We received a lot of positive feedback to our December newsletter. This month we are happy to announce a new partnership we have formed with Boomer Fitness. We would also like to announce an upcoming certification webinar put on by Boomer Fitness in February that will show you how to grow your business by tapping into the Baby Boomer Market.
I will also be following up on the July newsletter with a response to a reader's question.
If you have any questions or comments please don't hesitate to email me at firstname.lastname@example.org
Questions and Answers
I read your article and thought WOW that is a great idea! Now how do you get a clients to commit for more than a few sessions, am I supposed to tell them they wont get results without training with me for more than a month?? I am all for making money but after a certain point there really isn't any reason for some clients to stick with me for that long, even though I would love it! So if there is any advice you can give me on how to pitch this idea to a client I would really appreciate it!
I always begin every consultation with questions pertaining to what their client's health goals are so that we can build a plan together to reach them. Many, but not all, will have goals that would take at least 6 months if not longer. Not everyone can afford weekly sessions so I try to offer a variety of services that can be managed month to month. This can include more cost effective group training as well. I can send you a list and explanation of sample services if you like.
I then focus on the need for a commitment to attain these goals. Our consultations are almost run as if we are interviewing the client to establish if WE will except them. Funny how people's interest peeks when you turn the tables on them. We ask questions such as are they moving, changing jobs, going through a divorce etc. This then brings up the question of the relevance of what we are asking. We explain to them this is an important commitment and these are common possible obstacles to having the time or mental readiness to take on such a challenge. "We pride ourselves on getting results for our customers and take our responsibilities to do so very seriously. The services we offer can be, and often are, life changing for our clients. For those not committed there are many trainers and gyms out there that would be more than happy to take your money and waste your time, we are not such a company."
This style of charging works very naturally within this conversation. It's not suggesting that issues are not going to happen and the client is not going to miss the odd appointment, but they have an entire month to make up that session. This is necessary to reach their goals.
I mentioned a three month commitment in my article because many now are switching to month-to-month with no commitment beyond a 30-day notice policy. This helps removes the stigma of contracts that the client can't get out of (that we all have heard about within this industry).
I am also a believer of pushing clients out of the nest when they no longer need our weekly guidance. I feel it is our responsibility to help them reach their goals, teach them how to perform their exercises correctly, and how to self motivate for continued success. This does not mean I lose them as a client! They still need to come back regularly for an assessment and a new exercise prescription. This can also be done as a regularly occurring service type. Some will even want a session or two included to go over the program. Many trainers would look at not having the client training weekly as lost revenue. This is just not the case. You are still servicing them and now you have a new client in the 6 a.m. timeslot through friends, family and co-workers (who also also bring you in additional referrals to help grow your business).