- “Who would you serve if you only got paid for results?”
- Fitness is different because you get paid before clients get results
- “How do you get people to raise their hands?”
- You need prospects to show they’re interested
- What can you provide for them to reveal themselves?
- “How will you educate/motivate/demonstrate?”
- You must build value of your expertise
- Can you demonstrate your solution to prospects?
- “What offer could you make to be more attractive?”
- Is it convenient? What are the risks?
- What are clients’ likelihood of success?
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If so, email me here with ‘interested’ in subject line and we’ll set up a chat.
Hey, Pat Rigsby here. And in this episode, I wanna talk about the four questions you can ask yourself to
get more clients let’s get started.
Welcome to the fitness business school podcast. The show for fitness business owners who want to grow their income, increase their end impact and improve their lifestyle. Be sure to listen to the end of this episode, because we have a brand new special offer exclusive for listeners. So stay tuned.
One of the kind of fun and amusing things that happen when I’m spending time
with a client is, you know, they’ll, they’ll talk through something with me and they’ll say, well, why didn’t
I think of that? Or that was simple, or I should have known that, or maybe I did know that and just didn’t
act on it or whatever else. And honestly, that’s one of the, the, the beautiful things about what I do is
hopefully it should feel that way.
Hopefully it should feel simple and not some magic, unattainable thing that’s complex and almost
impossible to implement. So some of the questions that, that I’ll ask clients when they answer them,
they’re essentially giving them, giving themselves a solution. So I’m gonna kind of let you peek behind
the curtain, and we’re gonna take you through for questions that I think can make business growth
easier for you. So the first is who would you help if you only got paid when you delivered a result? And
now I learned this question from Dean Jackson. Who’s been a, a mentor and friend for quite some time.
And, you know, he’s probably shaped my way. I think about marketing and relationship based
marketing as much as anybody. And so the great thing about this is, I’m not
saying you should only get paid if you deliver a result.
Now, there aren’t really a whole lot of business models like that in our industry, which is kind of funny
when you think about it, because plenty of businesses operate that way. Like you pay at the end of your
meal at a restaurant, you typically are going to pay people. Like we, we had a patio built at our house
last year. We had our house painted this year. The payment was done after the result was achieved. So
it, it’s kind of interesting that we’re in a field where somebody says, well, Hey, either pay me a
subscription. And we’ll kind of start on the path to a result. Or, you know, if we’re of the high ticket
mindset, kind of a pet peeve of mine, then it’s pay me in advance. Give me all of your value in this
exchange before I give you anything.
Well, I think the better way to look at this is who would you help if you only got paid?
If the client got a result. So who are the people that you know, that you can win with, who are the
people that you know, that you can succeed with? What, what are the commonalities about them?
What kind of things need to happen for them? And, you know, if you come up with vague answers, like,
Hey, they’ve gotta be committed or this or that, then we gotta figure out, okay, well, how do I get them
to be committed? Or how do I vet people in advance? And can I get enough people there? Because if
not, then we gotta figure out how we can improve our answer. So that’s, that’s the first one. Who do
you help if you only got paid based on the results you delivered. And then the, the second question is
how do you get people to quote unquote, raise their hand, to basically go from being invisible to you, to
And what I mean by this is like, so I live in a very small subdivision. It’s a, like a very small homeowner
association. I think we have like 117 homes here you know, nice homes, nice kind of family
oriented community and I could pull up all sorts of demographic information and home prices and
the, you know, the, the average household income and all that stuff. But how do I know who would be
interested in a solution that I might potentially be able to provide to them, or, you know, a, a service
that might be able to help them? How do I get those people to raise their hand? How do I know out of
that, 117 homes, and maybe that means there are 200 adults. How do I know of
those 200 adults, which 30 of them might be a good fit for me?
How do I get them to self-identify? What kind of things can I put out there? What kind of content will
speak to the 30 that I want to reach outta that 200? What kind of lead magnet will get them to raise
their hand? What kind of marketing offer will be appealing to them to kind of reveal themself to me,
because if I look at a broader kind of spectrum of people here, there are about 33,000
people in my zip code. And in that group, there, there are more than enough prospects to
build an incredible business. There are more than enough prospects to build multiple incredible
businesses, but I gotta know who they are. So what kind of stuff can I do in my Google listing that will
speak to the ones that I wanna reach? What kind of lead magnet can I create that I can run Facebook
ads to what kind of invitation can I extend to people or, or gift can I share
That’ll get people to say, yeah, I’m, I’m interested in that now. They don’t necessarily have to be ready
now, but they’re going to give you their contact information. They’re gonna
download your free gift card. They’re going to grab your free, special report or purchase or, or download
your book. So how are you gonna get those people to raise their hand? And you have to be able to
answer that because if you can’t, again, you’re just kind of another face in the crowd. And then when it
comes to following up, how are you going to educate, motivate and demonstrate? And when we think
about educating, motivating and demonstrating it’s, how are we going to build value in our expertise in
help people understand that we can, in fact, help them solve their problems and achieve their goals?
How can we get people excited about the possibilities?
I mean, sometimes that’s social proof. Sometimes that’s education based marketing. Sometimes that’s
telling stories and how are we gonna demonstrate? Is there a, a workshop ish component that we can
add to things where people can actually see, Hey, wait a minute. This is the right place for me. This is the
right answer, the right solution for me. So that’s follow up. And then what kind of offer will you make
that will be attractive to the type of people you wanna serve. And ideally your offer should be, you
know, focused on them, the benefits that they’re looking for. So the, the solutions to their problems, the
path to their goals, the, the things that they believe that they need that are specific to them. And we’ve
got to figure out how do we make this convenient? How do we re like reduce some of the risks?
So they gotta believe they can do it and believe that if they do it, they’re at least is a decent
likelihood that they’re gonna be successful. And that’s it. If you can figure out the answers to these
questions, then getting new clients should be a consistent kind of success for you. Sure. There’s gonna
be some, some ebb and flow due to seasonality or due to the format that you’re gonna execute this
stuff. But marketing’s not that complicated. It’s connecting with a person about their desires
and their goals and the problems that they’re trying to solve and really demonstrating
that you can help. So answer those four questions, do that and watch your business grow.
Thanks for listening to this episode of the Fitness Business School. 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 leads and client?”
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