Fitness Business School – Improve Your Business with These Questions

Fitness Business School – 174 – Improve Your Business with These Questions

Show Notes

• 1 – “If you were reliant on a single client’s experience, what would you do differently?”
• Think of clients as individuals instead of a group of people
• Try to view your service through their eyes
• 2 – “If you only got paid for your clients’ results, what would you do differently?”
• Too many pass the buck on non-gym times
• Results don’t just come from workouts
• If you’re fully results-focused, you will stand out
• 3 – “If every prospect was worth $2000, what would you do differently?”
• How much more care, follow-up, attention would we give?
• 4 – “If your actions today were deciding your future, what would you do differently?”
• Would you plan more, connect more, follow-up more?
• Sometimes we need to do a self-assessment
• This is a great lens to view your business through

Full Transcript

Hey, Pat Rigsby here. And in this episode, I want to share a few questions you can use to improve your business. So we’re going to talk about questions to make you better. 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.

If you listen any of these podcast, or if you read my email newsletter for any period of time, you know that, and I was a college baseball coach and I’ve coached baseball for the last 25 plus years. And one of the things that I started doing about halfway through my time is a college coach was asking my players a simple question, like if this was your last game, or this was your last practice, what would you do differently? Right. And really it was something to get them to appreciate the moment more, to, to be more present. Probably, you know, I, it, it was driven, you know, it was, it was driven by me wanting them to maybe be a little more focused or work a little harder, but, you know, I wanted to frame it in a way that they were going to be more self-motivated to do it.

So if I would ask them that question, invariably, you know, kind of little, a little fire under them, they had they’d make more of the time that they had there because they, you know, I mean, they, they know that there’s a, there’s an end point, right? I mean, in every in every athlete’s journey, there there’s a time when, you know, you, you kind of hang them up. And that, that was really useful in that environment. So occasionally I’ve carried these types of questions over into a business environment and they’ve helped me a bunch when I’ve put my own business under the microscope. And the times that I’ve used them with clients, it’s helped him a great deal too. So I wanted to share four different questions that you could ask yourself and really maybe see your business or see your opportunity from a different angle. So the first question is if you you know, if you were really reliant on one client, their experience for your, to your business’s success.

So if your business success hinged on a single client’s experience, what would you do different for that client? What would you do different or, or different league than you’re doing now for your current clients? How would that experience change? Would you greet them differently with the program be designed in a different way? Would there be more personal attention? Would there be more accountability, but if their success and their experience with you was really the deciding factor. If they had a great experience, your business would succeed. If their, their experience was inferior in any way, or your business would fail, what would you do differently? And I think this is a great question because, you know, it’s so easy to, I forget that every client comes in for their own reasons. Every client is on their own journey. We may say, Hey, I’ve got 150 clients. And think of them as a group, think of them as a collection of people as a team. But really they’re, they’re on their own individual path and each of them are having their own unique experience. So if we think in terms of that kind of individual set of results, that individual client experience, we’re going to be better off. And if we find ways to upgrade that now, obviously if you’re working with 150 people, you have to do this in some scalable fashion, but a lot of times you’re better off. If we think in terms of how did this new person, how was their own boarding, how was their first hundred days as part of our program? You know, how do they feel when they walk through the door? Do they do it feeling like, oh, I’ve just got to get this over with, or is this the best part of their day? Do they feel connected to us when they’re not with us in person? So that’s number one, if your business success hinged on a single client’s experience, what would you change? What would be different?

Number two. And this is, it’s kind of a variation of the same theme, but if you only got paid, if clients got it, the results they came in for, what would you do differently? Like what result would you promise? Who would you be trying to attract that, you know, you could deliver that result for in a predictable, consistent way? How would you make it easier for them to be successful? See, I talked to a lot of business owners and they’ll kind of pass the buck on facilitating client’s success outside of the in-person training experience. They’ll, they’ll, they’ll almost roll their eyes when I say, well, what if you just get paid for results? And they’ll say, well, I can’t control what they do, and they’re not here. They’re going to go home and they’re going to eat this, or, or they’re going to you know, really not be very compliant when they’re not here. And I’m like, well, that’s fine, but you promise them results is your means of selling them to get them in the door. Or so, you know, maybe the way that you’re approaching this doesn’t liver, those results, but maybe then we shouldn’t be promising them. So if we flip this around and said, okay, if I only got paid for results, what would I do differently? You know, if the client can’t stick to the nutrition plan, maybe we have to approach the nutrition plan differently. Maybe there’s a different way to provide accountability. Maybe we need to make it simpler. Maybe we need to personalize it more, but how would we do that differently if people are inconsistent with their training, how can we get them to be more consistent? So think about it, got it from a result perspective, because let’s face it, most businesses, they get paid exchange for a specific result, not for access to something, not for the, the prospect of obtaining a result, but you get paid for the actual result. And, you know, our, our business may be a little bit different because it isn’t so much an immediate gratification type of business and the result that we deliver, but we can learn from those other businesses. We can learn from this concept. And if we do, we’re going to stand out because our industry does not function this way kind of as a rule. So if you can be somebody that is more result, focused, more results driven, you’re going to be better off.

So that’s question number two, question number three. And then this is something that I would do with my staff, even I would say, okay, every prospective client was worth $2,000 to our business. How would we act differently? And so much of this was originally driven by me wanting people to treat every phone. Yeah. Inquiry, every email inquiry, every sales consultation, every trial with great respect, no knowing that our average client that was with us invested over $2,000 in lifetime value like that, that was the financial exchange from their part in that relationship. So if a client lifetime value is $2,000, then anybody we’re sitting down with is potentially worth that to the business. Yes. And if we think of every person is having that kind of impact on our business, on our livelihood, I don’t do we, do we make sure that the phone is answered in a more professional way in a more engaging way? Do we spend more time in communicating with prospects when they inquire via email? Or do we just send them, Hey, here’s the program. If you’re interested, let me know. Do we follow up more effectively? Do we follow up longer? Do we treat every trial? Like we’re welcoming a new new friend mentor lives or is it just kind of, you know what, Hey, they’ll figure it out if it’s a good fit for them. So, so if every prospect was worth $2,000 to your business, what would you do differently? How would you approach that engagement, that relationship differently than you do? So again, a very simple, simple question ask, but I know it, it yielded very powerful results in my business.

And then number four, if your actions today were the deciding factor for the future, your business, what would you do differently? How would your daily behavior change today? If this was, this was the test. If today you didn’t great job. If you won the day today, your business would thrive, it would succeed. And if you didn’t, your business would fail. How would you change the way that you operated today? Would you have planned your day instead of just, you know, winged, it would, you have spent more time connecting with new prospects. Would you have done sales training to make sure every consultation was maximized? Would you have followed up and held clients accountable? Would you have sent out a newsletter? Would you have greeted every client by name and high five them on their way out the door? What would you have done differently if today really decided your business? How would you have acted in order to win the day?

So there are the four, I think that as a business owner, there’s usually not somebody that that’s holding us accountable, putting us under the microscope level, that we would have that experience if we weren’t employee. So because that sometimes we need to put ourselves under the microscope and these four questions are a great kind of out of the box way to do that. So if you’ve not done some sort of, self-assessment some sort of evaluation of your business. Recently, these four questions can help you do that. If you have done sort of, sort of a, but you always kind of default to the same things like using the same metrics to judge how you’re doing, then this may be a different lens to view your business through either way. I promise you, if you ask yourself these questions and answer them honestly, and completely your business will improve because of it.

Thanks for listening to this episode of The Fitness Business School. And before you go, I have a quick announcement. When I first connect with a fitness business owner, they almost always ask me, “How can I get more leads or how can I get more clients?” Well, I have an exclusive offer for you and it’s going to help you do just that. As a listener of this show, you can test drive Fitness Lead Academy for six full weeks for just a dollar. Fitness Lead Academy is a one of a kind program where you get done-for-you marketing tools and coaching to attract more qualified prospects and convert them into paying clients. Imagine having three marketing emails written for you each and every week for easy-to-deploy promotions provided to you that are proven to convert and they’re ready to use and proven ads and social media posts given to you each and every month as well. Plus you have access to three weekly live video coaching sessions to help you with everything from dialing in your brand to navigating things like building funnels and getting ads approved. You get all of this and more when you join Fitness Lead Academy. And to prove that FLA can serve you as your virtual marketing department and not only save you plenty of time, but also consistently bring you more leads and clients, you can get access to the entire coaching program for six full weeks. Again, for just $1. If it delivers for you in the way that I expect it will, you can continue on for just $199 a month. So basically, just one additional client each month and you’re ROI positive. And I’m sure that if you apply what we give you, you’re going to get more than just one additional client each month. And you’re going to likely save at least 10 hours a month to take advantage of this special offer. Just go to TestDriveFLA.com to try it out for six full weeks. If it’s not what you’re looking for, you can cancel it any time.

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