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You Need to Raise Your Prices

Published by on September 10, 2012 | Leave a response

How would you like a raise? There’s no doubt you deserve one, and there’s no better day for a raise than Monday! Seriously though one of the areas I find lacking within many personal trainers fitness marketing strategies is their pricing. As consumers we’re honestly all fairly predictable; we know we want to feel like we’re getting a good deal, we want to feel like we had some say or control in that deal and we’re afraid we’ll miss out on something if it’s available for a limited time or at a limited price.

One of the simplest fitness marketing strategies you can have is to be expensive. If your prices are high you have options to create discount scenarios periodically without stress. Basic economics says that the market will dictate price based on supply and demand, essentially this is true. When you need more clients demand is low, stimulate demand by creating a short term price reduction to stimulate desire and fear of loss.

Watch the video below and you’ll get a much better sense of why I’d suggest your next decision to improve your fitness marketing campaigns is to raise your prices.

 [youtube]http://youtu.be/89DhtAotuMI[/youtube]

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Personal Trainer Marketing: Have Purpose

Published by on September 4, 2012 | Leave a response

I was on a coaching call just this morning when a coaching client said something profound. He said, “I’ve decided to set a goal to help people in my city lose 15,000lbs over the next year…” and then he went on to explain what he thought that meant in terms of how many people he had to train, etc.

Do you have a purpose? Mission? Or goal?

You too should set your own purpose, not only because as trainers we are methodical, goal and task oriented and that this helps us determine what the steps are to realizing that goal…it’s much bigger than that.

Your mission or goal is a critical component of your personal trainer marketing strategy, it will speak to people, it will create validation and it will provide an acceptable reason for solicitation of many forms.

Let me try to explain…

Recently I’ve been discussing website opt-ins with a lot of my coaching clients, talking about the difficult task of ensuring site conversion or opt-ins are as high as possible. Using the “3 Week Home Fat Loss” product has been a proven performer as a low barrier opt-in. This product provides tremendous value and multiple points of contact to build a relationship with the prospect. Additionally it meets their measure of validation for the “try before you buy” mentality. But even given all of that many people (myself included) will see through it; they know if they put their email in that box they’re likely to be subjected to other contact and ultimately a sales process.

Let’s face it consumers these days are skeptical, really skeptical; I mean if you doubt this just go look in the mirror. Now there’s now way to completely break down this skeptical solicitation barrier that we all have completely, but we can improve our chances of getting through with a measure of consistency with a validating mission.

 If your mission is to help people lose 15,000lbs this year…

…this is the reason for your 3 Week Home Fat Loss course, because you know you need to influence people at home.

…It’s a good reason to ask for my help to refer people to your course to help you reach your goal.

…it’s a great reason to have a sale next month, or run a 3 week metabolic makeover short term program to enhance your community weight loss statistics.

…it’s a great reason to approach local businesses to “help” you achieve this noble community effort and host a lunch and learn for their staff/customers.

…it’s the reason you email your list multiple times per week to educate them about health, fitness and weigh, loss.

Having that defined purpose speaks to your audience, it becomes the “reason” for many of the things you do. In turn this enhances your expert status and gives you further credibility with them when you deliver an offer, and ultimately a slight better chance that they may accept it or better yet promote it.

It only takes minutes to think of a mission and minutes more to implement it. Got to your Facebook page and announce it, write a blog post about it, give it a static mention in your newsletters and even add it to your email signature.

This small aspect of your personal trainer marketing strategy won’t change the face of your business tomorrow but it will give everything else you do a small boost in effectiveness.

If spending minutes today can make you the hero of your community for weeks and months to come AND ultimately creates more sales isn’t it worth it?

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The Personal Trainer Marketing Lunch and Learn

Published by on August 28, 2012 | 1 Response

It’s true the lunch and learn might be old skool personal trainer marketing but it’s tried and true. If you’re trying to really grow your personal training business; particularly if you’re just getting going, have a very small or no mailing list at all this should be a key personal trainer marketing strategy for you.

Not only can lunch and learns quickly grow your contact list they also rapidly accelerate your expert status and are an easy and effective way to develop strong relationships with key entrepreneurs in the community.

I highly recommend you go a step beyond just offering to speak and educate local groups through lunch and learns. I also suggest at the same time you also do short ask the expert interviews featuring the experts from the businesses you speak at, these videos positioned on YouTube and seen by their customers (especially when you tell them about it at the lunch and learn) will certainly lead these people to you as the top local fitness expert. (More on this in an upcoming post and my 5 step process for attracting strategic partners.) Watch this short video on effective lunch and learns.

[youtube]http://youtu.be/0Lm-qUC5ka0[/youtube]

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How I Would (Re)Start My Personal Training Business

Published by on August 18, 2012 | 3 Responses

There are too many struggling personal trainers! It breaks my heart to know how many trainers leave the industry each year because they can’t make enough money to support themselves or their families. I’ve been their, I can relate, and maybe that’s why it makes me so sad.

This week I have video for you that details the exact personal trainer marketing strategy I would use if I was just freshly certified, struggling to get my business off the ground, or if I was starting over from scratch. It’s immediate, easy, and requires little preparation just ACTION!

I know it works as I’ve had coaching clients use this exact strategy recently and add thousands of dollars of reoccurring revenue in just 7 days an in no more than 10-20 hours. If you’re serious about making it as a fitness professional and becoming efficient at selling personal training I know this can help you. Check it out. 🙂

[youtube]http://youtu.be/gILLivK4eH0 [/youtube]

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4 Essential Aspects of Fitness Marketing

Published by on August 16, 2012 | Leave a response

Self-promotion is a very important aspect of being a personal trainer. You obviously need to have the fitness skills and be very empathetic toward the people that you train, but you also need to make the training interesting, fun and an exciting time that people should look forward to. You need to be a motivator and a source of inspiration for the people that you coach. However, there are many times when you need to promote yourself and be confident in doing so. This is something that many personal trainers need to understand. There are also a number of other aspects that you need to know about.

Offer great value to your clients

As a personal trainer, you need to offer a great deal of value to your clients. If you are training in the gym then other people will hear what advice you are offering to your clients. The vast amount of knowledge that you offer will cause other people to seek you out. Not only that, but the clients that you are training will be very likely to extend their training sessions with you, therefore adding to your income level.

Always be a step ahead of your client

You should be a step ahead of your client in terms of your punctuality and in terms of what you are expecting from them. You should know about the exercises that you are going to give your clients in the future, and you should build up toward this. You need to have certain expectations in your mind of what your client can achieve. In doing this, you will see the potential of your client and motivate them towards this goal.

Inspire them

Inspiration is something that people should get from a personal trainer. You are a personal accountability partner but also a motivator. You should be able to inspire your clients to perform better during each session. You can do this in a number of different ways. You can demonstrate what is possible for your client (in terms of the weight they can lose, the strength they can add or the fitness level they can attain). You can also show them how far they have already come which will motivate your clients.

Communicate

It is important that you are open to your clients and communicate with them on a range of issues. There are some people that like to confide in their personal trainers and tell them about their lives. You should be able to talk about the workout and also maintain a friendly relationship. This will give clients a reason to come back to you and commit to their fitness goals. The communication between you and your client should be friendly and enjoyable for both of you.

You can use the techniques above to build a very successful personal training business. If you want to be the best that you can be then implement the ideas above into your next training session. These additions will make a great deal of difference in the results that your client gets. You can also put these things into a systematic process to ensure that they happen each time you train a client.

 

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