The Ultimate Guide to Conducting a Year-End Business Review

It’s rare in business that we take time out to think about the bigger picture. We’re often so busy just keeping the business going (delivering for our members, managing trainers, keeping on top of direct debits, maintaining relationships with local businesses etc.) that the idea of taking time out for anything other than these core business activities can seem like a total luxury.

But review is a vital component for any fitness business that wants to continue to progress, prevent stagnation and even better, kick on and take it to the next level.

Here are the best guidelines to help you conduct an effective year-end review of your business

1. Draft an agenda – The purpose of a business review is to look at your business from afar and assess your current processes and systems from a different perspective. Decide on what aspects of your day to day tactics are due for review and approach each item, strategically looking for the most effective and efficient manner for the year ahead. 1 hour of planning can save you 10-100 hours in execution.

2. Create a questionnaire – Making a list of questions to ask yourself and your team will inspire all of you to dig deep for answers as well as solutions to problems that you may be currently facing. Questions like the ones below will help identify key pain points and things that you are good at that you can possibly capitalise in:

  • What are my biggest accomplishments?
  • What are my biggest disappointments?
  • What can I improve in?
  • What new roles can I take on?
  • What roles can I delegate starting this year?
  • How could we do this differently?

3. Start on a positive note – Make a list of the top 3 things that you are proud of, 3 things that you have accomplished this year. What do you think went right with these 3, and how did you achieve them? Beginning your review with a list of things that you didn’t do right will discourage participants and can not only reduce creative thinking, but also reduce the size of future goals that each person chooses to strive towards for the coming year.

4. Live and Let Die – Now make a list of the goals that you set out to accomplish for the current year. Ask yourself, are these goals still important to us, are they still worth chasing after in the coming year? If not, then let go of those stale goals. If they are still worth keeping, ask yourself what adjustments need to be made in order to make them more achievable. Keep in mind that as time passes, your business goals will keep on evolving, so it’s perfectly fine to adapt to these changes and let go of goals that you had in the previous years.

5. Establish new goals, while remembering why something didn’t work – Now make a detailed list of the stuff that you want to accomplish, including both long term (3 year) and short-term goals (3 month). Remember, because you didn’t achieve some of your goals for the previous year, you MUST change your approach this year if you want a better outcome. Think BIG and re-evaluate the steps required to get there.

6. Identify potential obstacles – For each new goal, brainstorm different scenarios that may realistically keep you from achieving them. Then, create an action plan on how to overcome each obstacle should it arise. Preparing in advance for the worst will save you time, money and unnecessary stress.

7. Set a realistic due date – Assign a final due date for each goal and create mini milestones for each element that will lead you to this final goal. Setting a deadline helps increase accountability.

8. Pick your Top 3 – Your business review shouldn’t end with a big to-do list. Instead, select no more then 3 major projects you wish to focus on first. Having too many goals will leave you feeling overwhelmed and confused.

9. Assess business values and culture – You do not accidentally build your company’s culture. If you do, you may not like what you end up with. Have a well-defined culture and set of core values for your company. Ask yourself – is this still what we stand for? How could be demonstrate these core values even better in the year ahead?

10. Regular Progress Check ins – Monitor your progress every month and make adjustments where needed. Don’t forget to note your wins and celebrate them with your team. If you are consistent in checking and following up with your team, you are 5x more likely to achieve your goals.

 

Need Help reviewing your Fitness Business and creating a clear road map for the year ahead?

BOOK A 10 MINUTE 1ON1 CHAT WITH STEVE

TELL US ABOUT YOUR BUSINESS HERE

 

 


ABOUT STEVE GRANT

Steve Grant is an expert in business coaching for gym owners with 20 years of fitness industry experience including 4 years as a Health and Wellness Lecturer at ACPE and 8 years as the owner of one of Sydney’s most profitable fitness studios.  

 Steve is first Fitness Business Mentor to deliver innovative Gym Marketing Ideas from around the world, that add an extra $100k profit to any fitness business. Gym Hub provides a buyers group to help gym owners reduce expenses, as well access to proven systems for staff recruitment and development, teaching members to become highly leveraged and work as little as 12 hours per week.

The 10 best HACKS to Increase your Email Open Rate

Email marketing is still one of the best strategies to get your business in front of your target audience.  However, its getting more and more difficult to catch people’s attention and have them open it.  You may have the best content, but everything becomes pointless when your email gets thrown to spam or trash.

 

Monitoring your open rate is a great way to monitor how effective your email marketing efforts are.  If you want your keep your leads interested and if you want your content to stand out in a crowded inbox, follow these 10 clever tricks that will increase the open rate of the email marketing you send out.

 

  1. Choose a fun or quirky subject line

The subject line of your email is the first thing that prospective leads see.  If it doesn’t grab their attention, then expect that they won’t open it.  Having a slight obscure and intriguing subject, or one that gets them wondering about what happens next will stir up their curiosity and this will increase the chances of your email being opened.

 

  1. Make it personal

Keeping a casual tone makes the reader feel more connected to you, it makes you more relatable.  Make the reader feel that you wrote the email just for them.  Write is as if you are writing something to a friend.  When sending your emails, refrain from sending it from your company name.  Use the name of a person in the sender ID because getting an email from an actual living person makes it more engaging.

 

  1. Optimise for mobile

Over 80% of people access email via their mobile phones, so make sure that your email is displayed correctly when accessed on a phone or tablet.  When using CTA’s check that the page the links lead to are also optimised for mobile.

 

  1. Segment names into interests

Sending emails to new subscribers is a great example for this.  Have multiple lists or lists with different criteria.  Have lists that are segmented by gender, fitness goal etc.  The list you use will depend on the content of the email that you want to send out.  Having this in place will ensure you are getting the right content in front of the right people and not triggering people to unsubscribe.

 

  1. Determine the best time of delivery

Avoid sending campaigns Fridays because there’s a notable drop going into the weekend.  A bit of A/B testing will help you determine the best days to send emails to your target audience.

 

  1. Stay away from spam triggers

Having an unsubscribe option will help you avoid being redirected to the spam folder.  There are certain words that automatically send your email to spam, and people will never see your campaigns when they end up here.  Avoid using sales-y words such as discount, free, cash, or buy.  Aim to have all followers opt-in or whitelist your email so it doesn’t go to junk.

 

  1. All killer, No Filler

A button that leads a reader to further content is the best way to keep your emails simple and direct to the point. Make all of your content engaging and relevant.  It’s better to send out shorter emails more frequently than sending out content that your audience doesn’t want to read.

 

  1. Use CTA’s

Call to actions are very important tools that you have to incorporate into your email marketing.  They help add value to your content and make your emails drive a point.  A CTA button is usually used as a conclusion to an email and can be used as an incentive for your audience to open future emails that you send out.

 

  1. Keep your lists healthy

If you are getting a lot of unsubscribes or bounces, take some time to clean up your lists every quarter.  Take off inactive emails and check in with people who haven’t opened anything and confirm they wish to continue to receive content.

 

  1. Keep your content interesting

Injecting new info, research or humour into your emails can help engage your audience.  People respond well to being treated as an actual person and change it up a bit by adding animate GIFs or incorporating videos into your content.

 

Need help generating more quality leads for your studio?

BOOK A FREE 10 MINUTE PHONE CHAT HERE

TELL US ABOUT YOUR BUSINESS HERE

 

 


ABOUT STEVE GRANT

Steve Grant is an expert in business coaching for gym owners with 20 years of fitness industry experience including 4 years as a Health and Wellness Lecturer at ACPE and 8 years as the owner of one of Sydney’s most profitable fitness studios.  

 Steve is first Fitness Business Mentor to deliver innovative Gym Marketing Ideas from around the world, that add an extra $100k profit to any fitness business. Gym Hub provides a buyers group to help gym owners reduce expenses, as well access to proven systems for staff recruitment and development, teaching members to become highly leveraged and work as little as 12 hours per week.

10 Surefire Ways to Get More Instagram Followers – PART 2

Here’s the second installment on our 10 Surefire Ways to Get More Instagram Followers.  Plus we have thrown in a few more tips on mistakes that you could be making that are making it harder for you to get those Insta followers.

Let’s pick up where we left off:

 

8. Partnering up with influencers

Find influencers in the fitness industry to partner up with and help connect to new users in your target audience. Collaborating with influencers will help you make more impact on Instagram and help you get more followers. Partner up with complementary businesses such as an active wear business, cafe or health food store and have them promote or recommend your services.

9. Run Targeted Video Ads

Instagram uses Facebook’s targeting system and allows you to easily reach your target audience on a massive scale. Your ads will appear in front of their feeds and a good way to optimise this opportunity is to use video campaigns. Videos have a thumb-stopping factor that will help you get the attention of first-time viewers.

10. Pay attention to your profile page

Although your bio will not get you more visibility, it plays an important role in converting visitors into followers. Your bio has to send out a clear message of what you do and what you offer, because users will not really stay that long inside a page to find out, they can easily swipe to the next one. Here are some tips to make sure that you have a strong profile page:

  • Make your brand recognisable. Make sure that you use the same profile pic in your other social media accounts to establish that users are accessing your official account.
  • Include a link to your site. Adding your link in your bio will help users get to know your brand more and help build a relationship with them.
  • Tell users who you are and what services you offer. Make sure that they will find value in what you offer and that it grabs their attention.
  • If you have a branded hashtag include this in your bio because this is clickable and will take users to content that has this branded hashtag.

 

Always try to put your best foot forward. Here are some “What Not to Do’s” when trying to get more Instagram followers.

NEVER buy followers

Buying followers will hurt more than it helps. These followers use fake accounts or bots and can lead to getting your page shut down long after you have purchased your followers. These fake accounts never engage, but in the off chance they do, its never in a meaningful way. Buying followers signals the Instagram algorithm that the content that you put out there is not high quality or even relevant and slowly you will see you content going further down in the feed placements. Opting for paid campaigns is better than wasting money on a false number that will not benefit you.

NEVER go for “follow for follow” campaigns

This is very similar to buying followers in terms of how it affects your marketing. Many Instagram users follow other users in hopes that they will follow back, some even use the #followforfollow hashtag. You may end up having a higher number of followers but majority of these followers are actually just bots who will never invest in your business and will just follow you because they themselves want followers.

NEVER rely on a few hashtags

Hashtags matter, very much! So, make sure to choose the right hashtag for your posts. Diversity is key, if you find a relevant hashtag that creates a big engagement, don’t rely on that exclusively, instead expand your reach and use different hashtags each time to make sure that you reach different sections of users when you post content.

In conclusion, the goal is to get more Instagram followers and it’s easy to see why this is so. In order to achieve this, make sure that you utilise a combination of the strategies we mentioned earlier in order to keep your audience engaged and to ensure that you get that steady stream of followers coming in.

 

Get help with your digital marketing strategy and start filling your studio with 100’S of qualified leads

BOOK A FREE 10 MINUTE PHONE CHAT HERE

TELL US ABOUT YOUR BUSINESS HERE

 

 


ABOUT STEVE GRANT

Steve Grant is an expert in business coaching for gym owners with 20 years of fitness industry experience including 4 years as a Health and Wellness Lecturer at ACPE and 8 years as the owner of one of Sydney’s most profitable fitness studios.  

 Steve is first Fitness Business Mentor to deliver innovative Gym Marketing Ideas from around the world, that add an extra $100k profit to any fitness business. Gym Hub provides a buyers group to help gym owners reduce expenses, as well access to proven systems for staff recruitment and development, teaching members to become highly leveraged and work as little as 12 hours per week.

10 Surefire Ways to Get More Instagram Followers – PART 1

With about 500 million active users, Instagram is considered businesses brand building and marketing powerhouse not only because of its ability to engage users more with IG images compared to their Facebook counterparts.

If you are looking to increase your brand awareness, build a relationship with your target audience, establish social proof, and get more leads and sales, then you should invest more time in developing your Instagram presence.

However, the difficulty lies in getting your content in front of your audience’s feeds and growing your business following. If you are struggling to achieve both, we have put together 10 surefire ways to help you get more Instagram followers.

1. Be strategic in picking your hashtags

Instagram hashtags are searchable topics that are clickable and picking the right one. When searching for a certain topic, users usually follow hashtags and if you are using the perfect hashtags, you are sure that your posts land right in front of your target audience’s personal feed.

For post you make, you can add up to 30 hashtags and the best way to ensure you are picking the right ones is to use a combination of hashtags with different purposes. Using location-based hashtags will help you get in front of a local audience, opting to use niche hashtags will get you in front of a more specific audience.

2. Ask users to tag you in their content

Content generated by users are very powerful. Users are more likely to be compelled to trust content that was created by somebody that they know compared to seeing promotions created by a brand. When your clients share their experience with your studio, they expose to their followers how awesome your services are. So, encourage your clients to share their experience and make sure you remind them to tag you in these posts and use your branded hashtags.

3. Boost Instagram posts to leverage your social proof

Aside from running your campaigns through Facebook Ads, you can now boost your posts in Instagram. By using your organic posts, your can easily place your content in front of your target audience and increase brand awareness.

Use this social proof to highlight your studio’s point of difference and promote posts with high engagement to targeted audiences. The “high love” count will get your audience to stop and look.

4. Make sure to include social follow buttons

Adding your social follow buttons everywhere is ‘social media 101’ and is still surprisingly effective. Many of your members may not be following you yet in Instagram, so make sure to get them on board by adding your social follow buttons in your website, and even in the bottom of your regular email newsletters to prospects and clients.

5. Run your own Instagram contests

Instagram contests are very popular because they work. Here are some ideas for Instagram contests:

  • Users sharing their own pictures or videos following a particular procedure you provided
  • Users voting on the best user generated content
  • Users creating their own captions for a photo you uploaded

When hosting these contests, make sure that you require contestants to follow your profile first to be eligible to join. Contests can be very basic such as giving out a few free caps or towels to select WINNERS who entered by liking the studio page. Remember that contests generate a lot of hype around your brand, you can promote it in other platforms and use relevant hashtags.

6. Create tag-a-friend posts

These types of posts are awesome because they not only engage your audience, but it also prompts them to comment and tag a friend that they think will be interested in the service you featured. You can make this into a contest but it will also work without offering any incentive.

A whopping 92% of consumers trust brands that are recommended by their peers, so promoting such posts will be very beneficial in increasing your brand awareness.

7. Share your Insta Nametag

The Insta Nametag is a feature which is very similar to using a QR code. Scanning a nametag will trigger a prompt asking you if you would like to follow someone’s insta account without having to search for it. What you can do is post an image of your nametag on Facebook and drive them to follow you in Instagram. You can also use this in your studio signages so that you can easily convert studio visitors to followers.

Get help with your digital marketing strategy and start filling your studio with 100’S of qualified leads

BOOK A FREE 10 MINUTE PHONE CHAT HERE

TELL US ABOUT YOUR BUSINESS HERE

 

 


ABOUT STEVE GRANT

Steve Grant is an expert in business coaching for gym owners with 20 years of fitness industry experience including 4 years as a Health and Wellness Lecturer at ACPE and 8 years as the owner of one of Sydney’s most profitable fitness studios.  

 Steve is first Fitness Business Mentor to deliver innovative Gym Marketing Ideas from around the world, that add an extra $100k profit to any fitness business. Gym Hub provides a buyers group to help gym owners reduce expenses, as well access to proven systems for staff recruitment and development, teaching members to become highly leveraged and work as little as 12 hours per week.

How to use Instagram TV to Promote Your Gym

Instagram has been putting a lot of focus on video lately and with the addition of Instagram Stories, users are spending more and more time on the platform. IN 2018 Instagram introduced IGTV or Instagram TV and this totally changed the way we can use video on Instagram. As fitness studio owners, it’s important you keep up these changes and find ways to capitalise on their benefits to build your brand and get more members. Keep reading and we will show you just how you can do that.

 

What is IGTV?

IGTV is a new app from Instagram that was designed to let you watch and post longer videos in vertical mode. I guess they felt we are all accustomed to holding phones vertically, so the new feature is set up so you don’t need to flip your phone the other way to watch or film a video.

Here’s what it is, IGTV is like watching YouTube, only its vertical. It allows you to see content from people you are following who are already using the app as well. It also suggests content based on stuff that you previously watched.

 

How to Make a Great IGTV Video

* Make sure that you are shooting the video in vertical mode

* Don’t make the video too long because users tend to get tired of holding their phones when watching a long video. Try to keep your videos under 5 minutes, its too easy to swipe to the next video so get to the point in the shortest time possible.

* Introduce yourself for new viewers and give a 1 line introduction to each IGTV video and engage viewers and let them know ‘what you are going to talk about’. Keep it there long enough for them to read and don’t change into the next scene too quickly.

* You can repurpose videos that you used in other platforms, that’s a great use of your time. But make sure that you tailor it to IGTV. Add an intro, make it shorter, and make sure its vertical.

 

Now that you know the basics, let’s go to the exciting stuff. Here are 5 great IGTV ideas that you can use to promote your gym and get your brand out there:

1. Workout Routine – there is a great number of people who access their phones while in the gym and posting a workout routine on IGTV is a great way to add value and position yourself an expert in your field. To make your videos more professional, speed it up and add text with the number of reps in the routine.

2. Customer Testimonials – Hearing real people talk about your gym and your great service is more persuasive than anything else. Share the love that your customers have for your studio by uploading customer testimonials to your IGTV channel.

3. Recipes – sharing healthy recipes to your audience is a great way to make your expertise look more diverse as you talk about nutrition as well. You can use recipes that you might already have in your blog and you can schedule a quasi-cooking show with members of your team and turn this into a group activity that everybody can enjoy.

4. Campaigns – If you want to introduce a new weight loss campaign or a seasonal promotion, uploading it to IGTV would be a great way to get the news out there and promote it. You can mention your campaign mechanics as part of the video. Later, you can use updates such as client progress as material for your next IGTV video.

5. Tutorial or Tips – You can use IGTV to upload videos on how-to’s, or if you want to explain how a particular machine works. You can also use material from your blogs to feature tips for workouts, diets, and having a healthy lifestyle.

 

So that’s IGTV – like when facebook live was new – the creators desperately want it to work, so they will give each of your videos an extra push and get it in front of more of your viewers in the hope you might continue to use it – So become an early adopter and get onto it.

 

For help with a structured marketing campaign to fill your gym with hundreds of quality leads book a free 10minute chat with Steve HERE

TELL US ABOUT YOUR BUSINESS HERE

 

 


ABOUT STEVE GRANT

Steve Grant is an expert in business coaching for gym owners with 20 years of fitness industry experience including 4 years as a Health and Wellness Lecturer at ACPE and 8 years as the owner of one of Sydney’s most profitable fitness studios.  

 Steve is first Fitness Business Mentor to deliver innovative Gym Marketing Ideas from around the world, that add an extra $100k profit to any fitness business. Gym Hub provides a buyers group to help gym owners reduce expenses, as well access to proven systems for staff recruitment and development, teaching members to become highly leveraged and work as little as 12 hours per week.

How to Develop Champion Staff

When it comes to running a studio, it’s sometimes tough to tell if you’re your staff are living up to their full potential. Which is scary, considering our staff are usually the first points of contact with all customers and the face of your brand.

So you’ve screened them, you’ve hired them, they’re on the floor — how do you develop your gym staff’s A-Team status? Here’s some advice on how to most efficiently train and organise your gym staff to empower them to help reach your gym’s goals.

How to Hire

The best way to hire good people is by sticking to your gym’s core values and finding people who share your vision for the business. Your core values are the qualities that define your studio, the things you stand for, and make you different from everyone else.

  • Decide on 5-7 core values and advertise for staff using them.
  • Look for enthusiastic people who represent your company culture the way you do
  • Review applications and conduct your interviews always with your core values in mind

Know a STAR when you see one

The people who work in your studio will make or break your member experience — be it your personal trainers, group instructors, sales team, reception or club managers. It goes without saying that members who are not made to feel welcome or valued by staff will eventually cancel their memberships.

Create a team of fun, positive and passionate people that are magnetic to be around.

Celebrate their success

Recognise excellent staff performance whenever you can, and grow in-house talent by promoting from within. Remember, recognition doesn’t always mean promotions or money, but instead can be certificates, social media posts or simply acknowledgement in front of their peers. Work milestones and staff successes with members are all reasons to celebrate, so keep the ball rolling by rewarding excellent performance regularly. This will have a positive effect on your facility: when staff feel appreciated and engaged, they will be more productive and passionate about your company. In turn, this positivity is reflected upon your members, and means that your staff are more likely to stay with your facility.

Train them up

After recognising, promoting, or hiring staff who align with your core values and who will enrich your members’ experiences, it’s our role to train them up and invest time into their development. Staff training is something most fitness studios under estimate, that is a highly valuable and crucial step used by every leading brand. Consistent staff training improves culture, it ensures that everyone in your staff understands their roles in the business, and enables them to feel like they contribute. I recommend weekly workshops to train key skills like sales, customer service and delivering your core values

Prepare staff for questions

Ensure your staff can use your CRM and all equipment to help with any minor issues or member questions ranging from cardio consoles, to Wi-Fi connectivity, to how to use your latest strength equipment or lockers.

 

 

 

 

NEED HELP DEVELOPING A CHAMPION TEAM?

TELL US ABOUT YOUR BUSINESS HERE

 

 


ABOUT STEVE GRANT

Steve Grant is an expert in business coaching for gym owners with 20 years of fitness industry experience including 4 years as a Health and Wellness Lecturer at ACPE and 8 years as the owner of one of Sydney’s most profitable fitness studios.  

 Steve is first Fitness Business Mentor to deliver innovative Gym Marketing Ideas from around the world, that add an extra $100k profit to any fitness business. Gym Hub provides a buyers group to help gym owners reduce expenses, as well access to proven systems for staff recruitment and development, teaching members to become highly leveraged and work as little as 12 hours per week.

7 Tips to Sell More Personal Training Sessions

Before reading on, take a look at these statements and see if you have said any of them

“I hate selling. I’m not a sales person, I’m a personal trainer”
” I give good workouts and that should sell itself”
” If these people just knew what I can give them, then they’d definitely want to buy from me”
“I don’t have time to sell.”
“It feels awkward trying selling personal training to someone. I don’t like the feeing of failure every time someone turns me down.”

If you have, keep reading– you’re in the right place.

As a Mentor to fitness business owners, and as a Gym Owner myself, I have heard the above statements over and over again. I’ve found that no matter what the facility is or where they are located, personal trainers tend to be unhappy when they get the ‘salesman’ tag. But the question remains — how do you sell personal training without being a pushy sales person?

Here’s my take on it…

1) Get their expectations straight
Perhaps the first time you meet a potential client is because you offered some type of free session or consultation. this seems to be the most popular thing now to get people through the gym doors. And while it’s perfectly okay, the difficulty now for most personal trainers  is how to steer the conversation towards purchasing a membership ro personal training sessions.

We’ve all been there when the client looks confused thinking they’re getting their free workout then going home straight after. The easiest way to avoid this is to simply tell your prospects what to expect even before they come in for that free session. As you set up the consultation time (either on the phone or in person) give your potential client a summary of what will happen during your meeting and how you will also be presenting them with membership options during the session.

Don’t beat around the bush because you’re afraid of loosing a potential client. This is exactly what you need to be doing. Telling them beforehand helps you weed out the tire kickers and only target people who are genuinely interested in possibly training with you .

OK Laura, I’ll see you tomorrow at 4.00pm for your fitness assessment. I’ll be asking you some questions about your health and exercise history and take your measurements. After that, we’ll go through a sample workout, and at the end I’m going to show you the personal training packages we have so you know what we have to offer. I’ll answer any questions you have for me then. Sound good? Great, see you tomorrow at 4.00pm”.

2) Ask the important questions
You must know the reasons why your customers need to buy into this, and the easiest way to do that is to ask! Here’s a list of questions you can use to get the conversation going and uncover your prospects true buying reasons.

“What made you decide to come in for a training session with me today?”
“What’s your experience with working with a personal trainer in the past ?”
“What happened to make you stop going?”
“What made you put off personal training until now?”
“What’s your number one fitness goal?”
“Why is achieving that important to you?”
“How long have you wanted to get this done?”
“What have you tried in the past to help you with that?”

3) Nip objections in the bud.
Objections are the part that most personal trainers get caught up in the most so naturally, this has become the number one question I get asked all the time.

If you’re waiting to ‘overcome the objection’ at the end of your presentation with a slick one-liner (or worse, a 12 step process) then you’re too late. Selling personal training and overcoming objections to a sale all boils down to, again, asking the right questions early on in the process. Without even realizing it, you’ll have the answer to any potential objections later.

Let’s have a look at an example objection and the questions you can ask beforehand to quash them. Remember, ask these questions way before you do your price presentation – ask after you get the objection and you lose your impact;

  • The Spouse Objection
    “Who will be your biggest supporter during your fitness journey?”
    “How long has he/she known that you’ve wanted to (insert goal)?”
    “What do you think they’ll say when you tell them you met with me today?”
  • The I-need-to-think-about-it Objection
    “How long have you been considering (having a PT/starting to workout/joining a gym) for?”
    “How long have you had this goal?”
  • The Money Objection
    “What have you tried in the past to help you with (insert goal)?”

4) Sell the benefits, not the features
People don’t buy from logic, they buy from emotion. This is why it’s absolutely important to get to know your clients goals from an emotional standpoint during the Q&A part of your consultation. To avoid feeling and looking too salesy, don’t talk benefits during the consultation part, do it afterwards when you’re showing them a workout or even during the gym tour. Let’s have a look at the differences when selling personal training:

  • Feature: Train with a personal trainer three times a week.
    Benefit: Develop the discipline to help make sure you don’t fall off the wagon (again).
  • Feature: Learn the correct form and technique.
    Benefit: Reduce the risk of injury
  • Feature: Loose weight.
    Benefit: Keep up with kids.

5) Present prices based on what they told you
The golden rule when it comes to presenting prices for your personal training options is to make sure you’re never presenting more than three options. Any more than that leads to choice paralysis and your client genuinely needing to think about it. Presenting just up to three options creates a clear comparison, which gives consumers value perception.

For example if you tell a client it’s $60 an hour to train with you and they’ve nothing to compare it to, it’s unlikely they’ll see the value. However, compare $40 an hour for basic workouts, $60 for elite workouts and $90 an hour for premium workouts, that $60 doesn’t seem so bad now.

Make your sales presentation feel less ‘salesy’ by recommending a package based on the information  they told you and using their words, versus your opinion on what they should buy. Remember, providing a solution to their problem is so much easier then selling a service.

And don’t forget, you’re the professional here! Although it may not always feel like it, people want help in making their decision from a professional that knows what they’re talking about (that’s you!).

Try this;
Laura, based on what you told me earlier I have three packages that would suit your needs-basic, standard and premium. To get you to your goal of loosing 50lbs by your wedding in December, I would recommend the standard package. However, the choice is yours. Which one of those options would work best for you?

6) Satisfaction guaranteed!
Hopefully, at this point, your new client has her credit card in hand and is ready to start training with you. But like you, I’ve been around the block enough times to know that it can take more than a great Q&A session and a seamless price presentation to get your next paying client.

The number one reason why people don’t buy is because of fear. Fear that they might:
a) get in trouble with someone else (spouse objection),
b) find it cheaper somewhere else (I need to think about it/money/I want to shop around objection), and/or
c) find that it won’t work (money/commitment objection).

You can eliminate ALL of these fears with a guarantee.

After working with hundreds of fitness business and personal trainers, their first reaction is they don’t want to tell clients about the gym’s refund policy because they’re worried every single client will attend for a bit then claim a refund. I promise, for every person gets a refund, you’ll have at least five others who signed up with you that otherwise wouldn’t have — simply because of the comfort of knowing there’s a guarantee.

Try this on for size next time:

Laura, I completely understand that you’d like to speak with your husband before making a decision. So I’m glad to let you know about our comfort guarantee. If you go ahead and purchase these sessions today, if for whatever reason you change your mind within the first three sessions, you’ll get 100% of your money back! So not only do you get a chance to try it out and see if it’s for you, if your husband still isn’t on board I’d be happy to give you a full refund”.

7) It doesn’t hurt to ask and ask again.
Think about this — 44% of people give up after the first no, but yet 80% of prospects say no four times before they say yes.

Nobody likes going down the rabbit hole of desperation when a client says ‘no’, but it is important not to give up after the first objection. Go back to what you talked about earlier and remind them of what they told you–not what you think is best for them.

“Laura, when we spoke earlier, you said you’d already been thinking about this for a year. Let’s not wait any longer to get you to your 20lb weight loss!”
“Laura, when we spoke earlier you said your husband would be your biggest support in all this and that you’ve already been talking to him about this for a long time. Let’s get you started!”
“Laura, when we spoke earlier you said that you’ve been trying to loose this 20lbs on your own for more than six months. Let me help you get there!”

The number one reason personal trainers tell me they don’t follow up with clients who’ve already said no is because they don’t want to be that annoying person from the gym who’s “just checking in to see if you’ve changed your mind”. Avoid this by coming up with a follow up plan and getting permission to stay in touch.

“Laura, how much time do you need to think about before you make a decision?”
“When will you get a chance to talk to your husband about this?”
“When will you be finished shopping around?”

Then solidify a follow up time, either in person or on the phone.

“Let’s set up a time to follow up so you can let me know what you decide. You said you’ll be speaking to your husband tonight so lets arrange to meet back up here tomorrow at noon, or I can call you if that is more convenient, how does that sound?”

And most importantly- follow up when you say you’re going to follow up!

Follow the above steps to make the process of selling personal training a whole lot easier and getting back to doing what you love most-training people!

 

NEED MORE PAYING MEMBERS IN YOUR GYM?

TELL US ABOUT YOUR BUSINESS HERE

 

 


ABOUT STEVE GRANT

Steve Grant is an expert in business coaching for gym owners with 20 years of fitness industry experience including 4 years as a Health and Wellness Lecturer at ACPE and 8 years as the owner of one of Sydney’s most profitable fitness studios.  

 Steve is first Fitness Business Mentor to deliver innovative Gym Marketing Ideas from around the world, that add an extra $100k profit to any fitness business. Gym Hub provides a buyers group to help gym owners reduce expenses, as well access to proven systems for staff recruitment and development, teaching members to become highly leveraged and work as little as 12 hours per week.

3 Lead Generation Strategies Your Gym Should Use Now

Without leads, your business won’t grow, its as simple as that.  There are 3 lead generation strategies that are guaranteed to get your gym more clients in the door, and if any of these 3 are not part of your marketing strategy yet, well, its time to shake things up and pay attention.

  1. Have a proven offer

Facebook and Instagram ads are one of the best platforms to use to get more leads, however, the one thing that stops these potential leads from signing up is a proven offer.  Also, if your ads don’t offer any incentives to click, then its virtually useless.

With fitness studios, the “one free week” offer is among one of the campaigns which generated the most leads.  This is because of 2 factors.  First, people love free things.  They would most likely buy from you if you offer one free deal.  And, second, you are giving them the option to check out your services without any commitment.  They don’t have to get into any contracts and they don’t have to pay up front for anything the first time, so they have nothing to lose.

  1. Paid Ads

Majority of clients of small fitness studios come from referrals.  This is good because it only means that your customers love your service and recommend it to people that they know.  However, not tapping into the opportunity of getting more clients through running paid ads means you are missing out on a huge chance to get more people to sign up.

Once you have a proven offer in place, running a paid ad is the perfect way to get your message in front of your target audience.  Both Facebook and Instagram offer a cost-effective platform to get your business our there.  You can use both videos and images and you can just do everything within your budget and still target the ideal clients.

  1. Retargeting

People who have visited a certain website, landing page, or have shown interest for a certain business gets retargeted later on.  For example, if a client looks for a certain product online but did not buy it, the next time they open Facebook, an ad of the same product will automatically show.  This is retargeting.

This strategy is a good way to keep your business in front of people.  People who did not sign up right away or have visited your site will continue to see your ads in their feed.  It usually takes about 5-7 impressions for people to remember your brand, so keep on running those ads and remember to keep track of them.  You can use pixels to keep track of people who visited your page so that you can retarget them.

 

 

NEED MORE PAYING MEMBERS IN YOUR GYM?

TELL US ABOUT YOUR BUSINESS HERE

 

 


ABOUT STEVE GRANT

Steve Grant is an expert in business coaching for gym owners with 20 years of fitness industry experience including 4 years as a Health and Wellness Lecturer at ACPE and 8 years as the owner of one of Sydney’s most profitable fitness studios.  

 Steve is first Fitness Business Mentor to deliver innovative Gym Marketing Ideas from around the world, that add an extra $100k profit to any fitness business. Gym Hub provides a buyers group to help gym owners reduce expenses, as well access to proven systems for staff recruitment and development, teaching members to become highly leveraged and work as little as 12 hours per week.

4 Useful Tools to Help Level-Up Your Content Marketing

When distributing your marketing content through social media platforms, blog posting, or via email, you may not know that there is a huge selection of tools that you can choose from that will help you produce better content and make work easier for you and give you more time to focus on growing your business.

There are tons of free tools available out there, but here are our favorites:

 

  1. Loom 

Loom is a video recorder that’s really fun and creative.  It’s a free tool that allows you to show your own video camera during the recording.  This also available with a Chrome extension which makes it easier to record stuff.

This tool is perfect for fitness businesses because its perfect to use for online training or coaching sessions when you want to do one on ones with your clients to explain certain processes.  You can also use this tool to post a video of you showing clients how to book or schedule classes online.  Aside from that this can also be used to record videos of you showing members how to navigate the membership area, for example.  Using Loom gives your videos a more personalized touch while achieving the purpose of getting your clients to take action.

 

  1. Savefrom.net 

Native videos that automatically plays in newsfeeds have a greater reach than posts of image or plain texts (such as YouTube links).  This is an important thing to keep in mind when posting videos in social media platforms.

Savefrom.net allows you to use cool YouTube videos on your Facebook page and make it appear like a native video that plays in your newsfeed.  This free tool also lets you add subtitles to your video, which can be done when you upload a YouTube link.    This is one of our favorites because you can easily download the YouTube video that you like as an mp4 file and post it as a native video in your social media accounts.  Super easy!

 

  1. Licecap 

We all love GIFs!  A great way to show your members how to book classes online is to provide them with a visual how-to and using a GIF will be a creative way to get this information out to them.  With Licecap, you can get a quick screen capture, turn it into a GIF and include this in your emails or social media posts.  Using GIFs would be a plus especially for members that are visual learners.

 

  1. Online Video Cutter 

Knowing how to edit videos is a skill that gym owners can definitely use to their advantage.  This can be made easier by using the Online Video Cutter tool which lets you cut a part of a video that you want to highlight.  Let’s say you have a 40 minute video and want to highlight certain parts of it to post as 15 seconds promotional blurbs at different times.  Online Video Cutter allows you to do this very easily and allows you to cut just a certain portion of a video and download it.

It requires zero editing experience and is perfect for the busy business owner like you.  Posting snippets of videos from an already existing one that you have eliminates the extra time and effort to take short videos.  And using these snippets to post regularly to your platforms sends out a message that you are an expert in your field while giving you more time to focus on growing your business.

 

NEED MORE PAYING MEMBERS IN YOUR GYM?

TELL US ABOUT YOUR BUSINESS HERE

 

 


ABOUT STEVE GRANT

Steve Grant is an expert in business coaching for gym owners with 20 years of fitness industry experience including 4 years as a Health and Wellness Lecturer at ACPE and 8 years as the owner of one of Sydney’s most profitable fitness studios.  

 Steve is first Fitness Business Mentor to deliver innovative Gym Marketing Ideas from around the world, that add an extra $100k profit to any fitness business. Gym Hub provides a buyers group to help gym owners reduce expenses, as well access to proven systems for staff recruitment and development, teaching members to become highly leveraged and work as little as 12 hours per week.

How to Use Facebook Messenger Marketing for Campaigns

Facebook changes its focus to building relationships, so if you have the right strategy to make Facebook Messenger marketing work for you, then you will surely stand head and shoulders above other fitness businesses in the area.

In order to success in using Facebook Messenger, the platform cannot be approached from a traditional marketing perspective.  You should see yourself as a social engineer and return go back to the basics.

If you want people to click on your Facebook ads, first you have to figure our what they are currently struggling with and what they need to improve on.

Find ways to engage with your audience creatively.

Find out what’s important to them, drive to develop a relationship, not only engagement.

Follow the 3 Core Rules of Facebook Messenger Marketing below and you will find yourself doing just that.

 

Rule #1:  REMEMBER that Facebook Messenger is not email

Messenger is mean for sending personal messages, much like email, but don’t use it the same way that you would the latter.

When marketing your business, you don’t use email as a platform to build relationships with your client base, rather, you use it to reach out, get out information, and for sales.

Facebook Messenger is NOT for that.

When using Messenger for marketing you should focus on why people should choose your business.  Highlight points on how you can remove obstacles that get in the way of their progress.

Build relationships, and do not push your marketing.  Think of your audience as individual people, with unique problems, with unique goals.

 

Rule #2:  Listen…

The main goal of social media marketing is not meaningless interaction, it’s to get information.

To use Messenger effectively, you have to ask open-ended questions that will get your audience to interact and engage.  Ask them about their fears, their goals, their desires.  What is their #1 fitness goal?  Why do they want to get in shape?

This information may not be useful to the campaign that you are running now, but you can definitely use it for later.  This data can help you write up a compelling sales copy that you can sell to them in the future.

 

Rule #3:  NEVER use an engagement bait

Once your audience have engaged its very tempting to resort to a bait.

For example, you might have created a private message which goes:  Type YES and you will get one personal training session for FREE.  This is a classic example of an engagement bait and Facebook will automatically shut this down.

A good alternative to this CTA is changing the context of the conversation.  Think about what you potential clients are hoping to achieve and connect your conversation to that and make it relevant to what’s happening in their lives.

Another option is to ask them for their opinions.  Weighing in on someone’s insights will get them to engage more.

The secret is to open a conversation, draw them to you, and keep them engaged by asking relevant and meaningful questions.

If your questions are relevant, you will get feedback.  Do not bait them to respond and establish that you are genuinely interested in building a relationship with them.

 

NEED MORE PAYING MEMBERS IN YOUR GYM?

TELL US ABOUT YOUR BUSINESS HERE

 

 


ABOUT STEVE GRANT

Steve Grant is an expert in business coaching for gym owners with 20 years of fitness industry experience including 4 years as a Health and Wellness Lecturer at ACPE and 8 years as the owner of one of Sydney’s most profitable fitness studios.  

 Steve is first Fitness Business Mentor to deliver innovative Gym Marketing Ideas from around the world, that add an extra $100k profit to any fitness business. Gym Hub provides a buyers group to help gym owners reduce expenses, as well access to proven systems for staff recruitment and development, teaching members to become highly leveraged and work as little as 12 hours per week.