clarity. Create a job description that states the responsibilities of the job. Clarity is good for candidates, you, and your other team members. Also include how a new hire’s performance will be evaluated, and how the role fits into the gym’s overall mission and culture.

4 – Mining. Just like you have channels in place to generate customer leads, you’ll need to identify the places to look for talent. The good news is, you probably already have many of them: your friends, associates, social media, community involvement, and professional organizations. But how do you engage them to help with hiring?

5 – Questions. You need to know more about a candidate than basic qualifications. For instance, how do you determine if he or she brings the right intangible qualities? Be prepared with a script or at least a conversation guide for phone screening and face-to-face interviews. Consider, too, background checks and references at the proper point.

Fitness Revolution has helped countless gyms grow from conception through each stage of development, all the way to successful achievement of goals.

We do it by first learning where your gym is today on its own road to success. And we do that by asking you 10 short, simple questions that yield key insights about what’s coming – including the next potential pain and how to turn it into just growth. Start right here.

ArticlesFor Business Owners
[ February 19, 2020 by Jay Croft 0 Comments ]

How to Identify Your Company’s Core Values

Companies that develop a strong culture succeed more than those that muddle around without a clear presence or identity.  

And a key component of a company’s culture is its values: What are the its beliefs? How does it guide its people’s behavior and standards?

Values shape every decision a business makes. For example, internally, values define standards for hiring, firing, and rewarding employees – and externally, they guide your relationships with clients, vendors, and your community.

So, every business needs to develop, identify, and promote its values. This grows more urgent as you develop your company through the stages of its success journey. Surely by the time you’re scaling your business, creating a public identity, and staffing up, you need to know what you’re all about. And you need to make it clear to everyone every day.

What’s your gym’s current stage of business development? It just takes 2 minutes to answer 10 questions to find out.

How, then, do you figure out your company’s values? It’s a slow, thoughtful process – not something to bang out in a single meeting. And here are a few ideas to keep in mind. 

  1. Brainstorm with your leadership team and your employees about the qualities your company should exemplify. (Remember, there’s no right or wrong answer or good/bad suggestion when brainstorming.)
  2. Group the ideas to clarify their meaning and avoid redundancies.
  3. Start eliminating them, aiming for 3 to 7 ideas that you want to build into action-oriented values.
  4. During the process, use some extreme ideas to find out what your gym is all about. For instance, do you want your culture to be direct and no-nonsense, even if it seems rude? Or do you want it to be nice and conflict-averse, even if it means no one’s ever really clear about touchy subjects? Are you so “innovative” that you rush to seize every new technological tool – or so afraid of new things that you miss out on useful advances?
  5. Be sure everyone feels included – from top down AND from down up. You won’t get employee buy-in if it’s all an executive order, while the team will need your leadership in words and actions.
  6. When you have your list of proposed values, put it in a drawer and forget about it for a month. You might want to make some adjustments after some time has passed.
  7. Finally, make your values known to everyone all the time. Display them in your company handbook, on your website, and at the sign-in desk. Promoting your values distinguishes your company like a stake in the ground: This Is Us (and This Is NOT Us).

Fitness Revolution’s client-partners receive thorough coaching on how to develop and share your core values. We’ll also help you keep an open mind for an occasional tweak that honors where you’ve been while clarifying where you’re headed.

Values make up your culture, and the right components of both will get you to the next stage of business development – and beyond. Let us evaluate where you are today on your success path – and how to get you all the way to the goal. It takes just 2 minutes to answer 10 questions and get started on the ride of your life.

People drinking protein shakes at the fitness bar in a gym
ArticlesFor Business Owners
[ February 12, 2020 by Jay Croft 0 Comments ]

7 Tips to Keep Your Clients Engaged

To keep clients coming back year after year, you need to do more than help them reach their fitness goals.

You need to engage them on a continuing basis — while they’re in your gym and even while they’re away.

“Engagement” is more than just a buzzword. It’s the connection between your client and your business through various channels – in person, through social media, through email marketing and advertising, in your community, etc. It’s how you create strong emotional bonds so they feel like a part of your business.

But it’s about much more than feelings. Evidence is clear that clients who are highly engaged spend more money with you. They stay longer. And they bring you more referrals.

Whether your business is just starting out or is already established, you need consistent, dedication to keep your customers engaged.

You have big dreams about where you’re headed. But do you know where your business is right now? Find out in just 2 minutes with our simple, free survey.

Here are 7 tips to use every day.

  1. Apply the Human Touch. Yes, social media and automation are important. But so is making in-person connections with your clients and getting to know them face to face.
  2. Create the Right Client Experience. From onboarding through the initial 30 days and beyond… remember that a successful marriage doesn’t end at “I do.”
  3. Improve Customer Service. Take complaints seriously. Treat an unhappy client like an opportunity – to turn around a bad situation or just to learn from it. Make sure even your front-desk person knows how to respond to a little friction.
  4. Love Your Fans. Find your most enthusiastic supporters and encourage them to keep spreading the word about how happy they are with your gym. Don’t take them for granted.
  5. Keep It Real on Social Media. Make sure you’re accurately presenting your gym and your brand. Do it to express your values and share information, not to impress or promote a false image.
  6. Promote Client Successes. Telling stories about a customer’s victory is a classic win-win. The clients meet their goals, and you have a powerful piece to promote your services.
  7. Share Valuable Content. Most of the time, that means it’s not a direct offer or a pitch for your gym. Engaging content is interesting, educational, emotional, or even just amusing.

Engagement is a basic part of retention, which is crucial to building your business from one stage to the next. What stage are you at now? What else is important to reaching your ultimate goal?

We’re here to help you navigate your success journey. Start here with 10 easy questions that will take less than 2 minutes to answer. We know you’ll find the results engaging, to say the least.

ArticlesFor Business Owners
[ February 5, 2020 by Jay Croft 0 Comments ]

Retention Invention: No Client Left Behind

It’s so easy for gym owners to focus on getting sales that they sometimes forget to spend enough time on keeping the clients they already have.

But to ignore retention is to invite failure. You need a system to ensure that you’re not leaving any client behind from month to month. Engage them continually so they stay longer, make more referrals, and spend more money.

Retention is one of the biggest indicators of how your business is doing, at any stage of its development. It’s important for a new business to bake retention strategies into its operations – and retention remains just as crucial for an established gym trying to grow or expand. 

Where’s your business in its journey to success? Click here to take our short survey to get your free evaluation. 

Plus, we all work hard to acquire clients. It’s easier and cheaper to keep them than to replace them. And with a steady month-to-month client base, you have more stability in your revenue, you can plan with confidence, and you can build a better culture for employees and customers alike.

We created our No Client Left Behind system to give you the tools to engage them from the start and throughout their time with you. The system is easy to follow and based on just a few concepts.

Here’s the key idea: A client’s most critical phase with your gym is in the first 30 days. It’s easy to see why. He or she is coming into a new environment, learning new concepts, and applying them in ways that might be awkward. Change is hard for anyone.

So, you have to make it easy on them, particularly in the first month. That involves:

  • An onboarding to welcome clients and establish expectations. You can’t let them feel like they’re wandering around in the dark.
  • Weekly reports based on attendance that you use to follow up with people who don’t show. It demonstrates that you care and reveals potential problems early.
  • Surveys also show you’re interested in the newcomer’s reactions and opinions, and they give great ideas for improving your customer experience. 

If you provide a good, clear first 30 days, you’re on the road to long-term engagement. That’s when they love working out with you because they feel great about themselves. That’s when they bring in friends and family. That’s when your gym becomes a part of their lives.

But to start, of course, you evaluate a new client so you can provide the best, most personalized experience. And with the same goal for new gyms we work with, Fitness Revolution gives our newcomers a 10-question survey that takes just 1-2 minutes to complete so we can guide their gym to success. Take it here to get started.

Next week we’ll share seven tactics to keep your clients highly engaged so they’re less likely to leave and more likely to keep bringing you more revenue.

ArticlesFor Business Owners
[ January 29, 2020 by Jay Croft 0 Comments ]

Your Checklist to Guide Leads Through the Sales Process

Everybody wants to make a sale as quickly as possible, right? Wouldn’t it be great if we went from getting a lead to closing the deal – just like that?

Well, that’s a nice fantasy. But reality calls for a system to nurture leads through your sales funnel. You’ve got to actively guide them through it, from the first time someone expresses interest in your service to when you sell your core offer.

“Systematic nurturing” is critical but not so complicated. You need to build it with five key components.

  1. Data collection. Keep track of all leads’ names, contact information, date you got the information, and their stage in the funnel.
  2. Communication intervals. Establish a consistent rhythm for reaching out to leads and moving them to the next stage. For example, you could try, “Day 1 — Call; Day 2 — Text; Day 3 – Email.”
  3. Boundaries. What do you do if the lead responds to your outreach? What do you do if he or she doesn’t? You need to set up standards for each possibility along the way. And decide how many times you’ll try to connect before deciding it’s a dead end.
  4. Tracking. Make a note of all your efforts and results – say, each time you called or sent an email, and how the lead responded.
  5. Followed By All (FBA). Everyone on your team must take the same steps. Systematic nurturing depends on consistent execution. You want all your follow-up to look and feel the same.

To nurture your business toward your goals, you need to know where you are today. Answer 10 questions and we’ll tell you now. For free.

Now, here are three components that systematic nurturing does NOT need. These are common beliefs we have about ourselves that can hinder us in the sales process. Apply a little psychology and self-love so you’re not blocking your own progress with these limiting beliefs.

  1. A non-response means “no.” Actually, a non-response is just that and nothing more – and definitely not a rejection. Research shows it takes an average of eight follow-ups to get a meeting with a new prospect. People are too busy with their own lives to pay that much attention. They’re counting on us to make it clear we have the right solution to their problem.
  2. Follow-up makes me feel icky and annoying. Nobody likes to be obnoxious. But the key is where you apply your focus. Are you mostly concerned with what you can get out of this guy? Or are you sincerely trying to help him solve a problem? When you make that shift in thinking, you’ll see yourself as offering value, not being a bother.
  3. “I shouldn’t have to follow up. If they want me, they will call me.” It’s a variation on “If you build it, they will come” — but remember, “Field of Dreams” was a fantasy, too. In business, we have to work to engage our customers, even after we think we’ve already done our part. Consumers want businesses to take the initiative rather than passively wait. Make it easy for them by following up systematically, or you’ll lose them along the way.

Don’t limit yourself with these kinds of beliefs. Systematic nurturing gives you a guide to follow that’s more reliable than insecurity and second-guessing.

The truth is simple: Having a follow-up system for nurturing your leads is an essential part of a successful, high-functioning sales process.

Gym owners – where are you now in your path to success? Give us 2 minutes to answer 10 questions and we’ll tell you. Then, we’ll start guiding you to get where you want to be.

Get Your Free Evaluation Now

 

 

 

ArticlesFor Business Owners
[ January 22, 2020 by CJ Easter 0 Comments ]

3 Lead Channels You Should Be Invested in This Year

The opportunity in Facebook ads has been both a gift and a curse for gym owners. 

Never before has the attention of your ideal clients been so quickly accessible. However, because of this ease of accessibility, many gyms have become overly dependent on a single lead channel. So if Facebook changes a rule or impressions become more expensive (as it typically does over the holidays), these gyms are left scrambling for leads.

To avoid becoming one of these single channel gyms, you should look at your marketing like an investment portfolio. You can reduce your risk to changes in the market by diversifying your channels and consistently investing in them.

Here are the 3 categories of lead channels you should be invested in to diversify your marketing portfolio:

Low Volatility, Low Volume

In investment terms, low volatility, low volume lead channels are the savings account of your marketing portfolio. Referrals are the best example of this type of lead channel.

These leads are low volatility because you will likely close 75%+ from these channels and low volume because your leads will be limited by the number of clients you have and the number of people they are willing to refer to you.

If you are in a stage in your business where you want to maintain your current number of clients, investing in low volatility, low volume leads is a sound strategy. 

Medium Volatility, Medium Volume

Medium volatility, medium volume lead channels are the bonds of your marketing portfolio. Inbound traffic sources, such as search traffic to your website/online content or walk-in traffic if you are in a busy shopping center, are examples of this type of lead channel.

These leads are medium volatility because you will likely close around 40-50% from these channels and medium volume because your leads will be limited by the number of people in your area actively looking for you.

If you are in a stage in your business where you want single digit % annual growth of number of clients, investing in medium volatility, medium volume leads is a sound strategy.

High Volatility, High Volume

High volatility, high volume lead channels are the stocks of your marketing portfolio. Direct response digital ads, such as Facebook ads, are examples of this type of lead channel. 

These leads are high volatility because you will likely close around 10-20% from these channels and high volume because, although you are limited by your market size, you can control how often your ads are placed in front of your audience.

If you are in a stage in your business where you want double digit % annual growth of number of clients, investing more in high volatility, high volume leads gives you the opportunity to grow fastest.

What’s the Ideal Long-Term Marketing Portfolio?

The ideal long-term marketing portfolio is consistently investing in all 3 types of lead channels and has the ability to increase or decrease your investment in certain channels depending on your quarterly/annual growth goals.

 

If you’re a gym owner who wants to grow your revenue from low 6-figures to mid 6 (even 7) figures by investing in Facebook ads AND you want a team of professionals working to maximize the return on your ad investment…

Apply to Lead Engine Marketing Now

 

ArticlesFor Business OwnersFor Fitness ProsStage 1
[ April 16, 2019 by Fitness Revolution 1 Comment ]

How To Overcome Sales Objections: “I need to check with…”

This is part 3 of our “How To Overcome Objections” blog series. You can see Part 1: Price Objections and Part 2: Think About It Objections by clicking the links.

One of the most difficult objections to overcome is the decision maker objection. Outside of being incredibly pushy or borderline arrogant trying to get someone to make a significant purchase without speaking with a spouse or significant other is difficult.

The best way to avoid this objection is to defuse it earlier in your sales process. During your Discovery Call with the prospect make sure that you let them know that you expect them to make a decision at the end of your Success Session.  

If you do that and still get the decision maker objection that shows up as “I need to talk it over with…”  you can use these start questions. Remember, these are questions to get the conversation started not pushy ways to get someone to buy.

That’s fair. What do you think they will need to know to support your decision?

This question allows you to answer any unknown questions the prospect has and is masking as someone else’s. It also helps you prepare them to persuade the other individual to support them.

If the decision was 100% up to you would you join today?

It’s always easier to put the pressure of telling you no on someone else. This question will help you determine if the prospect wants to join but really needs to talk it over with someone or if they are just afraid to tell you no.

Listen closely to the answer and any indication they are uncomfortable giving you an answer. If you sense that it is the prospect’s way of not having to upset you or tell you no remind them that it’s okay to come to that decision.

Have you mentioned to [person] that we were meeting today?

Most of the time if a person mentions that they are meeting with a personal trainer to another decision maker in their life they would discuss the possibility of signing up. So, if the answer is no you can ask why they didn’t mention it. If the answer is yes you ask if they talked about the criteria that would need to be met for them to sign up and where you missed the mark.

Do this in a very nurturing way to gain understanding. Avoid being confrontational.

What would make [person] say no?

You want to smoke out anything that would be a deal breaker for the prospect and the decision maker. Find out what these deal breakers are and prepare your prospect to overcome them or get around them in the discussion with the other decision maker.

How can I help you prepare to talk with them?

This is a great way to advocate for your prospect. Show them that you are there to help them get through this and make a great decision. Provide them information, talking points and assistance in any way possible.  

Get Your FREE Closing Scripts…

If you have trouble closing sales or need a powerful script to help you overcome objections download our free scripts and audio now.  

Surefire closing system - buying atmosphere

ArticlesFor Business OwnersFor Fitness ProsStage 1
[ April 9, 2019 by Fitness Revolution 1 Comment ]

How To Overcome Sales Objections: “Let Me Think About It“

The response after our “How To Overcome Price Objections” blog posts was awesome! So, we knew you wanted more ideas and tips to overcome other sales objections.  

This post will cover the infamous “Let me think it over” or “Let me think about it” objection that you get in sales. We will follow this up next week with a final post to cover the final most common objection you’ll hear in sales (but you have to wait to see what it is).

Using the following questions and tips will help you understand if the prospect sitting in front of you really needs to think about joining your program or if they are politely telling you know with the objection. These questions aren’t meant to strong-arm someone into buying, but rather help you engage in a conversation to understand more about what would help them make a decision

Let’s start with these questions…

What’s Holding You Back?

This objection is a nicer way of saying “okay, what in the heck is it that you really need to think about”. If you have done a great job of discovering the challenges and problem the prospect is trying to solve then they should be ready to make a decision (even if that is to not join).

You want to spark up conversation and help the prospect process what it is that has them unsure. Often times they won’t really know so you have to lead them through the process.

Was there something I didn’t cover today?

This is a great way to find out if you missed a key piece of information or forgot to ask a critical question. Everyone has their own mental checklist of things that have to be addressed before buying, you may have missed your prospect’s.  

What else are you considering? Is there a bigger priority for you right now?

This will help you understand if they are shopping around and didn’t tell you. It also smokes out the importance of their fitness. You want to know how you are being assessed and need to know if they are looking at other options so you can address it with your differentiators.  

Again, these questions get the conversation started. You need to ask follow up questions based on the answers to overcome the objections.

What circumstances will have changed in [time]?

If you have someone saying they need to wait a few weeks or think about it for a few days it’s okay to politely ask what will have changed in that time frame. This is particularly great for prospects who want to wait weeks or months before starting.

This gives you the chance to allow them to see starting now is the best thing to do or at least get them thinking about what will or won’t be different in that timeframe.

How will you know this is the right program for you?

If they need to consider making a purchase there’s a chance they aren’t sure this is the right fit. Go ahead and directly ask them how they will know this is (or isn’t) the right program. The answers will tell you if you hit everything they needed to make that decision or if you missed something.

They may also talk themselves right into buying if you can walk them through it.

I understand. A few clients just like you were in a similar situation. They ultimately decided to join because…

This is a great chance to relate their current situation with a client success story. Most people feel alone in their decision making so showing them you understand, empathize and have worked with others like them allow them to feel more comfortable.

A lot of times when someone tells me they need to think it over what they really mean is “No thanks.” Is that what’s happening here?

This is a riskier move but very powerful. If you tend to have a lot of people ‘think it over’ and then not make a decision or ‘ghost’ you after they leave the Success Session you need to refine your sales process, but you can use the technique to uncover a hidden ‘no’.

Prospects are often afraid to tell you no because they don’t want to offend you. Giving them permission to say no with this question can get a decision made and allow you to understand how to help the prospect make the best decision.

Okay, that makes sense. Here’s what we should do next…”

You want to control the sales process and not leaving anything up to chance. However, there are some people who simply need to think over big purchases. In that case, show them you understand but also control the process by laying out next steps and getting a clear commitment that the individual will make a decision.

Get Your FREE Closing Scripts…

If you have trouble closing sales or need a powerful script to help you overcome objections download our free scripts and audio now.

Surefire closing system - buying atmosphere

For Business OwnersFor Fitness ProsStage 1Videos
[ March 28, 2019 by Fitness Revolution 0 Comments ]

Number One Skill To Sell More Personal Training

You can improve your personal training sales by honing in one simple skill that you are already doing every day.

ArticlesFor Business OwnersStage 2
[ March 26, 2019 by CJ Easter 0 Comments ]

Are 6-week Transformation Challenges Dead?

Analysis of a $60,000 transformation challenge

ArticlesFor Business OwnersFor Fitness ProsStage 1
[ March 19, 2019 by Fitness Revolution 1 Comment ]

How To Overcome Price Objections

There’s nothing more frustrating than having a client throw up an objection that you weren’t expecting and can’t overcome it. Instead of convincing them and pushing them to make a decision take this approach.

ArticlesFor Business OwnersStage 2
[ March 5, 2019 by CJ Easter 0 Comments ]

How Much Is a Lead Worth?

Do you know how much a lead is worth to your business? Here’s how to find out…

ArticlesFor Business OwnersFor Fitness ProsStage 4
[ February 20, 2019 by Fitness Revolution 0 Comments ]

Using Role Play To Grow Your Fitness Business

Train your team how to handle difficult situations, think on their feet and help grow your fitness business with these role playing tips.

ArticlesFor Business OwnersFor Fitness Pros
[ February 14, 2019 by Fitness Revolution 0 Comments ]

Why Pre- & Postnatal Coaching Is So Profitable For Fitness Businesses

Learning more about pre- and postnatal coaching is one thing, but turning that knowledge into results for your clients (and growing your business) is another.

ArticlesFor Business OwnersStage 1
[ February 5, 2019 by CJ Easter 1 Comment ]

5 Things To Do When Your Leads Aren’t Responding

Frustrated with leads ‘ghosting’ you? Here are 5 ways to ease your frustration.

ArticlesFor Business Owners
[ December 31, 2018 by Fitness Revolution 0 Comments ]

Top Fitness Business Content of 2018

There’s a log of information out there telling you how to run and grow your fitness business. We put out at least one new blog post and video per week covering a variety of topics from marketing and sales to time managment and hiring.

Here are the top blog posts, videos and free resources from 2018…

Top Fitness Business Blog Posts 2018

With over 270,000 views here are the most read blog posts from 2018!

13 Questions To Ask In Every Personal Training Sales Consultation

The Fitness Pros Ultimate Guide To Maximizing Productivity & Achieving Your Biggest Goals The


How to Use Social Media for Your Personal Training Business


The Fitness Pro’s Guide For Business Success


How To Build Systems To Automate Your Fitness Business

How To Build Systems To Automate Your Fitness Business

Top Fitness Business Videos 2018

With over 41,000 total minutes of video watched from our YouTube channel here are teh top videos from 2018…

Top Fitness Business Free Resource 2018

Killer Testimonial Cheatsheet

Killer Testimonial Cheatsheet

How To Create Your Fitness Business Marketing Plan

How To Create Your Fitness Business Marketing Plan

Surefire Closing Scripts

Surefire Closing Scripts

Fitness Business Marketing Calendar

ArticlesFor Business OwnersFor Fitness ProsStage 2
[ December 4, 2018 by Fitness Revolution 0 Comments ]

3 Steps To Improve Your Marketing & Get More Personal Training Clients

The fastest way to help more people is to learn how to attract more of them into your personal training business. If you’d like to get more personal training clients for your business, and who wouldn’t, then marketing is critical.  

Let’s assume you have the required credentials, certifications or education to deliver great results (and that you are doing it with the clients that you have now). You won’t extend your reach, help more people and, in turn, make more money if you don’t learn to promote yourself and your business.  

There are 3 simple steps you can take to improve your marketing and get more personal training clients! Keep reading to find out what they are…

Get Clear On Your Ideal Client

The power of identifying your ideal client isn’t in having a nice avatar or profile to add to your business strategy. You get the biggest benefit by learning how to understand the pains, challenges and fears that your Ideal Client deals with on a daily basis.

Luckily, your training programs solve those problems for them!  

Here’s a short list of info you need to build into your Ideal Client Profile:

  • Name
  • Age
  • Family
  • Occupation
  • Income
  • Home Type
  • Neighborhood/Subdivision
  • Hobbies
  • Activities
  • Pains
  • Goals
  • Challenges
  • Fears
  • Objections

Build Your Ideal Client Marketing Plan

Now that you are clear on who you are marketing to and what problems you can help them solve with your training programs getting your marketing in front of them will be much easier.  

A great marketing plan will include marketing activities that work to get the attention of your Ideal Client and motivate them to take the next step with you. This plan also needs to be diversified. You don’t want to rely on one source of leads to get more personal training clients.

You should have an internal, offline and online marketing activity in play at all times. The minimum acceptable is one activity per channel. The perfect amount of marketing is the amount that helps you reach your sales and growth goals.

Figure out how you will get your marketing message out to your Ideal Client. This includes referral programs, social media, Facebook ads, networking, public speaking, writing, podcasts, etc.

When creating your marketing plan consider how your Ideal Client will see your marketing and what you’ll ask them to do to take the next step with you. It’s easy to say you’re going to write blogs for your marketing, but if no one sees the blogs you write they aren’t going to produce for you.

The most effective marketing activities usually require the biggest investment of your time, energy or money. For example networking is still very effective (when done right) but it requires time or Facebook ads can get you a lot of leads but require a financial investment.   

Measure Your Results

There’s no way to know what is working or how to speed up your growth if you don’t measure your results. Tracking your leads, where those leads come from and your conversion rate from lead to client will give you a lot of insight into your marketing.

Remember, the real outcome we want to achieve with marketing is more personal training clients. Getting 1,000 leads is great, but not if none of them become clients.   

You want to be able to look back and know what marketing activities brought in the most leads, which produced the most clients, and your overall conversion rate. With this information you can identify bottlenecks or key areas to improve your marketing and sales.

The Best Plan Needs Action…

A perfect marketing plan is only good if you implement. Imagine creating the perfect workout for your client, guaranteed to get them the results they want in record time, but they didn’t show up to the gym to actually put in the work.  

They end up with the same poor results they’ve always got from training, right?  

That’s how many fitness business owners treat a marketing plan. They create it, spend time building a marketing calendar and never get out to actual market!  

If you need some help creating a great plan and a little accountability to ensure you implement it schedule a complimentary call today where we’ll discuss your current marketing and put a plan together to get you more clients and increase revenues.

Schedule Your Call Now

 

For Business OwnersFor Fitness ProsStage 1Videos
[ November 30, 2018 by Fitness Revolution 0 Comments ]

Dealing With Pricing Questions From Your Leads

What do you say when a lead calls in or emails in asking “What do you charge?” Your answer could be the difference in turning that lead into a client or scaring them away.  

There’s a very strategic and systematic way to approach pricing questions, especially when they come early in your relationship with a leads…like that first call! If you dodge the question you look shady.  If you try to pitch your services and justify your prices you could scare them away or confuse them.

Here’s what to do instead…

Want Help Increasing Your Sales & Income?

ArticlesFor Business OwnersFor Fitness ProsStage 3
[ November 26, 2018 by Fitness Revolution 0 Comments ]

How To Build A Personal Training Business: 5 Keys To Success

Running a personal training business is tough work! From the day you decide to start you will be faced with challenges, obstacles and difficult decisions that you’ve likely never thought about or been prepared to handle.

Taking action and implementing the following 5 key elements into your personal training business will give you the best shot for fast growth and success.    

A Sales System That Delivers Predictable Results

The fastest way to fail in your personal training business is not being able to get clients to pay you for your services. You have to be able to get clients to pay you, and pay you what you’re worth, if you want to grow.  

The first step is creating a system that you can use during your consultations that increase your chances of success with the sale. Here are 7 sales tips from fitness pros who have crushed their sales goals.  

A Marketing Plan To Generate New Leads

Learning how to implement marketing systems and put a marketing plan in place for your personal training business gives you control over your growth. You can’t survive off word of mouth marketing and referrals forever.  

The best marketing plan for personal training businesses is the Triple A Marketing Method. In less than an hour you can create a plan to attract more leads that is based on your strengths and allows you to focus your efforts on the highest return activities.

You have to take action if you want to get more clients. This plan show you how to get crystal clear on what actions to take.

A Productivity Routine

You don’t have an endless amount of time or energy to run your personal training business. The busy you get the tougher it will be to get it all done. This is why you need an operating routine in your business that allows you maximize your productivity.

Your productivity routine should improve communication within your business, allow you to stay focused on the most important projects and get more done in less time. If you feel like you are always running around with your hair on fire your current routine isn’t working.

Delegate Lower Level Tasks

Every minute you spend on a task that keeps you from marketing, selling, training or falls outside of your highest priorities as the business owner is lost opportunity. It’s costing you money!

Enter the skill of delegation. From the solopreneur to the business owner with a large team delegation is a skill that must be developed and implemented to grow the business. There will be a time where you’ll have to ‘wear all the hats’ in your business, but it shouldn’t last long.

Systemize & Scale

Developing systems and scaling a personal training business is often misunderstood. These are typically buzzwords that get thrown around in the industry.   

Systems are a set of tasks completed to deliver predictable results. However, systems shouldn’t be built out so in depth that they hinder the people trying to implement them. The systems you put in place should empower the people running them to do their job more effectively.  

Here’s a short article showing you how to create systems using the 20/80 rule.

To scale you need to be able to replicate those predictable results your systems create.  That requires that you hire the right people or outsource the right tasks so that others are getting results for you.

BONUS: Get A Coach

A business coach can help you get results faster.  They will have the experience and expertise to know what questions to ask you, understand the solutions to your problems, and teach you how to think like a business owner.  

Having a coach is like having a cheat code for a video game.  It removes a lot of the obstacles that keep you from having success.  Your clients hire you to help them devise a plan to reach their fitness goals and a business coach can do the same for your business/personal income goals.

If you want to see how a coach can help or where to start click the button below to schedule a complimentary call…

Schedule Your Call Now

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[ November 23, 2018 by Fitness Revolution 0 Comments ]

A Better Way To Sell Personal Training

Selling personal training doesn’t come naturally to most fitness pros. We got into this business because we love helping people, not because we love selling.  

There’s a better, easier way to sell (that doesn’t force you to be like every other salesperson), allows you to charge what you are worth and removes the need to pitch your services.

Want Help Increasing Your Sales & Income?

Improve Your Sales System Here

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[ November 19, 2018 by Fitness Revolution 0 Comments ]

Personal Training Sales: 20 Questions To Qualify Prospects

Learning how to properly qualify a prospect in your personal training sales process is a skill that all fitness pros need to acquire. Avoiding the trap of qualifying off budget alone will help you convert more prospects into clients.   

Many prospects ask about price or what type of programs you offer because they don’t know where to start in their discovery process. You need to step up and take the lead in these conversations by redirecting the questions and focusing on their needs.

If you need a more indepth review of a process for qualifying prospects make sure to watch our How To Qualify Leads And Close More Sales For Your Fitness Business Video.

You don’t need to ask all 20 of the questions below when qualifying a prospect. Use this list as a guide to help you accomplish your end goal and booking a Success Session or consult.

20 PERSONAL TRAINING SALES QUALIFICATION QUESTIONS

  1. Why are you looking to join a training program now? What triggered your decision to join? What’s made this so urgent or important?
  2. What experiences, good and bad, have you had with other fitness programs? What do you want to be different this time?
  3. What results do you expect to see from the work we do in our programs?
  4. What are your personal goals?
  5. What’s your most important and urgent priority?
  6. What’s keeping you from overcoming or your challenges?
  7. What have you been doing to overcome this challenge?
  8. What have you done in the past that you would like to be doing today?
  9. What do you want to be the best at?
  10. What’s is the value of your health and fitness?
  11. Are your current efforts showing results?
  12. What do you struggle with most?
  13. How could you improve your relationship with health and fitness?
  14. How did you discover us? Have you taken the time to look at similar services?
  15. Who’s involved in making the decision?
  16. If you don’t join this program, how will you meet your goal? What will you do?
  17. How will you determine if we have been successful?
  18. If you don’t reach your goals, how will it affect your life?
  19. If we are able to help you reach your goals, how much is that worth to your quality of life?
  20. What makes you lose sleep at night? Or what do you need so you can sleep at night?

Need Help Growing Your Sales & Income?

Schedule a complimentary 60-Minute Discovery Call with an expert on the Fitness Revolution Team to help you find a solution to your growth challenges. On this call, you’ll be able to uncover the obstacles holding you back from reaching your goals and put a plan in place to overcome them. It’s time to end the guesswork and frustration so that you finally create the income and business you want.

Schedule Your Call Now

 

For Business OwnersFor Fitness ProsStage 1Videos
[ November 15, 2018 by Fitness Revolution 0 Comments ]

Personal Training Sales: Stop Discounting!

Everyone loves a deal, but there’s no reason you have to discount your personal training services! If you’re constantly getting asked to discount your prices in your personal training sales process then you need to make two changes right away.

The first is changing how you buy things and the second is in how you sell your programs. Learn how to make these changes so that you stop getting asked to discount (and stop allowing discounts).  

Want Help Increasing Your Sales & Income?

Schedule complimentary 60-Minute Discovery Call with an expert on the Fitness Revolution Team to help you find a solution to your growth challenges. On this call, you’ll be able to uncover the obstacles holding you back from reaching your goals and put a plan in place to overcome them. It’s time to end the guesswork and frustration so that you finally create the income and business you want.

For Business OwnersFor Fitness ProsStage 1Videos
[ November 8, 2018 by Fitness Revolution 0 Comments ]

Your Most Powerful Fitness Sales Tool

Most fitness business owners and fitness pros sell by pitching their services to prospective new clients. You lay out all the great features of your program and how you can help this client without ever finding out what they really need.

Instead of pitching try adding this new tool to your sales toolbox…

Want Help Increasing Your Sales & Income?

Schedule complimentary 60-Minute Discovery Call with an expert on the Fitness Revolution Team to help you find a solution to your growth challenges. On this call, you’ll be able to uncover the obstacles holding you back from reaching your goals and put a plan in place to overcome them. It’s time to end the guesswork and frustration so that you finally create the income and business you want.

For Business OwnersFor Fitness ProsStage 1Videos
[ November 1, 2018 by Fitness Revolution 0 Comments ]

The Most important Assessment For Fitness Pros To Use In Their Sales System

Assessments are a powerful tool for the fitness pro, especially when it comes to your sales systems. But, most fitness pros spend too much time on the assessments that matter to them and avoid the assessment that matters most to the prospect.

Learn how to complete an assessment that identifies your prospects top goals, challenges and gets them invested in making the change with you in today’s video.

Want Help Increasing Your Sales & Income?

Schedule complimentary 60-Minute Discovery Call with an expert on the Fitness Revolution Team to help you find a solution to your growth challenges. On this call, you’ll be able to uncover the obstacles holding you back from reaching your goals and put a plan in place to overcome them. It’s time to end the guesswork and frustration so that you finally create the income and business you want.

For Business OwnersStage 1Videos
[ October 18, 2018 by Fitness Revolution 0 Comments ]

How to Qualify Leads And Close More Sales For Your Fitness Business

Have you wasted an hour of your time with an unqualified lead that didn’t turn into a client leaving you both feeling frustrated?

Every fitness pro has done it, but a lot of those situations can be avoided when you learn how to qualify your leads. But, you can’t just qualify off price or their budget. You need to establish value and make it about the potential client, not your services.

Check out this quick video to get the framework for qualifying a lead and pre-selling your services!

Schedule Your Complimentary Discovery Call

Schedule Your Call Now

For Business OwnersStage 2Videos
[ September 13, 2018 by Fitness Revolution 0 Comments ]

How to Expand Your Marketing To Increase Personal Training Sales

Do you know what it would take to double the sales in your fitness business? To increase personal training sales to the point where you have to hire more staff, expand your facility and transform into the fitness business owner you’ve been working so hard to become.  

An increase in your personal training sales comes from focusing on the top of your sales pipeline. Let me show you how to get attention and be everywhere in your local market in today’s video…

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[ September 11, 2018 by Fitness Revolution 0 Comments ]

The Power of Curiosity For Fitness Business Growth

It all starts with the right question…

You likely started your business or entered into the fitness industry because you asked yourself a question about what you wanted to do, who you wanted to help or how you wanted to make a living.  

Your growth as a person and business owner start with questions about skills you need to develop, obstacles you will face and finding the path to success.

It’s simple…you don’t know what you don’t know.  

To find out you have to be willing to ask questions. Curiosity may have killed the cat, but it saves the entrepreneur!

Fear and insecurity hold back many fitness business owners from experiencing growth. The fear of asking for help or looking stupid. Questions don’t make you less of a business owner, they make you a successful business owner.  

Here are a few questions you need to be asking throughout your journey of fitness business growth:

  1. What should I not do at this stage to get to the next?
  2. What should I focus my energy on at this stage?
  3. What are the biggest risks for me?
  4. What does success look like and how will I recognize it?
  5. What did you do?  How did you do it?
  6. What might I be missing?
  7. Who do you know that I should know?
  8. How can I (insert your goal or obstacle)?
  9. Who can help me (insert goal or obstacle)?
  10. What are my blind spots?

These are just a start, but the more questions you ask the more knowledge you will acquire. That knowledge, when put into action will result in fitness business growth.

So, what questions do you have for us at Fitness Revolution?

Seeking Answers To Your Most Challenging Business Questions?  

Take 60 minutes to talk with a member of the Fitness Revolution team to dig in to your business and help you discover the path you need to take to reach your biggest goals. The call is completely FREE! If you think working with us at the end of the call can help you reach your goals we’ll discuss what may be the best fit for you.

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ArticlesFor Business OwnersStage 3
[ September 4, 2018 by Fitness Revolution 0 Comments ]

How To Rise To The Top: The Keys To Fitness Business Success

The struggle to find success in the fitness industry is real. You’re in a saturated industry with a lot of misinformation, hyperbole, smoke and mirrors. Just 12 years ago I was no different than you…navigating my way in business, simply trying to increase revenues.

I’m still no different than you.  

Each day I wake up with a desire and drive to push a little further, a little higher, and do a little more so that Fitness Revolution is THE GO TO solution for serious fitness business owners who want to take their business to the next level. But, enough about me…

You’re here because you aren’t cool with status quo. You want more from your business and more for yourself. And you want it all to happen by doing what you love.

While the market may be full of potential options for your target market, there are very few GREAT options for them. You have to be willing to step up and grab the top spot in their minds. When you do that you’ll have no problem rising to the top of your market and beyond.  

There are three things you need to dial in if you want to supercharge your success and rapidly grow your business.  

Commitment

Your fitness business success will largely be determined by your commitment to the cause. Are you willing to do whatever it takes to succeed?

Discomfort will become your new reality. You will be uncomfortable making new, bigger decisions. You’ll be required to get out of your comfort zone to implement new ideas, methods and strategies. You’ll have to get used to leaning into the discomfort of the situations.

The beautiful thing about this discomfort is that growth lies on the other side. You’ll learn how to handle these new situations, you’ll develop new skills and progress in your development as a business owner. These new skills and capabilities allow to you grow quickly.

Be committed to growing your business and becoming the business owner you need to be.

Responsibility

Do you ever get annoyed with the client that constantly blames their lack of progress on someone or something else? It could be their schedule, their family, their friends, their metabolism, or the cycle of the moon. Not once has it been their fault that they hit a sticking point or haven’t gotten the results they want.

Fitness business success requires 100% responsibility from you. You have to own the wins, losses and everything in between. There are always going to be circumstances out of your control. We don’t focus on those, but rather look at what we could do better or what we can learn from those situations.

Failure is going to be part of the learning process. Lack of responsibility will keep you from learning. You’ll be in an endless cycle of repeating the same mistakes or going through the same challenges if you don’t own it and change it.

Your rapid growth and fitness business success are determined by your level of responsibility.

Communication

In Five Stars: The Communication Secrets To Get From GOOD TO GREAT there was a quote from Barbara Corcoran, Shark Tank investor and real estate mogul…

“If you’re going to be in business, the single most important thing is the ability to communicate your idea to every single person you meet”

You need to be able to communicate to your market, to your team and to your mentors what it is that you want to accomplish and how it impacts them. This isn’t just marketing, it’s about persuading your audience, whomever that may be at the time, to support your initiative.  

Learning how to clearly and powerful communicate a message will make fitness business success come a lot easier. You’ll inspire your team, invoke your market to take action and recruit others to help you accomplish your vision.

Poor communication will kill your success.  

Climb The Success Ladder

No matter where you are in your journey as a fitness business owner you will need to zero in on and work to develop new skills to keep your journey moving forward. There is no status quo or maintaining success. I’m a firm believer that you are either moving forward or you’re moving back.  

These three skills and mindsets will help you find fitness business success if you choose to develop them. As you work to master them you will be moving forward…fast!

Need Some Guidance & Accountability To Get To The Next Level?

Take 60 minutes to talk with a member of the Fitness Revolution team to dig in to your business and help you discover the path you need to take to reach your biggest goals. The call is completely FREE! If you think working with us at the end of the call can help you reach your goals we’ll discuss what may be the best fit for you.

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ArticlesFor Business OwnersStage 2
[ August 28, 2018 by Fitness Revolution 0 Comments ]

Your Perpetual Referral Plan: Get Your Clients To Refer More

It’d be great if you could build your business off referrals alone, right? There are a few businesses out there who are able to do this, but they are outliers. Most of us mortals have to expand our marketing to other channels to grow our business and hit our goals.

That doesn’t mean you should neglect your internal marketing channel of referrals. Too many fitness business owners sit back and hope to get more referrals or word of mouth leads instead of taking control from the start.

Let’s breakdown what goes into a referral plan that can perpetuate itself, essentially allowing for a constant stream of referral leads into your business.  

How Should Your Clients Refer?

Don’t take for granted that you know exactly who you want as a client in your business and how to communicate with them about what you offer. Your clients only know their story and are not well versed in talking about your business. Outside of a great experience or the results they are getting you will be lucky if they can explain what you do to other in a way that matters.

Take charge of your referral experience by laying out:

  1. Who your clients should refer
  2. How they should refer them
  3. Why it’s important to them and their friends/family

Package all that up into a simple and easy way for them to refer and you’ll have a winning referral program on your hands.  

First, tell your clients exactly who you are looking to bring into your business, this would be the demographics of your Ideal Client profile. Something like “I’m looking for a busy professional who wants to lose at least 20 lbs but can’t find the time”. This paints a clear picture inside the head of your client and allows them to easily connect that to the people they know.

Next, lay out a simple and clear plan for them to refer the client. It could be VIP Referral Passes they can give out with their name on it for tracking or simply having them make an email introduction to the person they want to refer. The easier you can make this the more effective it will be.  

Finally, let them know what’s in it for them. Tell them what they get and why it’s important for them to refer. That can include things like referral rewards, improved experiences for them, improved results, or maintaining the culture of the gym.

Plant The Seeds Early

You want to inform your clients that you love, almost expect referrals from the very start of your relationship with them. Acknowledge that you need to earn the referral but if your client loves their results and the experience you provide the biggest thank you they can give you is to refer others like them who could use a little help.  

Immediately after a new client sign ups you should be requesting referrals. These are called Point of Sale referrals. Right after a new client has completed all of their paperwork to start training inform them of your referral program and let them know how to refer their friends. Leverage statistics for success rates of those who workout with a friend vs those who work out alone. It’s also key to let them know that this provides a support system out of the gym as well.  

Follow Up With Requests

Over the first 30 days of your new client’s experience I recommend that you have a pre-scheduled and systemized follow up process to ensure they are having a great experience. This includes text, email, calls and in person meetings. During this 30 day follow up I also recommend that make 3 referral requests, most of them through written communication to the client via email or letters.  

This reminds them of the referral program during their initial experience with you and takes advantage of getting referrals during one of the times they are most excited about being in your program.

Opportunity Referral Requests

Many fitness pros miss key referral request opportunities because they fail to listen. This is especially true when you build a team in your fitness business. Train yourself to request referrals when a client hits a milestone or tells you something positive about your program.  

Another key opportunity to get more referrals is to listen for your clients talking about their friends or family asking about what they do for their workouts, nutrition, or complimenting them on their results. You’ll hear things like “oh, my sister was asking about Fitness Revolution the other day…”  

Often times that goes unnoticed or the fitness pro will simply tell the client to have that person call them. Instead, take control and get the individual’s information or invite the client to bring that individual in for their next workout as a guest.

These opportunities will pop up frequently once you train yourself to recognize them.

Reward Referrals

When you get a referral it’s important that you reward the referring client. Avoid discounts and other intangible rewards for something that you can physically hand the client. It’s important to note that the client isn’t referring to earn money or get a reward, but the reward is important so that you can acknowledge them for their referral.  

The standard referral reward is a $25-50 gift card or cash. This is enough to show that you truly appreciate the referral and gives you the chance to recognize the referring client in front of your other clients.

Make a big deal about getting referrals by handing the client their reward at the end of their sessions, hopefully around other clients, and taking photos to share via your newsletter, social media and other marketing channels.

This act of recognition and then marketing of the photos will keep referrals top of mind for your clients.

Putting it all together

Any one of these referral programs would help you get more referrals, but when you put them all together you can create a steady flow of new referral leads for your business. It won’t take long for you to see an increase in referrals for your fitness business. This is also one of the highest return marketing activities you can do for your business because we both know that referrals are pre-qualified and pre-sold.

Need Help Putting Together A Referral Plan or Marketing Plan to Grow Your Business?

Take 60 minutes to talk with a member of the Fitness Revolution team to dig in to your business and help you discover the path you need to take to reach your biggest goals. The call is completely FREE! If you think working with us at the end of the call can help you reach your goals we’ll discuss what may be the best fit for you.

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ArticlesFor Business OwnersStage 1
[ August 21, 2018 by Fitness Revolution 0 Comments ]

The Most Important Number In Your Fitness Business

We’re at a place in history where data is incredibly important. It’s helping us make better decisions and, when used correctly, can make running your business a lot easier.  

As a fitness pro you’re likely tracking data on your programs success rates, weight lost, inches dropped, and strength gained. That’s how you progress a client in their training and help them reach their goals.

Business is no different. There are a few very important metrics to track in your business but there is one that stands out above the rest. In fact, instead of throwing a million numbers for you to compile on a spreadsheet we’re going to break this down into a really simple action plan.

Critical Metric: New Core Offer Clients

The #1 metric for nearly every fitness business owner and fitness pro who is trying to grow their business should be New Core Offer Clients. This is the driver for your growth and a number that you can actively chase each day and see progress towards your goal.

Your New Core Offer Clients, or for those not familiar with our terminology here at FR, new clients, will allow you to hit your Gross Revenue and total client goals when planned well.  The trouble with Gross Revenue being your target is that you don’t know that you’re going to get there until it’s too late to change anything. You review your Gross Revenue reports at most weekly, more likely monthly.

Gross Revenue is the equivalent of weight lost in a transformation. You don’t know what you lost (or earned) until you weigh in each day or week. Sure you can check progress, but that doesn’t help you reach your goals. Tracking your macros, calories or food intake is the equivalent of using New Core Offer Clients as your metric goal. You know that if you hit your numbers for macros daily that you should hit your weight loss goal.

How To Set Your Goal

Gross Revenue is important, and we certainly want to drive new sales and total sales up as we grow a business. So, to set your New Core Offer goal for your fitness business you’ll need to factor in the number of clients you expect to lose and the average monthly value of a new client.  

Let’s say your goal is to add $1,000 of Gross Revenue per month to your fitness business over the next quarter. If you expect to lose 3 clients a month and the average monthly value of a client is $300 you need to get 7 New Core Offer Clients each month.

Here’s how the math works:

  • 3 Lost Clients x $300 = $900 Lost
  • 7 New Clients x $300 = $2,100 gained
  • $2,100 – $900 = $1,200 gained

At the end of the quarter, if you hit your goals, you should be up $3,600/mo in Gross Revenue.  

Relentless Focus

There are other metrics you should be tracking in your business and monitoring as the business owner, but relentless focus both by you and your team on the MOST IMPORTANT metric is required for growth.

Your daily actions and your attention should be aimed at ensuring you hit your goal for that metric each and every month.

If you’ve struggled a bit to hit your growth goals in the past do yourself a favor and post a big print out of your goals in your office or in the gym where you can see it every day and do something to drive that number up.  

The Best Don’t Do It Alone…

And Neither Should You!

Take 60 minutes to talk with a member of the Fitness Revolution team to dig in to your business and help you discover the path you need to take to reach your biggest goals. The call is completely FREE! If you think working with us at the end of the call can help you reach your goals we’ll discuss what may be the best fit for you.

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[ August 14, 2018 by Fitness Revolution 0 Comments ]

Things You Should Know About Taking Your Fitness Business Online

Training people from the comfort of your own home, not dealing with client sessions or having to work around your client’s schedules. It all sounds amazing, but is it really all it’s cracked up to be?

Running an online fitness business seems incredibly appealing, especially if you’ve endured the long days, split shifts and headaches of having to run your in person fitness business.  

Let’s take a look at what you need to know about running an online fitness business if you want to be successful.

Start Small

The first mistake many fitness pros make is trying to tackle the entire world with their online fitness business. You start running FB ads, posting IG selfies and start blogging relentlessly.

Instead of trying to have your online fitness business bring in all of your income think of it as your side hustle or complement to your in person training business. Not doing training in person yet? Then you probably want to consider if you should be training people online at all.  

I’m a big believer that you need some in person experience to be able to train people online. Can it be done without that experience? Sure, but it’s going to be a tougher road and you’ll likely need to have another source of income for a while.

In fact, one of my mentees started out this way. He was working for the city while training himself for a fitness competition. As he made progress and shared his journey he also interned with me at my studio and was training clients on the side. From there he picked up some online clients and gradually worked with them in his very limited spare time.  

He’s running a six figure online business now and a studio. But, I think he’s the exception not the rule.  

Instead of trying to make your millions and live on the beach through your online fitness business let’s set a goal of adding a $1,000/mo in extra revenue to your business through online training and get your systems in order.  

Market Local, Serve Online

The easiest clients to get for your online fitness business are going to be previous clients you’ve worked with that moved away or couldn’t afford your in person services. The next easiest will be friends and family that are willing to give you the opportunity to train them online.  From there I would still focus on capturing a lot of my local market before taking my online fitness business to the world via FB ads or other marketing channels.

Once you’ve worked with several clients and got testimonials you will have the marketing resources and pressure tested systems to market to a bigger audience.  

As you are working with these local clients, previous clients who’ve moved or friends/family you will want to start building your marketing resources such as social media following, email list and any content platforms you use such as blogs, YouTube, etc.

The Delivery Is Different, Principles Are The Same

Don’t treat your online fitness business differently than a brick and mortar or in person fitness business. All  the principles stay the same and your journey will be very similar.

Most fitness pros jump into online training without thinking through their Core Offer, Local Market Positioning or pricing structure. It is as if you think because its an online business you can just kinda figure it out as you go.  

That’s a recipe for disaster.

Instead, determine how you will deliver your services, what systems you’ll need to do it and what you are going to charge. You’ll also need a clear marketing plan for attracting new clients. As you are doing this think about how you will be able to grow this business, take on more clients and earn what you want without it driving you crazy.

You will still have a culture in your online fitness business, need systems, have to learn how to lead, manage and delegate. Online doesn’t mean easier.  

Don’t Take The Personal out of Personal Trainer

Online training still requires a personal touch and interactive component to it. Don’t try to automate everything from your marketing to sales process and delivery of your programs.  

Create your Core Offer so that you have personal interaction with your clients, check ins and ways to develop relationships with them to increase client lifespan and client lifetime value. If you want to be completely hands off or rely on automated delivery of workouts combined with a FB group to run your online fitness business you’re in for a long, tough road ahead.

Here’s an example of how I would set this up:

Core Offer – 1-1 Online Personal Training

  • Intro Success Session and Evaluation 60 minutes via Zoom
  • Monthly Program Design, included weekly updates as needed based on progress
  • Weekly Check Ins via Email
  • Monthly 15 minute 1-1 Coaching Session via Zoom
  • Weekly Nutrition Adjustments as needed via check in
  • Unlimited email access
  • Price $199/mo

From there I would also offer a premium service that doubled or tripled in price for a set number of exclusive clients, say 10 max, which included weekly Zoom Coaching Sessions and unlimited text, phone access to me.   

*Note: Zoom is a video conferencing platform.

This could also be blended in with in person training once or twice a month as needed for clients if you are running a hybrid model.

Marketing Your Online Fitness Business

The wheels usually fall off here…

You start your online fitness business and think “if I start it they will sign up”. Then crickets. No one buys your program. You follow the digital marketing advice from the pros but its not working for you.

Now what?

Here’s what I would to do launch my program:

  • Create a compelling Front End Offer such as a 21 day Rapid Fat Loss Program that leads to my long term program to get some traction
  • Reach out to 5 people in my network, including previous clients to start a beta program or invite them to test drive my FEO for the online program daily
  • Post content to Instagram and Facebook daily including posts and stories
  • Start a blog and update it with content once per week
  • Build an email list and add 10 people per week to the email list through various methods including online marketing such as FB ads, network connections, strategic relationships and my website traffic
  • Email that list 3x per week with valuable content and offers
  • Ask for referrals from my current clients, family and friends.  Let’s say 3 asks per day

As my continued marketing plan, once I got some traction I would do the following…

Daily:

  • 1 Instagram post
  • 5-10 stories on Instagram
  • 1 FB post
  • 3 network conversations
  • Follow up with leads and prospects
  • 1 Referral Ask

Weekly

  • Add 5 people to my network
  • Send 3 emails to email list (MWF)
  • Add 10 people minimum to email list
  • Write 1 new blog post and publish
  • Publish 1 new YouTube video
  • Check FB ad statistics/metrics and optimize
  • Connect with 3 online or local business strategic partner prospects

Monthly

  • Collect and share 1 new client testimonial
  • Promote FEO to my email list

This plan would include running targeted FB ads using a small budget to test my offers and then ramping up as I began to get a feel for my return on investment. I would outsource the FB ads to someone like Lead Engine Marketing and focus my efforts on following up with leads they got me.

Can You Be Successful With An Online Fitness Business?

Absolutely, but its not going to be an overnight success story and you aren’t going to be working 4 hours a week if you want to make any money or have any sort of meaningful impact on your clients. There’s work involved, it takes time and you have to follow basic business principles.

Commit to putting in the work, developing new skills and providing an incredible service and you’ll have success.

Want to see if we can help you start your online fitness business or take it to the next level?

Take 60 minutes to talk with a member of the Fitness Revolution team to dig in to your business and help you discover the path you need to take to reach your biggest goals. The call is completely FREE! If you think working with us at the end of the call can help you reach your goals we’ll discuss what may be the best fit for you.

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ArticlesFor Business OwnersStage 3
[ August 7, 2018 by Fitness Revolution 0 Comments ]

A Clear Plan For Fitness Business Growth

There’s a good chance you’ll experience a few ups and downs in business. Rarely is your path to success a straight line to the top. You are forced to endure peaks and valleys, sometimes extremely painful valleys.

Those challenges are placed there so that you can develop skills, strategies and relationships that will help you get to the next level. It’s a lot like training. You have to endure a bit of pain and soreness to progress to the next level of fitness.

High Performance Mastermind member and FR Coaching Partner, Stone Davis experienced one of those valleys in 2017. Instead of struggling to figure it out on his own he leaned on his coaches and took a leap of faith to find a group of peers that would challenge him and pull him to the next level.  

Here’s what he had to say about his experience…

“To be honest before 2017 I didn’t have much struggle with my business. I would say being more organized was an issue. Then in 2017 was a pretty bad year for the business and I wasn’t sure what the issue was, I was still unorganized and I couldn’t convert any leads to clients.

So, being that I had no clue how 2018 would be I decided to take a chance and put all my faith and effort into a mastermind group and my coaching.”

You’re guaranteed to experience uncertainty in your business. There’s no way around it, but you can expedite your growth and personal development by seeking out the answers to questions you have and finding people to surround yourself with that will provide you those answers. Or, at the very least, help you find the answers.

“Business is much better now. I have a clear plan and vision for my gym by learning from other business owners in the field.”

Stone has seen revenues increase throughout 2018 and spends a lot of time traveling the world.  

This growth and the ability to take time away from his gym to travel are all made possible by the plan he has in place and the vision he is pursuing. This serves a guide for his daily actions that will either move him closer to or further away from that vision.  

Everyone’s plan is unique to them. You shouldn’t blindly follow the path of another business owner, but don’t neglect the knowledge and experience they have developed on their journey. Those two things can help accelerate your growth.

Need help with the vision and a clear plan for your business?

Take 60 minutes to talk with a member of the Fitness Revolution team to dig in to your business and help you discover the path you need to take to reach your biggest goals. The call is completely FREE! If you think working with us at the end of the call can help you reach your goals we’ll discuss what may be the best fit for you.


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[ July 31, 2018 by Fitness Revolution 0 Comments ]

Mastering Your Personal Training Client Conversion Strategy

One complaint many personal trainers looking to get more clients have is about the quality of their leads. They are either ‘tire kickers’ or they have a million excuses to not show up.

What if the problem wasn’t with the leads?

There’s a simple solution to converting more leads into prospects and it lies in your sales pipeline. A clear follow up process with defined stages and actions will empower you to take control of the conversion process and stop relying on your leads to figure out if you are a good fit for them.

Let’s face it, if your potential new clients could make great decisions about their fitness and nutrition on their own they wouldn’t need you! They are self conscious, a little intimidated and probably have some negative head trash surrounding their ability to actually accomplish results. One of the easiest ways to overcome all that is to manage your sales pipeline and be relentless with your follow up.

And I know, I know, you’re probably thinking that you only want highly qualified leads and the people that really want to make changes in your business.

But, if all you take is the easy ones then you’re going to have a hard time growing your business. The really successful businesses are able to use their marketing and sales skills to convert more of the leads that aren’t quite ready to jump on right away or that need a little help seeing how impactful your services can be.

Imagine if you increase your conversion rate from lead to client by a measly 10%. If you get 20 leads a month that would result in 2 EXTRA new clients. At a couple hundred bucks a month that would have a huge impact on your top line by the end of the year.

The steps to get at least 10% more from your leads are easy:

  1. Create your pipeline
  2. Manage that pipeline
  3. Follow the process all the time, every time

That’s it!  3 simple steps to more leads.

Here’s what your pipeline should look like:

Leads include anyone that you have information for including name, email and phone number but may not be ready to inquire about your programs or start an FEO at this time. They will require some nurturing.

Prospects are those leads who have indicated they are ready to take the next step through an application for FEO, inquiry form on your site or calling in to ask about your programs.

The 1st Commitment stage is where you qualify your prospects via a discovery call and then schedule them for a Success Session to place them in the correct program.

The Front End Offer stage will indicate a client who is in your entry level program or test drive program such as a trial, challenge or jump start. These clients require follow up to convert to your Core Offer.

The Core Offer stage indicates someone who has joined your regular training services, the Core Offer, in your business. These clients need to be onboarded and followed up with to ensure they stay and refer.

Each of these stages have key actions steps to move on to the next level or disqualify themselves. There is also a timeline for each stage so that you aren’t disqualifying too quickly or leaving an opportunity in a stage too long.

Here’s what that looks like:

Putting your pipeline together, complete with clear follow up steps that include phone, email and text to convert a lead to prospect, prospect to 1st commitment, and 1st commitment to FEO or CO will enhance your current marketing.

Could Your Sales & Marketing Use A Boost?

It’s always helpful to get a second pair of eyes on your sales and marketing processes.  There’s a good chance that you’re leaving money on the table with your current plan and our team here at FR is ready to help you uncover that hidden opportunity in your business.

Schedule a free Discovery Call with a member of our team to learn how we can help you get more from your business.

privacy We value your privacy and would never spam you

 

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[ July 24, 2018 by Fitness Revolution 0 Comments ]

16 Reasons Your Personal Training Business Fails

Every day we meet a new fitness pro who is struggling to get their fitness business to the next level. They are frustrated with their growth, stressed out by their business, and confused about what to do next.

Time’s running out to find a solution for many fitness pros. And when that time does run out we see a lot of great fitness pros leave the industry or never reach the number of people they should because of these struggles.

Here are the not so sweet 16 reasons your personal training business fails…

You Never Learn To Sell

This is one of the first skills you need to develop as a good trainer. Being good at what you do isn’t good enough and simply offering training services doesn’t mean the clients will come. You need to learn how to get people to pay you, and pay you what you are worth, for your professional services.

Listening To The Wrong People

The wrong mentor, coach or advice giver can do some serious damage to a business. They may send you off with a bad strategy or worse give you advice that puts your entire business at risk. You need to pick your mentors and coaches wisely.

Failure To Track Performance

What gets measured gets managed. Failing to measure the performance of your marketing, financials and other business basics will leave you guessing when it comes time to make decisions. You don’t have the time to guess, business is hard enough without making uneducated decisions.  

Not Developing New Skills

When you started training you didn’t know nearly as much as you do now. You developed new skills and methods for delivering results and creating change in your clients. The same focus on personal and professional development needs to occur for your business.

No Cash Flow
The ability to invest in your marketing, your team and your business can accelerate your growth.  But, you’d be surprised how many businesses doing $200,000/year or more in gross revenue don’t have a dime to invest. Store up some cash so that you have a cushion to invest in your business when it’s time. You won’t miss that new piece of equipment as much as you’ll miss not being able to bring in new clients or hire that new trainer.

You Don’t Learn To Manage Your Time

Building a great business is nearly impossible on your own. Eventually, you’ll need to hire and delegate so that you can free up some of your time. But, before you do that it’s critical to learn to manage your own time and priorities.  

Misinterpretation of Systems

Systems don’t mean a checklist and they don’t mean automation. Too many fitness pros try to automate a process or system that should be run by a person because you know, we’re in a personal service industry. Systems should empower the people running them and when appropriate you can automate things to make it easier on the person running it. Examples would be putting clients on autopay for their memberships so a person doesn’t have to track and bill them for sessions.  

You Are Disorganized

As an entrepreneur, you’ve survived in a world of chaos. Doing every job, knowing where everything is and exactly how it should be done. That will be your achilles heel when it comes to building a team and being efficient with your time. You need to have your systems, processes, and business organized to allow others to flourish. Don’t expect them to be able to ‘just figure it out’.

You Hire The Wrong People

Slow to hire, quick to fire. That’s the rule when it comes to building your team. Now that doesn’t mean you should let someone go at the first mistake because often time that’s on you. It does mean that you need a great hiring process, clear expectations for each team member and a process to ensure they are trained to do their job well. Do everything you can to hire, train and retain the right people.

Burnout Blows Up A Business

You only have so much gas in your tank. Burning the candle at both ends, running around with your hair on fire trying to grow your business can’t last forever. Even if you outlast this, most your performance won’t be what it could. Learn to say no to opportunities that aren’t directly tied to your current goals and delegate tasks that you should no longer be doing. Oh, and take some time to recharge. Even if that’s just an afternoon on Sundays.

Bad Partnerships

Partnerships can be great or they kill a business. Most fitness pros bring on a partner for the wrong reasons. Before you take on a business partner get clear in what they will bring, get everything in writing and know exactly what the expectations are from both parties.

Putting The Brakes On Marketing

This industry is too competitive to stop marketing. Many fitness pros get ‘too busy’ to keep up their marketing. Eventually, their funnel of new leads dries up and revenue starts to drop. But, you can’t just turn your marketing back on and hope for immediate results. It can take weeks, even months, for marketing to turn into revenue. Don’t take your foot off the gas….EVER!

Refuse To Let Go

As you grow into a business owner with a team your roles shifts from ‘do-er’ to leader. If you refuse to let go of the technical work in your business, including some of the training. NOT ALL, if that’s what you love to do, but at least some of the training needs to be delegated. Your job now is to get results through other people, which requires a majority of your time is spent leading them.

Growing Too Fast

Have you ever had a client who wanted to progress on an exercise too early? They usually end up hurt and then set back with their progress. The same goes for a business owner who tries to open up another location too soon, doesn’t master the fundamentals at each stage of their business or tries to be an absentee owner too quickly. You have to earn the right to grow as a business owner and that requires putting in the work.

Your Ego Gets In The Way

After you’ve seen some success its easy to drink a little too much of your own Kool-Aid. If you think you’ve got all the answers and that you ‘know better’ things are eventually going to catch up with you. You’ll avoid addressing pressing issues or being real about the issues in your business. You need to be in a constant state of learning and growth.   

Business Doesn’t Evolve

The market is constantly shifting and changing if you don’t adapt your business will suffer. Doing things one way because that’s how you’ve always done them is a surefire way to eventually go out of business. Many giants have fallen, such as Blockbuster, because they refused to adapt. Your small business is even more sensitive to market shifts.  

BONUS: You Don’t Get The Support You Need Fast Enough

Every single successful business owner and entrepreneur finds mentors and coaches to help the learn and grow. You should look at this as an investment in your future and your success, it’s not an expense. In fact, you can’t afford to not find a mentor or coach. If you want to learn how FR can help you and see if we are a good fit, schedule a Complimentary Discovery Call with a member of our team. We’ll figure out if any of these 16 things are occuring in your business and help you address them quickly.

Schedule Your Discovery Call

 

 

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[ July 17, 2018 by Fitness Revolution 0 Comments ]

How to Grow Your Personal Training Business

If we’re having a conversation exactly one year from today, and you had to look back over the past 12 months, what would have needed to happen over that period of time for you to be happy with the growth in your personal training business?

Take a minute and really think about your answer…

It’s easy to think about where you need to be in order for you to be happy with your success, but the challenge comes in figuring out the plan to get there. And more importantly having the accountability to execute that plan!

There are 3 elements of success in a personal training business. This is the trifecta for growth in your business and accomplishing big things in your business.

3 Elements of Success For A Personal Training Business

From our experience working with hundreds of personal training business and fitness business owners these three elements will put you on the fast track to success:

  1. Live Events
  2. Support from a peer group
  3. Support from a coach

Live Events

One of the most powerful experiences you can have is attending a well run summit, conference or workshop.  

“Stepping away to work on developing your business in a live, hands on environment will create breakthrough moments for you.”

The first step in learning how to be successful and what it takes to grow your personal training business is putting yourself in a growth environment where you can learn from experts. Live events not only give you the chance to learn new strategies but you also get to see what’s possible by surrounding yourself with other like minded business owners.

Our most successful coaching clients attend two events per year.  The first is a Live Coaching Meeting designed to help the accelerate their business growth and the other is the Elite Fitness & Performance Summit.   

Momentum grows when you attend live events and the relationships that are developed help develop a strong, supportive community for you.  

Support From A Peer Group

You’re not in this alone!  There are other personal training business and fitness business owners out there who are dealing with the same challenges as you.  The trick is finding them and leveraging them to help you grow as a business owner.

You share common issues, challenges and opportunities. A strong peer network is a critical element to your success. Engaging with them will make life much easier for you.

“FR has streamlined our growth and allowed us to be a business with measurable goals and a direction that is leading somewhere we can see.” 

-Trevor Warnke, Athletic Revolution Mundelein

Your network will give you the power to “see what’s coming next”, essentially to predict the obstacles you’ll be facing before you get there. The experiences of the other business owners can be a valuable asset if you engage.  

WARNING: Make sure you find the right peer group. Not all are created equal!

The combined experience and knowledge of your peers and the lessons you can learn from them for bigger, faster growth for everyone. Always try to ‘level up’ with your peer groups and in your network. Aspire to connect and share ideas with those who are more successful than you or are where you want to be.  

Support From A Coach

You’ve probably experienced some level of chaos in your business. You’re on the verge of being burnt out, feeling as if you can’t add one more thing to your plate. Finding time to spend with your family or friends seems impossible and you may feel like you’ve hit a ceiling in your business.

You’re in a never-ending cycle of going to work each day but have lost sense of your true purpose.

 

You know there are solutions to your problems and answers to your questions. You tell yourself “it doesn’t have to be like this!” but struggle to create the solutions on your own.

That’s the beauty of a business coach for your personal training business. They provide an extra set of eyes that can give you a fresh look at your challenges and help you see the opportunity in your business.   

A great coach will help you do the following 3 things, in this order…

Step 1: Get Control

The first thing any great personal training business coach will do is assess your business and help you prioritize the actions that will produce the best results. You need to get control of the chaos and start freeing up some of your time and energy so that you can focus.

There’s a good chance your coach will be be very ‘hands on’ during this portion of your time together. You’re going to need a clear plan of action and accountability to get the job done. Your coach should work with you to ensure you’ve got healthy cash flow, your marketing is improving and there are no critical warning signs in your business.

Step 2: Build the Machine

Now that you’ve freed up energy to focus on your long-term vision for the business, it’s time to start building the machine. You’re beginning to sense momentum in your business.  Marketing efforts are more productive, your revenue is growing and there are far less fires and emergencies that arise in your day-to-day.

Your coach shouldn’t let you relax too much at this point. The real work is just getting started!  Don’t confuse the reduced chaos with success, now you have to implement the systems and structure within your business that allow it run like a well oiled machine.

This is where your coach should make systemization simple. Your systems will empower the people in your business to do great work and you’ll start to feel a sense of accomplishment each day.  

A coach will help you spend more of your time on the things you love doing and it’s paying off for you!

“I felt I was in the same spot I was when I opened the business four years prior. I was busy. I was doing alright financially. But I could not envision what the future of my business was going to be like. I was worried that I was just going to continue to be a trainer with a studio to train clients rather than a trainer with a business.

FR helps me evaluate the state of my business—performance numbers I should be looking at, who is my ideal client, who I should be marketing to, and what systems if any did I have in place. And then they helped me establish a vision for the future of my business.”

-Rich Ruffing, Accelerated Fitness  

Step 3: Run an Aligned Business

Your relationship with a coach should be transformative, but it can take time. At this point it’s time to make the leap from fitness pro and grow into an entrepreneur and leader for your team.

Because of the plan you and your coach have implemented your business is working as a cohesive unit, with clear purpose and direction. Your vision is defined and goals are clear.

You should sense incredible momentum and have the ability to evaluate more opportunities instead of dealing with constant problems. Most importantly, you’ll see issues early and be prepared to address them quickly.

This isn’t the end for you though…it’s simply the beginning! It’s the beginning for your newly aligned business and the opportunity for you to grow as a leader. To keep the momentum going you’ll use the system your coach has taught you (they do have a system right?) in your business consistently. Now your focus is maintaining alignment and making faster progress towards your vision.

Now no level of growth seems out of reach!

Your 12-Month Roadmap

We started this blog post with a simple question…

If we’re having a conversation exactly one year from today, and you had to look back over the past 12 months, what would have needed to happen over that period of time for you to be happy with the growth in your personal training business?

There’s a good chance that you can clearly see what you want your business to look like and what you want it to do for you. The challenge always comes in creating (and sticking to) the plan to reach those goals.  

You don’t have to do it alone!  Fill out the form below and schedule your complimentary Discovery Call to find out if we can help you build that plan and get it implemented quickly.

FREE 60-minute Coaching Call Application

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ArticlesFor Business Owners
[ July 10, 2018 by Fitness Revolution 0 Comments ]

10 Reasons You Need To Be At The Elite Fitness & Performance Summit 2018

If You Ever Wondered What It Takes to Create A High Powered, Cash Generating Fitness Business That Allows You To Live The Life You Want, You Are Not Alone

A world-class fitness business that pumps out predictable revenue and doesn’t drive you insane trying to manage all the chaos is a fantasy that many fitness business owners and fitness pros only dream of. Having a multiple six, maybe even a seven-figure fitness business can seem like an unattainable business target only achievable by the superhumans you see on social media.   

While contemplating multiple locations, building sales funnels and taking several weeks off to spend time on vacation with family may seem like goals for the elite, many fitness business owners struggle with the day to day challenges of running a business. If you resolved those issues you could create a substantial impact on your business, growth, and career.

  • How do I attract more quality leads and build my business with Ideal Clients?
  • How do I sell my training at the price I deserve without selling out and being a sleazy salesperson?
  • How can I automate more of my business so that I don’t have to spend 18 hours a day running around with my hair on fire trying to manage the chaos?
  • How I can predict my sales and profits so that I can run my business?
  • How can I build a reliable team of ‘A Players’ who help me grow my business and build my culture?
  • How do I lead a team and become a fitness entrepreneur?

The answers to these questions elude most fitness business owners for their entire career.

That is, until now…

For the past 12 years Fitness Revolution has been helping fitness business owners implement strategies that grow their business and develop the skills needed to reach their full potential as a fitness entrepreneur. From the startup fitness business to well-known gyms that appear in the Men’s Health Top 10 Gyms list, FR has helped them all.   

Many fitness business owners wonder how they can achieve more in their business without having to kill themselves doing it. Because of this, FR hosts the Elite Fitness & Performance Summit each year to provide you with TWO full days of strategy and innovation for your business.

If you’ve have ever wanted to the chance to learn from the best in the industry join the Fitness Revolution Team and our top industry experts to learn how to IMMEDIATELY transform your business with more sales, greater efficiency, and more profits, YOUR opportunity has finally arrived…

Book Your Ticket Now

For Business OwnersStage 2Videos
[ June 28, 2018 by Fitness Revolution 0 Comments ]

Fitness Revolution’s Impact Explained: “How I doubled my personal income”

Imagine being able to get a structure in place to run your business that not only allowed you to get more done, grow your team and eliminate stress but also double your personal income?

That’s exactly what Nemiah Rutledge, owner of Body Paradox, was able to do after working with Success Coach Pearla Phillips in the High Performance Coaching Program.  It wasn’t always easy for Nemiah! He almost lost two previous companies and felt like he wasn’t an effective business owner. Now, with just a little work, he is taking over northeast Florida as the top provider for corporate fitness.

Here’s what Nemiah had to say about his journey (and success) with Fitness Revolution:

Skip right to 3:38  to hear how Nemiah went from barely being able to barely pay his bills to doubling his personal income and paying his employees good salaries.   

Ready to Transform Your Business?

Take the first step to your business transformation and schedule a complimentary call with a member of the FR team today. We’ll do a quick assessment of your business and create a plan for your success. Fill out the form below to schedule today, spots are limited so act now!

FREE 60-minute Coaching Call Application

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For Business OwnersStage 1Videos
[ May 17, 2018 by Fitness Revolution 0 Comments ]

Effective Personal Training Sales Strategies

Most fitness pros hate selling. You probably assume people should want to pay you for training because you’re great at what you do and deliver results. Unfortunately that’s usually not enough to get them to commit to investing in your services.

Here are 3 personal training sales strategies to help you grow your business…

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[ May 8, 2018 by Fitness Revolution 0 Comments ]

10 Reasons Fitness Pros Should Attend Live Events

It’s easier than ever to access information from experts all over the world. Blogs, podcasts, YouTube and social media make everyone and everything accessible. Which makes you think long and hard about attending a live event, conference or summit.

When attending a live event you have to fork out travel expenses, hotel, food, time away from the business and time away from family. There’s no question it is an investment. The determining factor is the return on that investment.

After running a 3+ hour workshop for sports performance and youth fitness business owners at last weeks IYCA Summit I did a little reflecting on the benefits of getting to these live events for a business owner. Here are my top 10 reasons you MUST get to live events if you want to succeed.

10 Reasons You MUST Attend Live Events

  1. It gives you the chance to connect, in person, with other people who are going through the same challenges and facing the same difficult situations as you.
  2. You have the opportunity to feel connected to a community bigger than yourself that can motivate you and inspire you take bigger, bolder actions to grow your business.
  3. There is no better learning environment than live, in-person learning from experts all over the world. You’ll naturally absorb more information at a conference or summit than you will online.
  4. You get the chance to escape the day to day rigors of running your business to focus on growing your business. The space this creates will allow for faster and bigger growth. Learning online in between sessions and then jumping right back into your routine kills some of that creativity and momentum.
  5. The content and knowledge being shared at live events is cutting edge and innovative. Much of what you see online is created after this information has been shared to audiences all over the country.
  6. You get the chance to connect with the experts and ask them questions. Emailing back and forth or connecting on social media is great, but being able to look a presenter in the eye, shake their hand and have a fluid conversation can’t be beat.
  7. Just ONE idea from a live event can dramatically impact your business. You don’t need to absorb everything from the event, you only need ONE big idea that will transform your business.
  8. You get to cut loose and have some fun! You work incredibly hard to grow and run your business. Attending these events allows you to kick back with other like minded individuals and have a little fun. You’ll go back rested and recharged.
  9. Your commitment to your craft and personal development can be used to position you as an expert. Showing your clients and target market that you are growing as a fitness and business pro helps you stand out among the trainer who’s biggest concern is running the rack for bicep curls on a Saturday.
  10. You’ll open your mind to new possibilities. It’s easy to get stuck in your own little world, running your business and gridding away. Stepping away for a few days allows you to see what’s possible in terms of growth in your business and for yourself. Your mindset will shift and growth becomes easier because you are able to think bigger.

If you aren’t willing to invest in yourself how can you expect your clients to invest in themselves with you?

The Elite Fitness & Performance Summit 2018 is the #1 event for Fitness Business Pros! If you want to level up as a business owner and grow your business then this is a MUST attend event. Save $100 on your registration and get $1,036 in bonuses by registering today.

ArticlesFor Business OwnersStage 2
[ April 26, 2018 by Fitness Revolution 2 Comments ]

The Fitness Business Marketing Rx

You can consistently and confidently attract high-quality clients. All you need is the right fitness business marketing prescription. A marketing plan isn’t a random compilation of marketing ideas and tactics done inconsistently. Yet, many fitness business owners and personal trainers do exactly that and hope to get more clients.

If you witnessed a trainer randomly running around from machine to machine, from the dumbbells to the squat rack, performing a bunch of different exercises with reckless abandon you’d raise an eyebrow and think “what a joke…”

A great fitness pro would lay out a program, with specific exercises, rep schemes, etc to deliver the desired result for the client.

Now, think of marketing as the program and the client as your business…

You need a specific plan, with the right exercises and volume to hit your sales goals and growth goals for your business.

PLEASE STOP RANDOMLY MARKETING!

While you may feel like you’re staying busy it’s not producing results. Over the past few years I’ve been teaching the Triple A Marketing Method and building marketing plans for business owners. After hundreds of reps and watching the results come in I’ve got a pretty specific marketing prescription that I recommend…

The Referral Rewards System

You must be able to get your current client base to perpetuate your growth. You’ll see evidence of this in a lot of the activities I’ll be prescribing to you today, but the easiest and most direct way is via referrals.

Most referral programs underproduce or fail because they are very passive. To have success you need your program to reward, acknowledge and stay top of mind. An effective referral rewards program is promoted consistently through recognition of the referring clients.

Your Marketing Rx: Instead of passively waiting for referrals to come in set a target for the number of referral requests you’ll ask for each week.

Testimonial Collection

The next best thing to a referral is a client testimonial. This provides social proof to use in your marketing. Great testimonials tell a story. They allow your target market to see that you understand their problems and can help them get the results that you want.

If you’re looking for examples of great testimonials watch a late night infomercial for a fitness product. They are full of success stories that move people to take action.

Your Marketing Rx: Ask for at least one testimonial each month

Social Media Marketing

There has never been a time where building an active audience is easier than it is right now. And that’s all because of the power of social media.

Social media gives you a platform to share your ideas, connect with your audience and showcase what you do. The use of stories and video allow you to literally have your own reality TV show channel without all the crazy drama (I hope!).

Instagram is the channel that you should focus on for the time being, especially with your free content.

Your Marketing Rx: Post at least 3 times per week to your feed, using hashtags (do your research) to build your following. Add to your story every day, at least 3 times per day to communicate and connect with your current following.

Facebook Ads

The changes at Facebook recently have caused a bit of a stir, but I don’t think they are cause for panic. What you’ll notice is your organic reach for business and fan page content will go down and ad costs are going to continue to rise.

But, that DOES NOT mean you avoid running Facebook ads. It means you need to dial in your marketing message, spend your marketing budget wisely and focus on your follow up to make the most of the leads you get.
The mistake you want to avoid is selling directly through your FB ad. Instead, the goal of your ad is to acquire a lead or prospect via an opt in form or application. Let your follow up and sales process convert them to a paying client.

Your Marketing Rx: Run ads constantly, rotating between ads to build your email list and ads to promote a Front End Offer application. AND FOLLOW UP RELENTLESSLY!!!!!

Email Marketing

This is something I’ve preached about for years and very little has changed. Every single personal trainer or fitness professional should have an email list. Email is still the best and easiest way to communicate and sell to your audience.

The key to making email marketing work is sending valuable content on a consistent schedule.

Your Marketing Rx: Email your list at least once per week. One out of every 4 emails should be a direct promotion to your Front End Offer. Add every lead you get to your email list and ask your network if you can add them as well.

Networking

“Show me your friends and I’ll show you your future…”

That’s a biblical concept with serious business application. Your ability to add value to others, connect with powerful people and have a presence in your community will dramatically improve your business growth.

When I was growing my fitness business I never turned down an opportunity to attend an event. It didn’t matter if it was a networking event, Chamber of Commerce event, charity gathering or a client’s party. My presence at these events allowed me to rub shoulders with key members of the community and connect with other business owners who opened up doors for me.

Not to mention if you have clients at the event they will always introduce you as “This is my personal trainer…” That’s nearly as good as a referral.

Networking with a purpose can transform your business. Even for introverts 🙂

Your Marketing Rx: Add 3 new people to your network each week and connect with 3 of members of your current network.

Putting It All Together

You may be looking at this list and feel overwhelmed. Or maybe you think you’re already doing all this and not getting results. Or, you could need a little more detail to get things going.

If any of those sound like you make sure you book your ticket to the Elite Fitness & Performance Summit 2018. I’ll be taking a deep dive into the Fitness Business Marketing Rx and bringing in experts on many of these topics to show you exactly how to explode your business growth with them.

Get Your Tickets Now

For Business OwnersStage 2Videos
[ April 19, 2018 by Fitness Revolution 0 Comments ]

Personal Trainer Email Marketing Plan

Email marketing is an underutilized marketing tool for personal trainers. If you’ve put off starting your email newsletter or don’t feel like you’re getting the most out of your email marketing watch this short video for a few tips on setting up, building, and leveraging your email list.

In the video we’ll cover:

  • Why many personal trainers never get started with email marketing
  • How to overcome your fear of writing
  • What email autoresponder system to use if you need to get started
  • How to create content that your list loves
  • A schedule for using email marketing to get new clients
  • And much more!

ArticlesFor Business OwnersStage 1
[ April 17, 2018 by Fitness Revolution 0 Comments ]

How To Sell Long Term Memberships To Your Personal Training Clients

The Key To Selling Long Term Memberships For Personal Trainers

Is it getting tougher to sell long term memberships to your personal training or group training clients?

Maybe, there is definitely a trend in the market to move towards less commitment and more flexibility. You can’t ignore that. However, you also can’t ditch long term membership plans all together because selling them is a bit more challenging.

I still think there is a need, and people are willing to commit, to a service over extended periods of time.

Your Membership Options

A big mistake that I see fitness business owners and personal trainers making with their long term agreements is offering too many options. This only confuses the potential new client and makes their decision more difficult. Creating that friction results in fewer sales, which can be perceived as prospects not wanting longer term commitments.

To keep things simple create JUST TWO membership length options. A month-to-month option with a 30 day cancellation and a 12 month or longer membership option with an automatic renewal.

You can then prescribe the set number of days that is best for that individual client to achieve their results in the appropriate period of time. You can offer them 1, 2, 3, or even 5 day per memberships.

Allowing flexibility to adjust the number of days as needed will make people more comfortable with committing long term and keep your clients around longer.

Why not 3, 6, and 12 months?

Well, from my experience you sell a majority of the 3 and 12 month memberships when offering 3 or more term lengths. There is very little upside to a 3 month over a month-to-month commitment for your business, at least financially. So, make it as easy as possible to do business with you and keep it simple.

Pricing Your Programs

Here’s the second big mistake that personal trainers make when building their membership or pricing options. You discount your long term memberships, essentially accepting to get paid less for the program that you feel is best for that client.

Is there a better way?

Of course! It’s a simple mindset shift on your part as a business owner. When setting your prices you will price your longest term membership at the rate you want to make for delivering your services. Then you charge a premium for anything shorter. This premium can be anywhere from 5-20% depending on how you want to position the programs.

To the customer this will be perceived as a discount, but you are protecting yourself from discounting your services and falling below your profit goals. That’s a win-win!

Prescription Vs. Price Sheet

Finally, if you want to sell more long term memberships you need to prescribe the right program for the client. Avoid using a price sheet or showing your client all the offerings you have and prices during the close.

You don’t go to a doctor and ask to see a list of all the prescriptions that may cure your illness or make you feel better. They write it out, you get it filled…end of story. Every so often you may ask for another medication because the one prescribed is too expensive or doesn’t agree with you. In that case your doc will prescribe another medication or generic form to meet your needs.

The same is true with closing a personal training sale:

  1. Prescribe the best program for that person
  2. Let them object or accept
  3. Handle objections if needed
  4. Deliver the results

If you feel that a 12 month, 3 day per week program is the right fit for a prospect and let them that is what you are prescribing to help them reach and sustain their goals you have now shame in presenting that offer to them.

Any objections that come up can be easily addressed with a different offer such as month to month, 2 days per week or some other alternative.

The alternative route of handing over a price sheet and saying “which program do you think you want to do” takes you out of the driver’s seat. Your prospects are seeking your expert recommendation not someone to provide them a smorgasbord of options that make no sense to them.

Upgrading Memberships

One final tip for you…

Signing a client to a month-to-month doesn’t mean a life sentence of higher monthly payments for them. Get a system in place that cues you or your team to upgrade a client who has had a great experience and got good results after 2-3 months to a 12 month membership.

Not only will it save them money each month but you have extended out the lifetime value of that client for your business.

If you need to get away from financial reasons, it also means you get to work with this client longer to ensure they stay on track and turn it into sustainable results.

Long Term Memberships Are Still The Way To Go!

It may require a bit more sales skill and finesse on your part to sell long term memberships to your clients, but it is well worth the trouble. Not only will it provide more security and stability in your business but it reduces the stress you have as a business owner.

I can’t imagine having to worry about losing a large majority of my clients month after month.

Oh, and one final tip! Either of these memberships options I’ve suggested set you up to establish a foundation of autopay or EFT revenue for your business. You’ll save time chasing down payments and have a good sense of the revenue to expect month after month in your business.

This confidence in your revenue, without having to re-sell or sell new clients, allows you to make better decisions for your business. Not to mention, if you can build up your autopay revenue to cover your expenses, the reduced stress you’ll have as a business owner.

Get The Top Sales Course For Fitness Pros

If you want a system that allows you to easily sell long term memberships for your fitness business then look no further than the FR Sales Process course. Inside you’ll discover a simple sales system that ANYONE can use to grow their business.

For Business OwnersStage 1Videos
[ April 12, 2018 by Fitness Revolution 0 Comments ]

How To Increase Lifetime Value of Your Personal Training Clients

Every personal training business leaves hundred, if not thousands, of dollars on the table each month.

New sales aren’t the only way to increase revenue, increasing the lifetime value of your personal training clients can have a dramatic impact on your business.

Join The EFPS 2018 Waitlist Now

For Fitness ProsStage 1Videos
[ April 5, 2018 by Fitness Revolution 0 Comments ]

Retention Strategies For Personal Trainers

Trying to fill a bucket with a bunch of holes in it can be incredibly frustrating. But, that’s what many personal trainers do in their business. Retention for personal trainers is critical, especially if you want rapid growth.

Keeping clients around not only allows you to make a bigger change in their fitness and health, but it provides stability and security in your business. Every new client you bring in adds money to your bottom line, unless that client is simply replacing a lost client.

Here are a few strategies to improve retention for personal trainers….

For Business OwnersStage 2Videos
[ March 9, 2018 by Fitness Revolution 0 Comments ]

Grow Your Fitness Business

?Make Your Dream Business A Reality…

Mitch Rothbardt, Castro Valley Fitness, has gone from part time trainer working an office job to pay the bills to being able to realize his dreams. Now he’s running a successful, multiple 6 figure fitness business full time.  Learn how he did in this short video…

Let Fitness Revolution Help You Create Your Dream Business…

Complete the application below and schedule a compimentary coaching call to find out how we can help you!

FREE 60-minute Coaching Call Application

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For Business OwnersStage 3Videos
[ March 8, 2018 by Fitness Revolution 2 Comments ]

5 Keys For Fitness Business Success

Increase Sales, Profits & Performance By Discovering These Skill Sets

Making the transition from trainer to business owner is challenging.  You’re going to face numerous roadblocks and challenges along the way, probably even fail a few times.

That’s all part of the process!  Here are 5 keys to building a successful fitness business…

Want To Shortern Your Learning Curve?

Complete the application below to schedule a complimentary coaching call with a member of the Fitness Revolution team to figure out how we can help you reach your biggest goals faster!

FREE 60-minute Coaching Call Application

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[ March 6, 2018 by Fitness Revolution 1 Comment ]

The Fitness Pro’s Guide For Business Success

How To Overcome The Biggest Challenges You’ll Face As A Fitness Business Owner

It’s nearly every fitness pro, personal trainer and strength coach’s dream to one day have their own gym and be their own boss. Unlike the path to getting certified and securing your first job as a trainer, a business owner’s journey is not clearly defined.

That leaves many fitness pros jumping in head first and modeling what looks like success of the people that they admire. You’ll run the same programs as the presenter you admired at a big fitness conference or try to recreate their gym and culture as your start up business without having an idea how they actually built it in the first place.

Without trying to put a damper on your dreams, it’s important that you understand running a business and starting a gym is incredibly challenging. And the challenges don’t stop once you’ve got a few clients. At every level you experience new challenges and issues that you have to overcome to reach the next level of success.

It’s a lot like a video game. There are levels with increasingly difficult milestones to hit or bosses to beat if you want to advance. And just because you didn’t advance on your first try, or maybe you’re completely happy at the level you’ve reached it doesn’t make you a failure.

In a previous article I’ve laid out the Journey of A Fitness Business Owner. That will serve as a great supplement to this article as you build your own successful fitness business.

We’re going to take a deep dive at what’s required for you to navigate this competitive industry and find the success you want. Your chances for success increase greatly by following along and implementing the ideas, strategies and concepts that I’ll be sharing.

The biggest mistake you can make is assuming that you have the most basic skills and competencies covered in your business and jump too far ahead. Do a quick ego check and truly evaluate your business.

Ignoring areas of your business that could cause or are causing problems won’t make them go away.  It also won’t make it sting less when they manifest themselves in your business.

The goal isn’t to put a quick fix in place for some of these challenges or to build out everything in your business all at once.  The goal is to be a little better tomorrow than you are today.  

“Nothing Happens Until A Sale Is Made”

That quote has been attributed to a number of people including Peter Drucker and Thomas Watson. As a fitness pro you may be a little put off by it, maybe even offended. If that’s the case, lean in to that discomfort a little bit. Why do you think it makes you feel that way?

Most fitness pros avoid selling like the plague. You get uncomfortable asking to be paid what you’re worth for something you’d probably do for free.

Those uncomfortable feelings, and negative mindsets around sales and money are the biggest cause of failure for fitness pros in the earlier stages of business. Without being able to generate revenue your business cannot survive.

You’ll hear things like…

“I don’t want to be too salesy”
“I’ll let my experience and expertise sell for me”
“I’m an introvert”

These are all simply excuses for not selling and display a person’s misunderstanding of sales. Selling ethically means that the customer invests in your services on your terms and both parties (you and them) are happy with the exchange.

The biggest shift that you’ll have to overcome is understanding that you aren’t selling workouts or nutrition coaching to someone. You are selling the idea of a transformation to them and that the best way to accomplish that transformation is with your services.

Sales isn’t a talent that you either have or don’t. You can develop sales skills and that is best done by having a process to follow. You reply on a training process to deliver results for your clients, so let’s put a sales process in place to generate results (revenue) for your business.

The Fitness Pro’s Sales Process

Your foundational sales process should be simple. Trying to use advanced closing techniques or overcoming objections by using NLP is a mistake when you’re first starting out.

Let’s breakdown the steps in your sales process:

  • Acquire A Prospect
  • Discovery Call
  • Success Session
  • Front End Offer Delivery

Acquire A Prospect

Prospects are potential clients that have indicated an interest or inquired about your services. Someone filling out an application, calling you from your site or filling out your contact form on your site are all prospects.

The biggest difference in a lead and a prospect is their interest level. Many times a lead will become a prospect by the act they took to engage with you. Other times a lead will have to be nurtured to become a prospect (i.e. a person on your email list stays there for months before replying back to ask about your pricing).

Discover Call

Now that you’ve got a name and contact information, both email and phone is best, you can begin to qualify this individual. Typically this happens through a Discovery Call, or a quick 10-15 minute conversation, between you and prospect to determine if you should take the next steps.

During this call you want to control the conversation. The prospect will have questions about your service, and it’s perfectly acceptable to answer those questions, but you should control the dialogue. If you don’t the prospect will ask questions like “how much does it cost to work with you?” and “what do you do?”

As a skilled sales person you’ll take control by asking a lot of questions about the prospect and their goals. You want to find out why they want to hire you, what their end goal is and how they plan on making their decision to hire a trainer or not.

Controlling the conversation doesn’t mean you talk the most! You want to ask questions to steer the Discovery Call and get the info you need, but the prospect should do 80% of the talking.  At the end of this Discovery Call the ideal outcome is to schedule a Success Session, FR’s lingo for consultation, and meet with the client 1-on-1 for a more thorough evaluation.

The Success Session

This is your chance to shine and really connect with the potential prospect.  However, the focus still needs to be on the prospect and their goals.  Simply trying to wow a prospect with your knowledge and expertise won’t guarantee a closed sale.

There are 4 parts to a Success Session:

  1. Engagement
  2. Discovery
  3. Value Building
  4. The Close

Each of the 4 parts has a defined purpose and sets up the parts that follow.  Skipping part of the process, reordering the parts or ‘winging it’ all lead to unpredictable results with sales.  Trust the process!

Engagement is all about creating a connection with the prospect, finding common ground and establishing rapport.  This is your chance to throw in a little small talk and get the prospect feeling comfortable with you.  The more comfortable they are with you the better chance of them being open and honest in the next part of the Success Session.

Discovery is where you spend most of your time.  This is about finding your prospects pain, the emotional reason they want to hire a trainer or coach.  If you can get the prospect to paint you a clear picture (with their words of course) of how they see and feel about themselves now and how they see and will feel about themselves once they’ve reached their goal you’ve done a great job!

You aren’t trying to solve their problems during Discovery.  Don’t wow them with how you will fix the pain and get them to their goals, just let them talk to you about their challenges, obstacles and issues.

Value Building is your place to shine!  Now that you know where someone sees themselves and where they want to go, as well as their biggest challenges, it’s easy to create a clear path for them to reach their goals.  Show the prospect how you’ll help them and get them to their goal while avoiding the obstacles that are holding them back, but do it using layman’s terms.  

Finally, you’re all set to close.  This is where you get the commitment from the prospect to pay for your help.  If you’ve followed the process up to this point you’ve got a great chance at winning a new client.

There are two options here:

  1. Sell your Front End Offer
  2. Sell your Core Offer

The easiest route is to sell the client on your trial, jump start or entry level offer to ‘test drive’ your services.  This is a lower cost, low barrier to entry program that allows them to experience what you can do for them without having to make a big commitment.

You’ll have a lot of success by selling through your Front End Offer.  However, you must put another conversion conversation in place to ensure the commitment of the prospect into your Core Offer (primary, full priced service).  Many fitness pros mistakenly assume a client in their Front End Offer will automatically want to join their Core Offer.

Closing doesn’t have to be complex or complicated.  A simple A/B close technique is all you need to have success.   

It goes something like this “Mrs. Jones, based off what we’ve discussed today the best program to help you [list goal] is going to be our personal training program.  You can either start out at 2 days per week or 3 days per week and our clients that get the best results commit to 12 months of working with us.  Which of those two programs would you like to get started with today?”

You’re going to get questions and objections.  That’s okay, take a deep breath, stay calm and address them.  As long as you don’t get a direct “NO!” from a client you’ve still got a chance to close the deal.

Front End Offer (FEO) Delivery

If you get a prospect that needs to go through your Front End Offer before committing to a longer term commitment you need to put a few steps in place to increase the chances they stay around.

The most basic step to put in place is a scheduled follow up Success Session with them for 3-5 days before their FEO ends. This should be scheduled at the time of the initial Success Session. Creating this opportunity to convert the FEO client into a Core Offer (CO) client, address their questions and present your offer to them is critical.

Throughout the FEO you should have 2-5, depending on the length of the FEO, touch points in place to communicate with and check in on the FEO client.

Advanced Techniques

The simple process above will be enough to help you reach your initial goals.  As you get more comfortable selling you can add to your sales toolbox and develop advanced techniques and sales skills.

Upfront Contracts, alternate closes, reversing strategies, questioning techniques and others will compliment your basic process, not replace it.

The Fitness Pro Marketing Plan

Any effective plan requires a good strategy and disciplined implementation.  Expanding your reach, building your brand and positioning your fitness business isn’t done through random acts of marketing.  

It doesn’t matter if you are a one person show or have a team of trainers working for you in your business, marketing is mandatory for success.  There’s good news though! Marketing doesn’t have to be complex or confusing.

Great marketing begins with a strategy, aligned to support your business’ overall objectives and accomplish your business goals.  So, what goes into a great marketing strategy.

Your marketing strategy should include:

  • A defined Core Offer
  • Ideal Client Profile
  • Local Market Positioning

These 3 components create the foundation for your marketing plan.  Investing the time to create a solid foundation will produce better long-term results for your business.  But, you don’t need a perfect marketing strategy in place to begin marketing.

Defining Your Core Offer

The mistake many fitness pros make in their business, especially when trying to generate enough revenue to keep the lights on, is offering too many services and programs.  Being a jack of all trades and master of none will burn you out quickly.

Your Core Offer should be the thing you’re best at in your business.  You’ll be building your business around this service.   It gives you a focal point and purpose for your marketing activities.

This doesn’t mean you can only have one offering in your business, but you should have one primary offering that allows you to grow and scale your business.  Supplemental programs can also support your business growth, but won’t be your focus.

As your business matures you can expand your Core Offerings and open up new revenue streams for your business.   Until then, relentlessly focus on growing your Core Offer.

Ideal Client Profile

Your Ideal Client is the prototype of the individuals that you will build your entire business around.  This doesn’t mean that you will only accept your Ideal Client, but your marketing will be set up to find and attract this Ideal Client.

It seems counterintuitive to zero in on just one profile.   By focusing your Ideal Client Profile on one person you are better able to imagine their pains, needs, challenges, objections and lifestyle to market effectively.    

Your Ideal Client Profile covers the following:

  • Name
  • Gender
  • Age
  • Profession
  • Income
  • Marital Status
  • Family
  • Hobbies
  • Interest
  • Car
  • Education
  • Goals
  • Challenges
  • Buying Process

Bring it all together by including a picture of your Ideal Client.   This allows you to tell your Ideal Client’s story and use that story in your marketing to attract them.   When you’re done you’ll know where to find your Ideal Client, what marketing channels to use and how to market to them.

Local Market Positioning

Your ability to answer the question “Why should a customer choose your business over someone else’s?” can make or break your marketing.   You need to know what makes you different and how to communicate that message via your marketing.

Your Local Market Positioning should:

  1. Differentiate your service from the competition
  2. Address important customer buying criteria
  3. Articulate key service characteristics

This can be accomplished by creating a list of differentiators and a powerful positioning statement. You’ll spend quite a bit of time refining and perfecting your differentiators and positioning statement.   

You want 3-5 differentiators, that when put together, make your business unique and stand out from the competition.  This is done by brainstorming a list of the features, benefits, and statistics in your business.  

Once you have your list filter it by running it through the key buying criteria of your Ideal Client.  The goal is to get a solid list of 3-5, that when used together make you the obvious best choice for your Ideal Client.  Craft these up into statements that clearly communicate the importance to your Ideal Client.  

Your positioning statement is like a verbal calling card.  It will address who you are, who you help and how you help them.   You’ll have to work through a few versions to get to your final, impactful version.

Here’s an example:

“For men who want to lose 20 lbs or more Fitness Revolution is a personal training studio that helps them regain confidence, lose that spare tire and feel 10 years younger in less than 2 hours per week in the gym using our SHRED training program.”

That clearly addressed the needs and concerns of a busy guy that needs to lose 20 lbs but doesn’t want to spend a ton of time in the gym.  It also prompts questions such as “what is SHRED” and “how do you do that” which create conversation opportunities.

Building A Marketing Plan

Random acts of marketing won’t produce great results.  Unfortunately, that’s exactly how many fitness pros approach their marketing plan.  They do a few things here and there when they have time and if things get a little slow in the business they panic and ramp up marketing activity.

What if you had a more systematic and calculated approach to marketing?

That’s exactly what the Triple A Marketing Method does for you and your business.  It helps you drill down into focused activities to drive your lead generation.  The three A’s of the Triple A are Assets, Arsenal and Action.  

Once we’ve identified your action plan you can focus on those key activities and plug them into a marketing calendar that will help you organize your promotions and key marketing initiatives for the year.

Now, I get that this isn’t some fancy funnel or Facebook Advertising hack.  Those can be included in your marketing plan, if you have the budget and skills to get them implemented.  However, they aren’t the only way to grow your business.  

Evaluate Your Assets

Assets are resources, skills or people that are present in your business. By focusing on your strengths and assets that already exist we can get things off the ground a lot sooner.  Review your business, your team and yourself to determine your assets.

Here are some ideas:

  • Unique ability to network
  • A valuable network in your community
  • Enjoy public speaking
  • Copywriting skills
  • Money to spend on marketing
  • Technology skills (building web pages)
  • FB following
  • Email list

Take an inventory of all the assets available to you and include your team members if you have them. Once you have your list, prioritize the top 5 that you plan to leverage to enhance your marketing.

Build Your Arsenal

Your marketing arsenal includes the array of ways that you will generate leads in your business.  Arsenal items are typically the tactical marketing methods that may already be familiar to you such as referral rewards, Facebook marketing, and networking.   

There should be continuity between your assets and your arsenal items.  For example if you didn’t list public speaking skills as an asset then running workshops or seminars probably shouldn’t be in your arsenal.

To complete your arsenal you need to pick AT LEAST ONE arsenal item for each of the three channels of marketing.  This includes an internal channel, online channel and offline channel.  By diversifying your efforts you’ll create maximum exposure and your activity will be enough to support your marketing goals.

You’ll be better served by doing a few things really well rather than doing a mediocre job on a few things.  For example, if you only have $50/mo to spend on Facebook ads you should probably use that money in another channel because you won’t be able to drive enough traffic to your ads to support your marketing goals (we typically see it costing fitness pros $5-10/lead).  You should focus on something else and save your money to invest in Facebook ads once you’ve generated more revenue.

As you want to scale your business or shift to working more on the business instead of in the business you may choose to devote more time and energy into your marketing.  At that point you’ll scale your marketing arsenal items and increase the number of items you have in each channel.

Below you’ll find lists of potential options for the three marketing channels.

Online Marketing Examples:

  • Social Media Marketing
  • Paid Facebook Advertising
  • Email Marketing
  • Blogging
  • YouTube

Offline Marketing Examples:

  • Direct Mail
  • Joint Ventures
  • Networking
  • Public Speaking
  • Workshops/Seminars

Internal Marketing Examples:

  • Referral Rewards Programs
  • Bring A Friend
  • Referral Contests
  • Review Sites
  • Testimonial Marketing

The options and tactics you can use in each channel are numerous, don’t consider this an exhaustive list.   

Your Action Plan

Now you need to get to work and build out daily, weekly and monthly actions that will drive leads into your business.  This is where we shift the focus from the outcome (leads, new clients, revenue, etc) to the habits and actions (calling your network, setting up public speaking, posting to social media). There is a lot that you can’t control in marketing, so we want to focus on the things you can control and that give you the best chance for success.

A great action plan ties in your marketing strategy.  You should focus on the actions that you think will appeal to your ideal client and focus your marketing efforts on the places you can get your marketing infront of these people.

Recently a coaching client that works with older adults (70+ years old) inquired about Facebook ads on a coaching call.  After some digging he couldn’t prove to me that his Ideal Client was actively using Facebook or that they actually bought things from Facebook.  He needed to go back and research his market to see if that activity would be a good fit.  Instead of jumping to a popular tactic we discussed how he could spend the same marketing money to send direct mail to neighborhoods and communities where these individuals lived.

Marketing the right message in the wrong place will deliver poor results!

Below is an example action plan for a fitness professional.

Daily

  • Ask for 1 referral
  • Post 3 times to social media

Weekly

  • Send weekly email newsletter
  • Post one new video on blog/YouTube
  • Reach out to 5 new Joint Venture Partners

Monthly

  • Host one seminar
  • Collect 2 client testimonials

Your marketing action plan will be unique and vary depending on time available, commitment to growth, size and type of business, etc.  Don’t try to match what others are doing, but rather model successful habits, follow principles and create your own plan!

Creating Your Marketing Calendar

Your action plan will be about sharing valuable content, building your expert status in the community and creating opportunities to capture leads. Everything has a purpose and that purpose is to move someone one step close to becoming a lead or prospect for your business.

The social media posts should have clear calls to action and next steps for the person reading/watching your posts. The newsletter should have at least one offer in it each month to drive someone to your Front End Offer or have them take the next step with you. Your joint venture calls are to create opportunities for them to promote you and maybe help you set up your seminars. You collect testimonials to share in your newsletter, social media and prove that you get clients great results.

Don’t waste time on random activities in your marketing!

Your Triple A Action items will go into your marketing calendar so that you can track them over the course of the quarter and year. You’ll also want to plan out your annual promotions and big events that will drive more leads into your business. For example mapping out a quarterly or monthly seminar, bi annual referral contest and three transformation challenges each year create opportunities to increase your marketing. You’ll have set marketing for each of these promotions and your Triple A actions should support those promotions as well.

Performance Measurement in Your Fitness Business

There’s a good chance you track your client performance, right?  You do regular assessments, weigh ins, body fat testing, etc.  Why would you spend time marketing and invest energy into running your business but not track your performance?

No one has taught you how to do it or you don’t see the value.  Those are really the only two answers that make any sense.  I’d like to change that today and show you how and why it’s critical to your business.

Remember the reference to video game levels we discussed early in this article?  That’s very relevant when talking about tracking your performance.  At first you don’t need to know very last little detail about your marketing or business performance.  However, as you grow data becomes more important and the decisions that you need to make require you to have that data.

The only reason we track performance is to see if what we are doing is working.  Wouldn’t your client get really frustrated if they spend 3 hours a week working out and focused on their nutrition only to find out they weren’t making progress?    Now imagine that client not checking their weight, body fat or looking at performance improvements for over a year.  They just kept plugging along, being frustrated and hoping something changed but not knowing what was going on.

That’s exactly how most business owners go about running their business! Blindly doing things, staying busy, but never knowing if what they are doing really matters or if its working for them.

To get started you’ll only need to measure a few key metrics.   They are easy to track and don’t take up a lot of time, especially if you know what they are and have the tools to track them effectively.

If you’re not tracking anything right now start with the following:

  • New Leads
  • New Front End Offers
  • New Core Offers
  • Lost Clients
  • Total Clients
  • Gross Revenue
  • Expenses
  • Autopay Revenue (amount of revenue from EFT payments)

The first four metrics are what we call your 4 Sales and Marketing Pillars.  They give you an checkpoint each week on where you’re at with your marketing and if you are on pace to hit your goals.   Total clients is a nice number to know at at all times so you can evaluate growth.

Leads low every week?  You’re probably not going to hit your New Core Offer or revenue goals.  Losing a lot of clients? You need to focus on retention.

The final three metrics are monthly financial metrics that you need to be tracking so that you have a finger on the pulse of your business financial health.  All of these can be used to figure your Key Performance Indicators (KPIs) for your business.

When you’re ready to take it to the next level and you’ve consistently been measuring and reviewing your 4 Pillars and Monthly Financial metrics you can begin to measure your marketing performance.

This is where things get a little more advanced.  You want to be able to track all leads, lead channel and conversion metrics in your business.  We provide our coaching clients with a Lead Tracker that allows them to do all of these things including lead/prospect follow up.

If you’re just getting started you’ll need to have a spreadsheet or method to track all leads, critical information about the lead and where they end up in your sales pipeline.  One other key piece is tracking lead channel so that you know which of your marketing activities brought in the leads.

This will show you holes in your pipeline and also marketing channel performance so that you can optimize your marketing and sales processes.  Without this data you’re guessing, and none of us have the time or energy to guess when it comes to growing our business.

Your next level of metrics will include:

  • Core Offer Conversion Rate
  • Retention Rate
  • Core Offer Growth Rate
  • Operating Margin
  • Autopay to Expense Ratio
  • Lead Channel Performance

As a business owner you’ll be able to run your business off these metrics.  If you evaluate these metrics monthly and set goals for them you’ll begin to notice trends and the numbers will tell you if there is a problem to fix in your business.

This is not a comprehensive list of numbers you need to track in your business.  From here, as you grow, departments in your business will be responsible for a more indepth set of metrics and individuals on your team will be responsible for metrics.  At the end of the day they should all tie back to the bigger plan for the business and support your goals.

Goal Setting & Goal Getting

If you’ve got metrics you can set good goals! As business coaches, we at Fitness Revolution, want our clients to be able to set and exceed big goals. You need to have confidence in the plan you’ve put together and its ability to help you reach your goals.

As your just getting started goals are pretty basic. They are probably short term, monthly or maybe quarterly goals that are focused on revenue or growth. Things get a little trickier as you grow and your business moves into different stages.

With the right planning and goal setting cycles in place you can accomplish a lot in a year. You should be setting both annual and quarterly goals in your business. At first quarterly goals are more important, because you don’t have the experience or information to set great annual goals. As you progress as a business owner your annual goals become more clear and the quarterly goals are used to as milestones to accomplish your bigger, organization wide company goals.

Annual Goals

Eventually you’ll get in a cycle of planning for your business (more on that later), but until then you need to create some objectives and goals for your business each year.  

The sweet spot for most businesses is 2-4 annual objectives and a clear set of goals for, at the very least, the following:

  • New Core Offer Clients
  • Retention Rate
  • Operating Margin
  • Gross Revenue

It would be great to set goals for all of your 4 Sales and Marketing Pillars, and in a perfect world that’s exactly what you’d do.  However, the metrics listed above are the key drivers for your business.  By focusing on these you’ll have to produce good results will all the others.  

Your objectives for the year should be the most important projects or initiatives in your business that need to be done so that you are set up for long term success or help you accomplish your metric goals.

For example, putting a new client onboarding process in place can be a key initiative if you need to improve your retention.  

Quarterly Goals

Annual goals give you a big target to try and hit, but they are typically too big and too far away to motivate most business owners. That’s why you’ll need to zoom in a little and set some clear targets for the next 90 days.

This 90-day cycle seems to be the sweet spot for being long enough to accomplish something meaningful but not so far out that you lose motivation or get bored. You’ll use the same set of metrics to set goals for the quarter as you do annually.

Quarterly Rocks

Other than your goals what projects do you need to complete, milestones do you need to hit or habits to instill that ensure you accomplish all of your annual objectives? These will be your Rocks.

Your Rocks can be one of your annual objectives that you are going to focus on completing in the next 90 days or a project that will set you up to accomplish your annual objectives.

For example if you have an annual objective to have “All Core Processes developed and documented” you may have a quarterly Rock to “Develop and Document Our Marketing Process”.

These Rocks will be your top priority during the quarter and the most important thing you should be working on as the business owner. In the early stages of your business these will likely be tied directly to your metric goals and revolve around sales and marketing growth. As your business matures you’ll work to develop systems and implement processes that make your business more efficient.

Building Your Team

One of the biggest challenges you’ll face as a business owner is learning how, when and who to hire. At some point you’re simply not going to be able to keep up with all the tasks that need to be completed for your business to run well. Your success and growth has now created a time management problem.

Many fitness business owners hire out of desperation. They get burnt out, stressed and bring on the first person they can find to do whatever it is they can get off their plate. You violate the age old rule of “hire slow, fire fast”.

Before hiring your first team member take a look at your business and see if you can outsource some of the things that are eating up a decent chunk of your time (not just the stuff you don’t want to do) that someone else is better capable of doing. For example, outsourcing your bookkeeping is a great way to stay on top of your finances and offload a few hours a week of tasks. You can also get this done relatively inexpensively.

Avoid the mistake of trying to hire  for marketing and sales positions first! Those are high ROI, revenue generating activities. Not to mention those being highly compensated positions, at least if you want good candidates, and tougher to find. The exception to this rule finding a company to manage your Facebook Advertising if you are using that as a marketing channel.

Your best bet as a first hire is to find a good administrative assistant. There are a lots of qualified candidates and you can hire them relatively cheap. The duties required for an admin can also be done just about anytime so their work hours can be flexible.

There are a few key steps you need to get in place before making your first hire though, and I know it seems a little over the top but doing it will avoid a lot of frustration for you in the future.

Building Your Position Description

Consider this your Ideal Client profile for a team member.  If you hire before clearly defining what this position will be responsible for and how they will be assessed there’s a good chance you’ll pile a bunch of random things on them.  That’s a good way to frustrate them and have them quit.  

Your position description should include the following:

  • Position Title
  • Department/Supervisor
  • Core Responsibilities
  • Metrics
  • Specific Duties & Responsibilities
  • Requirements

This provides you and the new team member clarity on what they do, where they fit in the business and how they will be assessed.  Skipping this step or trying to short cut your way around it ends up bad for the business owner nearly every time.  

Core Responsibilities in the position description are the 2-5 primary responsibilities that the individual or position is responsible for completing.  They are the 20% of their job that produces 80% of the results for your business.

Every position should also have metrics that are used to measure performance.  This may be a customer satisfaction rating, response time, or even retention metric depending on the position.  

The Hiring Process

Before you begin to interview and fill the position, you need to define your hiring process.  Doing this before you start allows you to focus your efforts on the actual hiring as you navigate the process.  This gives you a set of guidelines and some structure to make decisions easier.

A successful hiring process includes:

  • Position description
  • Budget for compensation
  • Recruiting for the position
  • Interview process
  • Onboarding and training

Defining these items before you start removes having to ‘figure it out’ or ‘think about it’ when questions and situations arise in your hiring.  A few hours of prep before hiring will save you a lot of headaches, frustration and bad hires in the future.  

Organizational Chart

After your first hire or two it’s time to build an Organizational Chart.  This is much easier to do when your team is small and it seems like an unnecessary step than it is to do when you have a team of 5 to figure out where to place them.  

Org charts provide a clear line of communication and help your team understand responsibilities in the organization.

There are a few rules for an Org Chart you should follow:

  • CANNOT have more than 1 person per seat
  • One person CAN hold more than 1 seat
  • Don’t get crazy with the number of seats
  • Don’t make it horizontal

Your Org Chart and position descriptions should align.  When you get this resource in place for your business delegation and implementing systems becomes a lot easier because of the improved communication and understanding of the organizational structure.

Systems, Automation, Delegation

Fitness businesses are people centric and utilize processes to optimize the peoplein them.  Your business will likely never run off checklists and fully automated systems.  You need people to run your business and by hiring with care you’ll find the right people to make your business run.  While this isn’t as sexy as systemizing and automating your business, mostly because it requires a bit more work, the rewards can be great.  

Systems, automation and delegation are tools that you can put in place to optimize the performance of the people in your business.  The goal is to make their job easier and more efficient so they can spend more time on what matters most.

Here are a few of the key systems to put in place once you have a small team or need to optimize your own time:

  • Follow up systems for leads and prospects
  • Client retention systems to increase lifetime value
  • Training systems to deliver consistent results
  • Employee Handbook to act as a resource for team members
  • Cash management system
  • Annual Planning system/cycle

Systems are created to deliver a specific result.  They are created to support people in their jobs.  Delegation should be used to get a task in handed off to the right position, not simply to get something off your plate because you don’t like doing it.  This includes tasks that are below your pay grade as the business owner.    

Automation can be extremely helpful, but is also the hardest to get set up right.  For example, automated marketing campaigns require lots of monitoring and optimization to produce the result you want.  Automation is best used when you can remove a step in a process that takes up time and requires energy.  For example can you pay your bills on autopay to avoid writing checks or can you deliver information to someone automatically to avoid having to remember to send it each time.   

Rely on systems and delegation to power your business and focus on hiring the right people to run them for your best chance at success.

Your Meeting Cycle

“Meetings suck!”  If you’re thinking that, it’s okay…

You’re right,most meetings suck.  But that’s because most meetings are poorly run and have no purpose. The right meeting cycle in your business can improve communication and help you reach your goals faster than before.

You won’t need to invest much time in regular meetings until you have employees in your business.  You will want to build in time for strategic planning early on in your business.  

Strategic planning meetings would include:

  • Annual Business Review
  • Quarterly Business Review

These two meetings take place on a regular cycle to help you review the previous year/quarter, assess the current state of your business and plan your next steps.   As a business owner you need to create the time and devote the energy to stepping outside the business for a little bit to plan out your future.    

The rest of your meetings should support your goals and business objectives.  They give the business owner a chance to take the pulse of the business and deal with any issues that may come up.  

Your regular meeting cycle should be:

  • Weekly Level 10 Team Meeting
  • Weekly Department Level 10 Meetings
  • Weekly Individual Huddles

There’s a good chance you’ll only use the Weekly Level 10 Team Meeting and the Huddles for a while.  A mature business with multiple managers running departments would require Weekly Department Level 10 meetings.

If you’re in doubt of where to start begin with a weekly team meeting.

Here are the keys to a successful meeting:

  • Set time, day and place
  • Clear agenda
  • Prepared attendees
  • Every attendee has a purpose
  • Key roles identified

Huddles serve as a touch point for managers to communicate and assist their direct reports.  Setting aside 15-25 minutes each week to review your direct report’s metrics, priorities for the week and discuss any questions or problems they have will save you a lot of frustrating conversations throughout the week.  Investing this time consistently will help your team members increase their performance quickly and produce better results for your business.

Developing into a Manager-Leader

Getting results in your business through other people is a difficult transition.  Most fitness business owners don’t have management experience and it certainly wasn’t covered in your certifications.  

You’ve likely been a producer in your business up to this point.  Is it fair to say you’ve been self employed and now are ready to make the leap into being a business owner?   

That may be a little tough to swallow at first, and you probably will want to deny it. But, if you can’t say that your business can run without you there for more than a few days at at time (which includes generating new revenue) you have a job.

There’s nothing wrong with being self-employed.  Nearly every fitness business owner must go through that process to become a business owner/entrepreneur.

Taking this step requires that you have a lot of the components we’ve already talked about in place and you’re working on developing the skills required to be a great manager-leader.  

Your focus now shifts on developing your team and the people in your business so that they produce amazing results.  You optimize systems and improve processes to streamline the business.   

At this level your time is more valuable than ever, so you need to learn to say ‘no’ more than you say ‘yes’.  Filtering what is important and knowing your priorities becomes critical.   You’re now focusing your work on the things that you are best at in your business.

Telling you that you can master this in a few weeks or even a year would be a disservice.  Trying to rush your development puts you a risk of failure, and once you’ve reached this level the stakes are pretty high.

Your vision and the culture of your business will become much more important at this stage.  The Long Term Vision for your company will serve as your beacon to make decisions and a guiding post to filter our opportunities.  The culture in your business will begin to come to life and you have a responsibility to sustain it through hiring the right people, living your Core Values and nurturing the people in your business.

Evolving To A Fitness Entrepreneur

This is like the holy grail of fitness business ownership. Building a business that can thrive without you being present.

You’ll, onc again, have to level up your skill sets to be successful at this stage. You need to be able to lead and manage managers in your business so they can make decisions that support your vision. You alos need process in place to keep issues from always getting to you.

The position you take in your business is more mentor than manager. You are now able to look at bigger opportunities and spend more time as the visionary for your company.

“Enjoy The Process”

You’ve probably told that to a client or two as they worked to reach their fitness goals. The same message applies to business ownership. It’s a process. Trying to skip steps or cheat the system leaves you incredibly vulnerable.

If you’ve read through this entire post you may be a little overwhelmed. Its okay, know that you don’t have to build this all at once. Comb back through the article and the find the first topic that you feel you’re missing and begin working on it. I’ve tried to write this in sequential order of what you’ll need in your business.

Sometimes you need a little help getting things in order and figuring out what the top priority is for your business…

Or maybe you want to shorten the learning curve and get access to the knowledge and tools to make implementing this stuff easier.

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[ February 26, 2018 by Fitness Revolution 0 Comments ]

How to Double Your Personal Training Income in 6 Months

Need a boost in your personal training business? Learn how one trainer doubled his lead generation. clients and income in 6 months by applying a unique system to his business and life.

Inside you’ll discover how:

  • He went from frustrated to confident in running his business
  • To apply a system to get more leads and convert those leads to paying clients
  • Increase your income and make what you deserve as a personal trainer

 

If you’re interested in learning how Fitness Revolution can help you with your personal training business let’s talk!  Complete the form below to schedule your call…

FREE 60-minute Coaching Call Application

  • This field is for validation purposes and should be left unchanged.

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[ January 4, 2018 by Fitness Revolution 0 Comments ]

How To Sell More Personal Training With 4 Mindset Shifts

Are Your Beliefs Keeping You From Selling More Personal Training?

Many of the biggest obstacles that keep salespeople and business owners from finding success, especially in fitness, lie right between their ears…

If you’re struggling to turn leads into clients or hit your sales goals it may be time to focus on your own mindset and belief system around sales.  There are 4 main obstacles that fitness pros battle and I’ll show you how to overcome each in this short video.

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[ December 21, 2017 by Fitness Revolution 0 Comments ]

How To Grow A Personal Training Business

From 30 to 110 Clients…

Anthony Dix and his business partner Corey Cripe, owners of Fitness Lying Down, struggled to make their business work for a long time.

Stress, burn out and frustration impacted not only their business but their lives at home.

Learn how they turned it all around and great from 30 clients to over 110 clients and now have a less stressful, fun business.

Discover How A Success Coach Will Grow Your Business..

Running a fitness business is too hard to do it alone!  Get a bit of support and guidance through one of our coaching programs here at Fitness Revolution.  To see if it’s a good fit schedule Complimentary Call today!

Apply For Your FREE Coaching Call

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[ November 27, 2017 by Fitness Revolution 1 Comment ]

The Journey Of A Fitness Business Owner

The Skills You Need To Go From Struggling Start-Up To High Performing Entrepreneur

One of the scariest parts of being a business owner is the unknown.  There’s nothing guaranteed when you make the courageous, often times scary leap to running your own fitness business.  

Do you ever find yourself wondering what’s next in your journey as a fitness business owner?

What should I be focused on?

What should my business look like?

What should I focus on to get to the next stage of my business?

You’re not alone!  After working with hundreds of fitness businesses we laid out what your business will look like at each stage, the challenges you are going to face, common reasons for failure and what success looks like, including the skills you need to develop at each stage to prepare for what’s next.

The Business Owner’s Journey

We’re going to take a deep dive into each of the 5 Stages through this article, but first let’s do a quick overview of each.

You may find it valuable to read through each of the stages, or if you’d rather skip right to the stage you are in now and figure out how to get to the next stage of your journey that’s cool too.  This article is a lot like a choose your own adventure. Read it and use it however you see fit to help you.

Stage 1: Sell, Sell, Sell

Facility Type/Space:  Independent Contractor

Gross Revenue (monthly):  $0-$2,000

Major Earnings Benchmark: Make enough to pay the bills

Values: Being a great technician

Stage 2: Marketing Machine

Facility Type/Space:  Independent Contractor

Gross Revenue (monthly):  $2,000-$12,000

Major Earnings Benchmark: Income is 50% of revenue, paid on a regular basis

Values:  Going from technician to marketing and sales

Stage 3: System-wise

Facility Type/Space:  Leased space

Gross Revenue (monthly):  $10,000-$25,000

Major Earnings Benchmark: Income is 30-45% of the revenue, start earning market based wage

Values:  Going from marketing/sales to business

Stage 4: Manager-Leader

Facility Type/Space:  Leased space

Gross Revenue (monthly):  $25,000-$50,000

Major Earnings Benchmark: Six figure icome 

Values: Going from creating results to getting results through others

Stage 5: Entrepreneur

Facility Type/Space:  Leased space or property ownership as investment

Gross Revenue (monthly):  $50,000+

Major Earnings Benchmark: >50% income from profits, working less and making more, getting paid your highest dollar per hour amount 

Values: Opportunity, balance, family, experience, retirement

Take an honest assessment of where you are and let’s dive in and look at what each stage looks like and how to get from one to the next.

Stage 1: Sell, Sell, Sell

When you are first getting started one of the most valuable skills you can develop is sales, outside of being a great trainer/coach…of course.

You won’t last long in this industry if you can’t get people to pay you for your services. Many fitness business owners are forced out of business quickly because they never learn to sell their services.  It’s an easily avoidable fate.

The Challenges

At this point you’re asking questions like:

  • What should I be doing each day? 
  • Who do I listen to?
  • I need clients…where are they?

These questions along with overcoming your internal fears about sales will need to be addressed as you continue to grow your business.  As you gain new clients you’ll also build your credibility.  

Common Causes of Failure

If you never learn to sell it will be impossible to stay in business.  Not developing sales skills and utilizing a system that will get you predictable results will leave you clientless and penniless.  

This is a stage where you are most vulnerable to bad advice.  You are working diligently to make your business work and open to taking advice or coaching from just about anyone.  This advice could be detrimental to your growth.

A bad lease at any stage can put the strain on a business, but when you’re just starting out and trying to generate (and keep) as much revenue as you it can put you out of business.   

Many times Word of Mouth marketing drives a Stage 1 business, if that doesn’t take off because your clients aren’t willing to talk about you or you can’t deliver results worthy of referrals it’s going to be a long, tough uphill battle.

What Does Success Look Like?

You’ll know you’re having success in this stage when you have happy clients and you’re seeing steady, continuous growth.  

This success is built on the foundation of you acquiring the proper credentials to deliver training services and have a big focus on getting better at delivering results.

To support your growth you’ll need a polished and consistent sales process in place that allows you to hit your daily and weekly goals.   

Congratulations if you can check off all these boxes…

YOU’VE PROVEN YOU CAN SURVIVE!  

What Competencies and Resources Will You Need?

Getting out of this stage isn’t going to happen by accident.  You’ll need to focus on developing certain competencies that will be the foundation for future success.  It’s also important that you seek out resources to make success a little easier.

Here are a list of competencies:

The resources to support you:

Your Support Systems

Very few, if anyone can do this alone.  The road to success in the fitness industry is too challenging to have to figure it all out.  Learn from those who have been there before and build a support system that will help you when you get stuck.

At this stage you’ll find this support in:

Understanding the value of a business coach at this stage will give you a distinct advantage!  They will help you implement systems faster, avoid the mistakes that put many fitness businesses out of business and get results quickly.  

By having a coach early you will build a solid foundation for your future success.   

Key Performance Indicators

With sales being the biggest factor to success in Stage 1 your KPIs are tied directly to your ability to add new clients.  Focus on New Core Offer (new clients) and New Front End Offers (trials, etc) during this stage.  

The faster you can bring in new clients the quicker you’ll be able to move to the next stage.

Stage 2: Marketing Machine

Congratulations!  If you’re in Stage 2 you’ve got your business off the ground and are making a bit of money.  Many fitness pros never get to this stage, you should be proud of yourself.

But, there’s more work to do…

In Stage 2 you’re going to need to ramp up your marketing.  It’s critical that you develop a plan to attract and acquire new potential clients for your business.   By learning how to predictably bring in new leads you will be able to support your business through the future growth stages.  

Without the ability to market you will be vulnerable.  

The Challenges

You’re getting busier now and there’s a good chance that you’ve said ‘yes’ to every opportunity that came your way to get to this point.  That’s going to be a risk for you.  You’ll have to learn to assess the right opportunities so that you have a focused plan for growth and aren’t chasing the idea of ‘busy for busy’s sake’.

You’re now more comfortable selling, but are starting to wonder how this whole trading dollars for time thing is going to work for you in the future.  There’s a good chance you’re starting to ask the question “how much should I be charging”.

It’s easy to be a victim of your own success in this stage.  If you continue to sell it means you’ll have more clients to train.  That’s great, but if you are spending all your time training you can’t sell any more.  Your revenue growth stops!  

Marketing can be tricky, especially in a competitive industry like fitness.  You’ll need to hone in on your target market and learn how to create a plan that gets you in front of the right people.  Spreading your message and attracting more leads is crucial if you want to grow.  

There’s a good chance you’d train people for free, because you love it.  But, that’s not a great business model… A huge challenge for many fitness pros as they go through this stage in their journey is overcoming their own issues with money, self worth and fear of success.   

You are great at what you do!  If you earn it, you deserve success.

Common Causes of Failure

As you grow and move through the stages of your journey the risks become greater.  They continue to evolve with you and your business.  If you know what trips up many business owners you can take the steps to avoid the causes of failure

In Stage 2 common causes are:

What Does Success Look Like?

Success in Stage 2 is all about being able to control your marketing.  You must be able to bring in new leads when you need them, be consistent with your marketing activities and these activities allowing you to hit your quarterly goals.

As you grow and time becomes an issue it’s also key that you bring on your first new hire for your business, likely an administrative assistant to help with some of the office work tasks that are keeping you from revenue producing activities.

A successful Stage 2 business owner will also begin manage their time and priorities well.  They have a system in place and structure to create time in their day instead of hoping they can make time.

What Competencies and Resources Will You Need?

Getting out of this stage isn’t going to happen by accident.  You’ll need to focus on developing certain competencies that will be the foundation for future success.  It’s also important that you seek out resources to make success a little easier.

Here are a list of competencies:

The resources to support you:

Your Support Systems

Very few, if anyone can do this alone.  The road to success in the fitness industry is too challenging to have to figure it all out.  Learn from those who have been there before and build a support system that will help you when you get stuck.

At this stage you’ll find this support in:

These require a bit of explaining…

The community that you’ll find the most support in is a network of your peers.  You want to find a group of fitness business owners who have been or are going through the same journey you’re on.  This allows you to feel connected and eliminate the feeling that you’re the only one experiencing the challenges and problems that arise in your business.

A community of your peers can lift you up and provide you support when you need it most.  

It’s also critical that you seek out and attend skill development workshops and mentorship programs.  These can be in person or online programs that are focused on helping you develop specific skills and competencies needed to move forward in your business.  

Key Performance Indicators

We’ll take a small shift in Stage 2 and start looking at the front end of your marketing funnel when evaluating performance metrics in your business.  

In Stage 2 you should be tracking and reviewing:

  • New Leads
  • Core Offer Conversion Rate (Lead to New Client)
  • Expenses

Stage 3: Systems-wise

Things have really taken off for you!  It may have taken you 12 months to get to this stage in your journey or several years.  No matter the time it took, you’re here now and have proven that you want to create a successful, High Performing business.  

This is a pivotal stage for most fitness business owners.  It’s where you have to begin thinking of your business as an actual business!  You have to replicate the results you can get yourself through systems and structure.

The Challenges

In Stage 3 you’re going to be thinking…

  • Not all of my customers are awesome…
  • Is this the best use of my time?
  • How can I get other people to do this well?
  • I need a break!
  • What’s important?  What are my priorities?
  • How am I doing?

Things are going well in the business at this stage but you’re realizing not all opportunities are created equal and it’s quickly becoming evident that you’re going to have to develop a new set of competencies.

It’s critical that you begin to make the mindset shift from being a great trainer who can market and sell to a great business owner.

Common Causes of Failure

As you grow and move through the stages in your journey the risks become greater.  They continue to evolve with you and your business.  If you know what trips up many business owners you can take the steps to avoid the causes of failure.

In Stage 3 common causes are:

  • You stop marketing because you are too busy
  • You stay in this stage too long and never progress
  • Open another location too quickly
  • Hire reactively (too fast), fire too slow
  • Disorganization/lack of priorities
  • Burn out
  • Can’t adapt to the business to shifts in the market
  • Thinking a system is a checklist
  • Bring on a partner or realize a current partnership is bad

What Does Success Look Like?

This stage is often the toughest for a fitness business owner to go through because what is required for success may not come naturally.  

When you’re in this Stage look for the signs of progress and success by recognizing the following:

You can see there is a lot that goes into success in Stage 3.  There’s a reason many never make it out of this stage and it’s often the stage that sends good people packing in our industry.

This is where the hard work starts for your business.  But, if you can get through this you’ll have a solid foundation for growth and an ability to scale your business.

What Competencies and Resources Will You Need?

Getting out of this stage isn’t going to happen by accident.  You’ll need to focus on developing certain competencies that will be the foundation for future success.  It’s also important that you seek out resources to make success a little easier.

Here are a list of competencies:

The resources to support you:

Your Support Systems

Very few, if anyone can do this alone.  The road to success in the fitness industry is too challenging to have to figure it all out.  Learn from those who have been there before and build a support system that will help you when you get stuck.

At this stage you’ll find this support in:

You’ll notice that a close knit peer group or High Performance Mastermind makes its first appearance in this stage. Now, more than ever, it’s critical that you have a close group of peers to help you develop as a business owner and speed up your results.  High Performers don’t want to stay in a stage longer than needed, and a good peer group will help hold you accountable and get you results quicker.

Stage 4: Manager-Leader

You’ve made the shift and now you have a business you are proud of and that you love running.  Congrats on your success thus far, but there’s still work to be done.  

It’s time to learn how to get results through other people. There’s a good chance you’ve built up a small team to get to this point and they are responsible for driving certain areas of your business.  How will you keep making progress and get the results through your team?

The Challenges

In Stage 4 you’re going to be facing things like:

  • How do we perpetuate improvement?
  • Early decisions to ‘bootstrap it’ are catching up to you
  • Figuring out what investments you can afford to make
  • What is your culture, really?
  • What’s next for you as the business owner?
  • Should you open a second location?

You’re now beginning to think forward and start realizing the decisions you make today greatly impact the direction of your business for the future.  You may also get a sense of dissatisfaction, or uneasiness from your team doing a lot of the work.  

Common Causes of Failure

Yes, even at this stage it’s possible to fail!  Many businesses take a step back when they attempt to transition to this stage.  Sometimes it’s because they didn’t take the time to develop the foundation in their previous stages or it could be because they resist the need to develop new competencies.  

In Stage 4 common causes are:

  • Not evolving as a manager
  • Trying to leave this stage too soon
  • Not letting go of the technical work
  • Getting in the way of your team
  • Letting your ego keep you from being transparent about the real issues

If you refuse to allow others to help you grow your business it’s going to be difficult to move on to the final stage in your business journey.  You’ll have to set your ego aside and help others improve at their job to truly have success in this stage.

What Does Success Look Like?

Another big shift happens in Stage 4, you are now more focused on the people in your business than dominating tasks or mastering technical skills.  You’re undergoing the transformation into a High Performing Business Owner!

When you experience the following you’ll start to notice success:

What Competencies and Resources Will You Need?

Getting out of this stage isn’t going to happen by accident.  You’ll need to focus on developing certain competencies that will be the foundation for future success.  It’s also important that you seek out resources to make success a little easier.

Here are a list of competencies:

The resources to support you:

  • Performance Based Compensation (if applicable)

You’ll quickly notice this stage requires a lot of development for the business owner.  It’s a time where you will be required to develop your own competencies to support your team.   

Your Support Systems

Very few, if anyone can do this alone.  The road to success in the fitness industry is too challenging to have to figure it all out.  Learn from those who have been there before and build a support system that will help you when you get stuck.

At this stage you’ll find this support in:

During this stage relying on a great business coach to help you develop the required competencies and uncover your blind spots will be critical.   Paired with a peer group, like the High Performance Mastermind, you’ll have the support you need to continue you journey.  

Stage 5: Entrepreneur

Finally, the coveted entrepreneur stage!  You’ve worked hard and and done the required work to get here.  Celebrate a little 🙂

All your hard work has it’s rewards if you stay focused on the right things.  But, you’re still not immune to failure or falling back into old habits that could set you back.  

A High Performer is constantly seeking to learn and develop as a business owner.  

The Challenges

In Stage 5 you’re going to be facing things like:

  • How do I let go?
  • What defines me?
  • What can I break? Do they really not need me?
  • What’s my job?

It can be tough when the entrepreneur to realizes their team is functioning well and they aren’t needed in the day to day operations for the business to be successful.  If you aren’t careful you will be your own worst enemy and sabotage your success.  You’ll find ways to break things your business so that you can jump back in and be the hero.  

You’ll need to focus on your new identity as a the entrepreneur.  

Common Causes of Failure

Yes, even at this stage it’s possible to fail!  Many business owners take a step back when they attempt to transition to this stage.  Sometimes it’s because they didn’t take the time to develop the foundation in their previous stages or it could be because they resist the need to develop new competencies.  

In Stage 5 common causes are:

This stage requires that you have someone or a group of people in place in the business where the ‘buck stops’.  They have the final say in the day to day operations.  Learning how to manage them and letting go of the responsibilities  you have given them will be key for your success.

What Does Success Look Like?

Once you’ve got to this stage you’ve afforded yourself the opportunity to focus back on some balance in your life and meeting your bigger life goals.  It’s time where you can take on passion projects or pursue things that you’ve always been interested in because of the foundation you’ve built in your fitness business.

Here’s what you’ll need for success:

  • You have a General Manager or Manager in place to make decisions on day to day operations, including hiring/firing
  • An exit strategy is in place
  • A gatekeeper says ‘yes’ or ‘no’ for you
  • You are investing in inspiration
  • Life goals are being met 

What Competencies and Resources Will You Need?

Your focus at this point may be to extending your impact and helping others.  That may mean mentoring other fitness business owners and or giving back to your community.  To be effective at this you’ll need to develop competencies that help you (and help your team).

Here are a list of competencies:

  • Mentorship
  • Social Responsibility

The resources to support you:

  • Continuity Plan (what happens if something bad happens to you?)
  • New Business Development Plans

This stage is about you ensuring you leave something behind that you are proud of and that can be sustained without you there.  

Your Support Systems

Very few, if anyone can do this alone.  The road to success in the fitness industry is too challenging to have to figure it all out.  Learn from those who have been there before and build a support system that will help you when you get stuck.

At this stage you’ll find this support in:

What do I do with this info?

There’s a lot of information here, especially if you read from start to finish.  In fact, it’s over 4000 words on what it takes to be successful on your journey as a fitness business owner.

Using this to help you is easy…

  1. Identify the stage you are in
  2. Learn what it’s going to take to have success
  3. Implement those things
  4. Look ahead to the next stage so you know what to expect

Skipping stages will only result in you failing.  Looking too far ahead won’t give you a big benefit because you’re taking your eye off the ball.  It’s okay to know where you are going, but focus the majority of your precious time and energy on mastering the stage you’re in currently and building a solid foundation for success.

If you need a little help complete the application below and we’ll jump on a call to figure out how to get you unstuck or speed up your progress.

FREE 60-minute Coaching Call Application

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ArticlesFor Business OwnersFor Fitness ProsStage 1Stage 2Stage 3Stage 4Stage 5
[ October 3, 2017 by Fitness Revolution 0 Comments ]

What It Takes To Be Successful In The Fitness Industry

“Ryan’s one of those people that makes business, sales and marketing interesting…”

That’s literally what Rafal Matuszewski,the host of the Cut The S#!t, Get Fit Podcast, said about an interview we did recently.

On this podcast we talk everything from business to training to transformations.  There’s something in here for every fitness pro or business owner.

Here’s a few things we covered:

  • Why I started my first fitness business and the mistakes I made
  • Tips for having success with your own facility
  • Finding your own path in the fitness industry
  • The wild world of business partnerships and how to navigate them
  • Why most fitness pros struggle with business
  • The path for success in the fitness industry
  • The biggest problems with Online Training and how to make it work for you
  • How to leverage social media to create your own brand in the fitness industry

And a ton more!

Listen Now

ArticlesFor Business OwnersFor Fitness ProsStage 2Videos
[ August 31, 2017 by Fitness Revolution 0 Comments ]

How To Get 10 New Clients

Sometimes you need a quick boost of new clients and revenue for your business.  Put this 7-day marketing plan in place to get up to 10 new clients for your personal training business in just one week.

This isn’t a method to be used all of the time in your business, typically 2-3 times per year will be the most you could use it and expect results.

Inside this video you’ll discover:

  • How to create an attractive offer to get a burst of new clients
  • The keys to marketing a program for quick growth
  • Tips for maximizing the opportunity for growth in your business

To maximize your personal training business growth and profits test drive The Academy today.  Inside you’ll get access to our best marketing, sales and business courses for personal trainers.  Join this powerful network of fitness business owners, entrepreneurs, and personal trainers so you’ve got the tools needed to grow your business.

ArticlesFor Business OwnersStage 2
[ July 31, 2017 by Fitness Revolution 0 Comments ]

How to Use Networking to Get Clients

Networking is often promoted as the ‘go-to’ marketing channel for fitness pros, but it’s also one of the most ineffective if done incorrectly. Learn how to use networking to get more clients for your business.

ArticlesFor Fitness ProsStage 2Videos
[ July 27, 2017 by Fitness Revolution 0 Comments ]

How To Increase Your Revenue By $5,000/mo…

…Without Wasting Countless Hours (And Dollars) On Worthless Marketing Ideas

register me now

ArticlesFor Business OwnersStage 2
[ July 17, 2017 by Fitness Revolution 0 Comments ]

10 Powerful Questions That Will Upgrade Your Marketing

When you have a marketing message that is so powerful your Ideal Client feels like you understand their biggest pains, challenges, struggles and solutions you’ll win the marketing game. Find out how to do that here…

ArticlesFor Business OwnersStage 2
[ June 25, 2017 by Fitness Revolution 0 Comments ]

Top 3 Marketing Campaigns To Attract More Clients

Marketing is a requirement if you want to your business to be a success.  I simply can’t sit here and tell you that you just have to be great at what you do and clients will come flocking to your gym.   You have to work to attract them.  

The Triple A Marketing Method is a game changer for providing you focus, purpose and an unique plan based on your strengths.

The entire premise of going through the Triple A Marketing Method exercise is to create some simple action steps that you can do each day to get a little closer to your goals.

By taking small actions each day you’ll begin to build the marketing habits that will bring in more leads and increase your revenues.

There are a few things that I think everyone should be doing though.  If you’re stuck and don’t know what marketing actions to take here’s a quick jump start.

Your Online Channel

Video is hot right now.  If you do a search you’ll find videos popping up at the top of the Google rankings and on social media videos are some of the most consumed content.  

It’s probably time to get out of your comfort zone and start posting more videos.  This is something that’s at the top of my list to start doing more of as well.   

Your daily habit…

Post a minimum of 1 video to your social media channels each day.   Don’t worry about the optimal time or even the content.  Simply get in the habit of posting daily and after a few weeks you can optimize it.

Your videos should be 2-5 minutes long and be filled with content.

Think of the questions your clients are asking, provide tips to get better results, dispel myths and show exercises your audience can use to improve their fitness.

It’s important to remember who your message is designed to attract.  Don’t use fancy terms or talk in “trainer speak”.   You are trying to provide value to potential clients, not impress your trainer friends.

At the end of each video have a short call to action.   This call to action is either telling them where to go to sign up for your email list, such as a landing page, or how to apply/register for your Front End Offer.

That’s it!   You don’t have to use a fancy sales pitch or do anything crazy.  Just let them know where to go to take the next step.

Your Offline Channel

To maximize your marketing it’s going to take more than a few social media posts.  The next easiest way to get in front of leads is leveraging joint ventures.

There are a few ways to maximize a joint venture relationship…

Sponsor a Challenge

Offer to allow the JV to sponsor an upcoming challenge where you will link to their website from your challenge page, promote an offer to your email list or challenge participants and do a few social medial blasts for them.

Email Marketing

Most JVs have an email list they probably aren’t using.  Take advantage of that and ask if they would be willing to send out a few emails to their customers or their email list with a special offer.

Social Media

If the JV has a social media page ask them to send out a few posts on your behalf promoting your offer.  It can be content, a link to a landing page or a Front End offer.   

Hosting A Seminar

Offer to deliver a seminar to the JVs customers at their place of business as a value add in exchange for being able to capture the info of the attendees.  This is a big win-win if you can coordinate it.

Your daily habit…

If you want to actively use JV marketing to grow your business then it’s important to build up a big list of JVs!  Start by reaching out to 3 new JV businesses or organizations each day with a call or email.   

If you do this you’ll be reaching out to 15 new possible JVs per week.  You won’t get them all but if you play the numbers game there’s a good shot you’ll get 2-4 new JVs each month.

After you have a good list of JVs you can work with each of them on a smaller scale to get big results.  If you could get each JV to commit to sending out or helping promote once per quarter you would only have to have 12 different JV partners to have a weekly promotion going out to your community.  

Your Internal Channel

Everyone wants more referrals!  To get ‘em you need to actively be informing your clients of the referral program you have in place, telling them exactly how to refer you client and make it easy for them to refer.

You can get your ready-to-use referral system in Fitness Sales Mastery when you join The Academy

One of the Accelerator Coaching Program members has been using this system and got over 40 referrals in a single month!  

You could make a few slight modifications to the letters and cards to use with current clients and implement this plan right away to get more leads.  

Your daily habit…

Send at least 1 client a letter or card to all new clients immediately.

Build Up Your Bench

It should be mandatory that every fitness business owner build an email list.  Email marketing is one of the smartest and most powerful ways to grow your business.

It allows you to strategically follow up with leads that didn’t become clients.  It’s a great way to nurture those leads and add value.

Start using the tools and resources you have at your disposal to build an email list.  Every lead you get should be added to it and nurtured.  

Send at least 1 email per week to your email list and once per month make an offer to non clients to join your Front End Offer.

The Plan Works If You Work It

There’s no real magic to this formula.  The consistency will produce results.  But, to make it work you’ve got to be committed to doing the work.  

Marketing activities should be some of the highest priority items on your daily to-do list.  If you’re not happy with your income, revenues or client growth put an emphasis on these things.  

Put this plan to work and it will work for you.  It won’t happen overnight, but after a few weeks you’ll see the leads pick up, new clients start coming in and revenues climbing.

IMPORTANT NOTE: If you’ve not been through the Fitness Sales Mastery, Fitness Marketing Mastery and Fitness Business Mastery curriculum you’re missing out on a huge opportunity to accelerate your growth as a business owner. For just $39/mo you can access our entire line up of Mastery Curriculum and dozens of training modules to help you grow your business. 

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ArticlesFor Business OwnersStage 1
[ June 18, 2017 by Fitness Revolution 2 Comments ]

13 Questions To Ask In Every Personal Training Sales Consultation

Sales is mostly about connecting the dots for your prospect so they see the value in your training program.  If your approach to sales is mostly highlighting your credentials as a trainer or using big, fancy words to describe muscles you’re doing it wrong.

It’s your role as the salesperson to make sure you know how to best help this client and learn about what they value and need from a coach.   The only way to get that information is to ask a lot of questions.

The questions you as in your consultation will help you discover the potential new client’s biggest fears, challenges, objections, and desires.  Armed with that information you’ll be able to clearly lay out a plan to help them reach even their biggest goals.

These questions serve as a starting point. It’s important that you don’t take their answers at face value and use the “5 Why’s” Method.   After each answer ask “why?” to get the client to open up a bit more and go deeper into their answer.

13 Must Ask Sales Questions

1. What is it that you hope to accomplish by hiring a personal trainer/joining a gym?
2. Tell me how you decided to meet with me today? What was the one thing that made you
call us?
3. Have you tried any other fitness programs or gyms out? If so, what’d you like about them?
What worked?
4. It looks like you’ve tried a lot of things, why do you think they didn’t work for you or the
results didn’t stick?
5. You’d like to [lose weight, get fit, tone, build strength, be healthy]. How do you feel about
not being that now?
6. What do you think you are giving up by not being [end result/goal]?
7. Tell me how you feel when you wake up in the morning or when you look in the mirror?
8. Who do you feel like supports you? Who’s holding you back?
9. Where you want to be in 6 months…a year? What do you look like, feel like, do, etc?
10. Tell me how you think you’ll feel when you’re finally [end result/goal]?
11. What are the biggest obstacles that have kept you from [reaching goal, losing weight,
etc] on your own already?
12. What are you hoping that I can help you with most?
13. What do you need from us to succeed?

These are baseline questions that will start to get the individual to open up and give you the
information you need to build value in the next stage of the consultation.

Trying asking these questions in your next consultation and see if it makes selling your programs easier.

Get Our Entire Sales Process

Using a repeatable, reliable process to sell your training services is the only way to predictably grow your business. Not only will it improve your conversion rates but it will allow you to train other members of your team to sell for you, giving you the freedom you need to focus on growing your business.

Our FR Sales Process and Surefire Closing System is a plug and play system that has helped hundreds of fitness pros optimize their sales.

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ArticlesFor Business OwnersStage 1
[ June 16, 2017 by Fitness Revolution 0 Comments ]

How To Improve Sales In Your Fitness Business

What if more leads isn’t always the answer to grow your business and getting more clients?

Often times more leads into your sales pipeline will result in poor conversion rates.  The first reaction for many fitness business owners is to blame the leads.  You call them tire kickers, bad leads, etc.

More often than not it’s not the quality of the lead but rather the lack of follow up and value building that goes on once you get a lead that causes you to lose them.

Instead of giving up on leads if they aren’t ready to buy right away try implementing the follow up sequence laid out in this infographic.

Sales Cycle Infographic

 

A consistent follow up system for your new leads nearly guarantees that your conversion rates will improve you’ll get a high return on all of your marketing.  Use this infographic as a guide to implement your own system or skip a few steps and get access to our follow up scripts and sales system inside The Academy.

Your Sales Shortcut…

If you’d rather get ready-to-use scripts and templates and our Lead Tracker 2.1 tracking sheet to help you improve your sales process it’s all available inside The Academy.   Once inside you’ll have access to our top marketing and sales training courses and resources to help you grow your fitness business.   Try it for 14 Days Free for a short time

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ArticlesFor Business OwnersStage 1
[ June 14, 2017 by Fitness Revolution 2 Comments ]

How to Convert More Leads Into Personal Training Clients

Converting leads to clients is the secret to growing your fitness business. Take a look at these 4 keys to making sure you are maximizing your marketing.

For Business OwnersFor Fitness ProsStage 1
[ May 22, 2017 by Fitness Revolution 1 Comment ]

How To Use The 4 Sales and Marketing Pillars

The Sales and Marketing Pipeline is the process someone goes through when they’re trying to make the decision to invest in your training and become a client. This process has four key stages which translate into the 4 Sales and Marketing Pillars—the foundation of the Fitness Revolution Client Management Model.

When utilized properly, they serve to inform the business owner and the management team of the state of the business and guide them to the appropriate solutions and actions.

For extensive info and your own PDF on the 4 Sales and Marketing Pillars Guide, join The Academy where you’ll get access to the Fitness Business Mastery and two more extensive curriculum plus over 45 training modules to help you grow your business.   

The 4 Pillars

Leads – It all starts when you aquire a lead.   Leads are the people you have contact information for so that you can follow up to determine their level of interest in your program.

The major components of this pillar are marketing/sales and operations, although your training team (assuming you have other coaches) should at least be aware of what is going on throughout the business.

Front End Offer (FEO) – The second step is getting your leads to try out your Front End Offer.  The FEO is a low barrier to entry offer that you use to provide leads that are one the fence about joining your program a test drive of your services.

Your one and only goal for front end clients is to provide an incredible experience so they convert into a Core Offer Client.

Core Offer (CO) – These are clients in your primary program, the one that is the economic driver for your business.

Regardless of which program(s) you offer as your core offering, your objective for all members remains the same: keep them coming back for more.

Retention – Client retention will tell you if you’re bringing in the right people and creating a great experience.

The best analogy for retention is a bucket with a hole at the bottom. You may be pouring lots of leads into the bucket, but if there is a hole or gap in your service delivery, you will lose clients and need to address the issue, which could even be in your marketing.

Being able to measure and track your 4 Sales and Marketing Pillars in your business will provide you with valuable insight into your future growth and help you manage your marketing and sales activities so that you hit your goals.

Get Access To Guides, Tools and Videos To Grow Your Business Inside The Academy…

The Academy is loaded with courses and resources to help apsiring high performing fitness business owners who want to elevate their game and increase their income.

The Acadamy - follow-up system

ArticlesFor Business OwnersStage 1
[ April 23, 2017 by Fitness Revolution 0 Comments ]

20 Questions To Qualify Your Leads

Use the following questions to help you qualify your prospects to ensure they are a good fit for your business.

By qualifying your prospects, you will find they are more likely to stay engaged with your programs and offerings for the long-term than those who have not been qualified, and are a poor fit. Take some time to think about how you can incorporate these questions in your current qualification process!

QUALIFICATION QUESTIONS

1. Why are you looking to join a training program now? What triggered your decision to join? What’s made this so urgent or important?
2. What experiences, good and bad, have you had with other fitness programs? What do you want to be different this time?
3. What results do you expect to see from the work we do in our programs?
4. What are your personal goals?
5. What’s your most important and urgent priority?
6. What’s keeping you from overcoming or your challenges?
7. What have you been doing to overcome this challenge?
8. What have you done in the past that you would like to be doing today?
9. What do you want to be the best at?
10. What’s is the value of your health and fitness?
11. Are your current efforts showing results?
12. What do you struggle with most?
13.How could you improve your relationship with health and fitness?
14.How did you discover us? Have you taken the time to look at similar services?
15. Who’s involved in making the decision?
16. If you don’t join this program, how will you meet your goal? What will you do?
17.How will you determine if we have been successful?
18. If you don’t reach your goals, how will it affect your life?
19. If we are able to help you reach your goals, how much is that worth to your quality of life?
20. What makes you lose sleep at night? Or what do you need so you can sleep at night?

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ArticlesFor Business OwnersStage 1
[ March 27, 2017 by Fitness Revolution 1 Comment ]

Pricing Your Personal Training For Maximal Profits

Learn how to price your personal training programs to get maximum profits out of your business by addressing these two key factors.

ArticlesFor Business OwnersStage 1
[ March 8, 2017 by Fitness Revolution 0 Comments ]

The 7-Day Lead Follow-Up System

A simple follow-up system, when done right, can drastically increase the number of leads you turn into clients for your business. Steal this 7-day system and start using it immediately in your business.

ArticlesFor Business OwnersStage 1
[ December 26, 2016 by Natalie Walkley 0 Comments ]

How to Create a Buying Atmosphere (and close more sales)

All fitness business owners (or anyone working as an independent contractor) know that sales is a crucial part of owning a fitness business. In fact, it can make or break a fitness business’ success. So if you are going to do any amount of sales in your job, then it is absolutely critical that you know how to create a buying atmosphere. Learn how today.

ArticlesFor Business OwnersFor Fitness ProsStage 1
[ December 15, 2016 by Guest Blogger 4 Comments ]

7 Sales Tips from Fit Pros Who Crushed Their Sales Goals

The most successful fit pros know that sales is a huge part of having the type of business that you want. In this article, we asked 3 fitness business owners (who crushed their sales goals) to share their most helpful fitness sales tips to help other people do the same.

ArticlesFor Business OwnersFor Fitness ProsStage 1
[ December 12, 2016 by Fitness Revolution 0 Comments ]

3 Things You MUST Do After a No Show for a Consult

It happens to everyone…the dreaded no show! When it does, and it will, you can take a few simple steps to try and re-engage your potential new client so that your time isn’t wasted.

ArticlesFor Business OwnersFor Fitness ProsStage 1
[ December 9, 2016 by Natalie Walkley 1 Comment ]

Why You Need a Sales Script

A lot of fitness professionals shy away from using a sales script because they fear sounding inauthentic (or even sleezy!). In this article learn the benefits of having a sales script, and get a few tips on how to make it work for your business.

ArticlesFor Business OwnersStage 1
[ December 5, 2016 by Fitness Revolution 0 Comments ]

5 Things Preventing You from Closing More Sales

Every lead you get is valuable! You work hard and even spend money to get a lead, so it’s critical that you do your best to make sure as many as possible become a client. If you want to improve your closing rate and sell more training, make sure you avoid these 5 things.

ArticlesFor Fitness ProsStage 1
[ September 19, 2016 by Fitness Revolution 0 Comments ]

The Art of Non-Selling Sales

In a small business almost everyone is involved in selling. You may not know and you might not like it but it’s the truth. Learn how to be a great salesperson at non-selling sales without being salesly.

ArticlesFor Business OwnersStage 3
[ June 7, 2016 by Fitness Revolution 2 Comments ]

Keeping Score In Your Business

If you’re running a business, you better be keeping score. There are 7 key metrics that you need to be tracking of each month. You should also be setting goals for each quarter to see if you’re on track to have the success you want or if you need to change something in your business. So, are you keeping score? Is it the right one?

ArticlesFor Business OwnersFor Fitness ProsStage 1
[ April 26, 2016 by Fitness Revolution 0 Comments ]

6 Sales Tips To Close More Clients

Nothing happens until after the sale! You can’t help your clients until they have joined your program. In this article you’ll discover how to optimize your sales process using 6 simple tips from sales expert Ryan Ketchum.