Fitness Business School – Getting the Most From Your Current Offerings

Full Transcript

Hey Pat Rigsby here. And in this episode, I want to talk with you about how to grow your business through the training sessions you’re already delivering. I’ve got a lot to unpack in this episode, so let’s get to it.

Welcome to the fitness business school with Pat Rigsby, the podcast for fitness entrepreneurs who want to make more income, have greater impact, and enjoy more freedom in their ideal business. If you’d like an accelerated route to these goals, email me at [email protected] and put BGA in the subject line and I’ll get you all the details about our business growth accelerator program.

So one of the biggest questions that I come up against with small business owners who usually are kind of the primary service deliver earlier in their business is, Hey, I’m so busy. I’m always in sessions. How can I grow my business? How can I still implement? How can I execute? So I wanted to talk about a few different ideas of how you can leverage those training sessions. You’re already delivering as vehicles for business growth.

So the first is just asking the client that you’re with to upgrade to a paid in full. Now you’re not going to do this all the time, but there are a couple of times throughout the year that you’ll see trainers want to generate some more cash collected. They’re going to, you know, want to create a surge of revenue, maybe it’s to invest in marketing. Maybe they’ve had, you know, they anticipate a slower period of growth. So they want to have a little bit cash on hand. Totally fine. I mean, my recommendation is always to keep your paid in fulls in that 10 to 20% range of total clientele, like total revenue generated from clients and not really getting past that 20% Mark, but if you want to generate some paid enfolds from clients that you have the simplest way to do it is to just ask during a training session when you’re spending time with them.

And the way that I would do it would be very much kind of like this. It would, you know, it, it would hear it here would be like a very simple script if you will. So, Mrs. Jones later this week I was planning on offering out the opportunity for people to pay in full for the next 12 months and get a 20% discount on their sessions. And I’ve got five spots. So before I open this up to the entirety of our client base, I wanted to see if that would be something you’d be interested in taking advantage of. And that’s it. You can do this in training sessions with people that you think have, you know, have the means to do this and financially it doesn’t put them in a bind that might be interested in taking advantage of it, people that have been with you for a while. So they’re, you know, they already believe that they’re going to be with you for the next 12 months, but that’s an easy way to make more out of a training session, just using that very simple script.

The second thing that you can do during a training session to, to grow your business is to look for opportunities to upgrade to upsell clients. And so you may be meeting with a client twice a week now, and the upsell could be a simple upgrade to three times a week. So that kind of script would go somewhere along the lines of, Hey Mrs. Jones, we’ve been having great workouts for the past few months, and I know we’re you know, approaching a time of year where a lot of people want to get more focused and they want to really dial in their workouts. They’re they’re, you know, trying to get in shape for summer. So I didn’t know if you’d be interested in going from two times a week to three times a week for the next three months to just accelerate your progress. Is that something you’d be interested in doing? And so that sort of stuff, very simple, very easy to, to upgrade people. You’re not asking them to continue on at three times a week in perpetuity, but you’re providing them a very simple upgrade opportunity that may take you one minute during this training session that could result in a 50% bump in the, the volume of training for this client.

The other things that we could do would be, you know, upgrading somebody to a supplement or a nutrition coaching program. So if we were going to upgrade somebody to, you know, by adding on a supplement you know, it could be as simple as this, Hey, Mr. Jones, I wanted to talk with you about nutrition and supplementation for a minute. You’re putting in such good work here, your you’re seeing results. And so one of the things that I thought that we might want to consider is really upgrading your nutrition and integrating this new supplement that we have, that I’m personally using and really enjoying and seeing positive results with. I think it would support the work you’re putting in here and might even help you reach your goals a little bit faster. Is that something you’d be interested in trying? And so you can see, you could do that same thing with nutrition coaching. You can do that same thing with anything else that you want to add. And again, we’re not tech hijacking the training session and taking the bulk of the time to, to promote this new thing. We’re still focused on the service that they’ve already hired us to deliver, but were using one minute of ago, time to present something that might help them along their journey might help them achieve their goals. Maybe it helps them more quickly. Maybe it’s something that they would have done. Otherwise, maybe it’s a, a coaching program for nutrition or a supplement that maybe they would’ve sought support on outside of your facility. They had gone to a health food store or bought something online, or they would have bought a diet book or something like that. And you can offer them something in house that you have confidence in that because you’re already their trusted fitness resource. They’re going to have confidence in and probably be more compliant with as well as most likely enjoying a better quality product or service. So that’s another one.

And then the, the third thing that I would tell you that we could think about would be just asking for referrals. We could easily ask them somebody to bring somebody to a session with them. We could ask somebody to, you know, take part in a referral contest. We can give somebody a gift card, but basically turning that person into an advocate on our behalf. And so a simple, easy to implement script for something like that might be, Hey man Jones, you know, as we go into the new year we’re trying to, to grow our business. We want to bring in more clients like you. So one of the things that that, that I’d like to do is go to some of our best clients. The people that we know you know, are really committed. They, they enjoy our culture and they really add two things. They lift up the people around them. We want to go to those clients and see if there’s anybody they would like to invite in for you know, a 14 day trial free of charge. So is there anybody that you feel like would be a good fit for what we do that really probably exemplify some of those same traits that I just talked about? The things that you really bring as part of our community that you’d like to invite in. So just a simple script, like that is enough that if you were to go through your entire client base, you’re going to get a handful of prospects that you can get introduced to, and you can always follow up and say, well, Hey, would you mind introducing me? Or would you mind giving them this gift card that, you know, would allow them to come in and experience this? You just have to take the torch, so to speak and carry it to that next step. But you know, if you’re in a position where you feel like, Hey, I’m swamped, I’m training so many sessions right now. And I don’t have time to grow my business. You know, that you don’t have to go out there and attend networking events. You don’t have to become a master of Facebook ads. You don’t have to do a whole lot of new things that add hours and hours to your plate. Sure. You can hire help to, to execute. But if you’re in a position where that’s not possible yet they’re three different options, upgrading people to pay it in full upselling, them complimentary offerings or more of what they’re already doing. And the asking for referrals that you can do during any training session you’re already delivering. So if you want to know how to make the most out of a training session, when it comes to growing your business, there are three things to get you started.

Thanks for listening. I’m giving away a bundle of my bestselling books, the ideal business formula, the fitness entrepreneur handbook in the path. All you have to do is go to patrigsby.com/podgift to get it. Also, make sure to subscribe to The Fitness Business School with Pat Rigsby so you don’t miss an episode and you get yourself on the fast track to creating your ideal business.