Manage episode 376241148 series 1244112
Can’t get new clients? If you don’t know how to get them or aren’t able to keep them, this is for you. And there is a really good chance you are NOT making this mistake I’m about to share. Trainers and health coaches who listen to business growth podcasts are already conscientious.
If you are making this mistake, you do now or you will fall into that category of trainers who can’t get new clients.
I share this in case it shows you that even though the world has exploded with people collecting fitness and health coaching certifications, there is room for you, there is plenty of room for you. Because a certification, you must be reminded, is a minimum viable knowledge to enter the field. Few certification programs support trainers or coaches in the client-getting process, or the effective ongoing coaching process.
To get new clients you need two things:
- Great system of service that gets great results in current clients, so they continue
- Systematic way to ask clients who get great results for referrals
If You Can’t Get New Clients…
It’s not that hard to get new clients when this is happening all too frequently…
Some trainers ask this at the beginning of sessions:
“What do you want to do today?”
We call them broke.
Why? Because a busy man or woman, who's hired you and told you their goals and allowed you to assess them based on health & activity history, movement screens, expects that you have the plan. They expect that you know what they need based on the problem they wanted solved when they hired you.
Most people don’t hire a trainer because they’re 100% in love with their health, fitness or performance. On one or more levels they want change. You’re the guide.
“What do you want to do today?”
Throws us all under the bus a little. The entire fitness industry just suffered a little. Because now, not just that one trainer, but “I had a trainer and she ….” Becomes all too easily, “trainers are hit and miss… some are good, or good at telling me form but others are not worth the investment.”
So, you are doing or are going to do the opposite.
First, because you’ve got a plan, a system or a method that outlines what they need to be doing and you can easily determine, what parts of that do they know, what do they need to learn from you or what movements do they need to review.
Review Your System if You Can’t Get New Clients
One of the best ways to make it easy for people to say yes to working with you is to make it easy to get results with you. It’s clear what happens first, and next, and after that. Three steps. 5 steps. Recently I spoke with a woman who has 11 steps. I said too many, how can these be grouped into fewer categories? I’m not asking you if you’re listening to eliminate the steps you think are crucial but do they fall into what feels like a shorter process?
You want to tell people how they work with you in 3 or 4 steps. If you are a nutritionist, do they eliminate foods, add supplements, reintroduce foods? Do they Eliminate, Add and Try… that’s an E.A.T. system. And that’s what you’re looking for… a name and a process both.
So, what about you? What’s your process? Write it down. Play with the words.
I, for instance, use a 4-part L.I.F.T. method with business growth for trainers and health coaches. We leverage what is unique about them, define how they Influence others and create a strategy, Feed ideal clients into their world and Trade Time for smarter ways to scale so they can enjoy the life and freedom they want.
Second, you’ve got an accountability check in before sessions, so you know exactly what status a client is showing up in. Did they do the recommended workouts and activity since seeing you last? You ideally already know that from their check ins or their prep form. You’re not learning this in the first 5 minutes of a session.
You’ve Got Training Clients, Why Aren’t They Getting Results?
A client who doesn’t comply with a reasonable plan, isn’t your fault. It’s theirs. It may take a modification from the original plan (and the goal) but a progressive training relationship shows change over time.
If a client buys a 6-month package or a 6-session package, there should be a discussion about desired outcomes. What are measures of success? What if those aren’t achieved? What will be the reason? That’s an excellent question to ask on an intake form. You want to have the individual reflect on what they’re willing to commit to in order to get results.
The biggest message to you listening is that there is plenty of opportunity for conscientious trainers and health coaches. Even in what appears at first glance to be saturated. The only place it’s saturated is on social media. You don’t even want to compete with social media. You want to compete on the client-getting side of things. You get them, you keep them.
Pretty social media doesn’t perform as well as dirty and real. Have you noticed? We’re paying more social media support people and many of the individuals doing this… are still not gaining traction and growing their clientele. Measure what matters.
Other Episodes You Might Like:
4 Keys to Get More Sales: https://www.fitnessmarketingmastery.com/get-more-sales/
7 Simple Sales Strategies for Health & Fitness Pros: https://www.fitnessmarketingmastery.com/simple-sales-strategies/
https://www.flippingfifty.com/wellness-coaching-for-life/ Decide if we’re a fit .. to work in any capacity or brainstorm on the spot or review your social media presence. You can choose… or let me based on where you are. You can work on your business OR your personal hormone balancing fitness.