Fitness Business School – Getting to $200k in Gross Revenue

Full Transcript

Hey, Pat Rigsby here. And in this episode, I want to talk with you about what I believe is the most direct or fastest way to get your business to $200,000 annually in gross revenue. So if you’re below that mark, and you’re still trying to get there, you haven’t been able to break through, you’re going to want to listen in to this episode.

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.

Years ago, I heard A gentlemen at an internet marketing conference talk about what he called the five ones. And it was basically what he felt like somebody needed to do to see the most progress as quickly as possible. And I’ve seen other people kind of take their, their version of this and evolve it and use it to grow their business, to empower others, to succeed in business. And in my case, I felt like there were six ones for an offline training business that wanted to get to this threshold, this, this mark of, you know, 200 to even potentially $250,000 a year.

Now, once you get past that, mark, there are going to be some different things that you have to do to scale. There’s going to be more when it comes to leadership, you’re probably going to have to diversify some of your offerings, but if you’re kind of stuck at that early stage, that startup stage, and you haven’t been able to move to this $200,000 a year to $250,000 a year range in gross revenue for your business. There’s a really proven path, a way to simplify this and focus. And that’s probably the biggest limiting factor I see is people just don’t have enough focus and stay the course to get good at anything, to really become known for anything.

So if you dial in and focus on what I call the six ones, you’re going to be in great shape. And you’re going to, to really catapult yourself to a point that you may not have been able to get to otherwise at all, but definitely not this fast, this straight forward in this stress-free.

So the first of the six ones is you need one single target market. You need to know who you want to serve because you have to really be known for solving a specific problem for really being the best person for a specific audience. And so if you dial in on this one target market, it’s going to give you the focus to understand the problems that they have, the language that they use, the goals that they think about. What’s important to them, that the schedule that they’re on, the type of training they gravitate to, you’re going to really become a true expert in this target market. And you’re going to know exactly where to find them. So the first of the six ones is identifying and serving a very specific target market. Now, I know what you may be thinking. You may be saying, you know, I’m going to have a couple of target markets. I really like training this type of person in that type of person. You’re going to have this fear of missing out. And that’s part of the problem is you dilute your effort. You dilute your focus and you can’t make nearly as much progress as quickly or even, you know, progress in general, as you would like so narrow to a single target market.

That’s number one, number two, we need to have a single core service offering that we really they get proficient at. Now that may be one-on-one training. It may be semi-private training. It may be a hybrid style model where you’re going to train people in person some and then facilitate their success outside of the facility. It could be group training. It can be in home, but you need a specific service that you get great at selling that you kind of build a reputation around as being the best in the market at that specific thing. And by doing a specific type of service really well, you start to document something that you can scale later on. You can really own a particular lane in your market instead of just being okay at a variety of things. So we need to dial in one specific service. Now that doesn’t mean that we only have one iteration of this offering, right? We may do one-on-one training and train some people three times a week. Some people two times a week, some people one time a week, we may do the same with semi-private training. So the frequency may vary, but the, the service offering needs to be narrow. We need to pick one thing and get greater. Got it.

The third thing that we need that third one is we need one single conversion process to practice, to get good at really, really optimize. Now the, the, a single conversion process could be you just doing a success session with every lead that you possibly can. It could be you having a front end offer. That’s kind of an onboarding experience. Somebody comes in and they do a 21 day, a 28 day, a six week program that you choreographed to deliver the best possible experience. And to convert them becoming a long-term client. You may have a paid assessment that people come in and go through is the, the kind of gateway to your longer term offering. But you need one single conversion process that allows you to sell people into your ongoing programs. So we’ve got single target market, we’ve got a specific service offering, and then we have a single cool conversion process.

The fourth thing that we need is an offline lead generation strategy. Now, so many people really have kind of focused almost exclusively online. They think that they’re going to work exclusively online to build their business, but it’s an offline business. And so there’s a bit of a disconnect. So you need one, one single approach that you’re going to focus on with offline lead generation. Now, if you’re starting from zero, you’re starting from square one, maybe that’s going to be networking. Maybe it’s going to be public speaking, right? We’re getting out. And we’re meeting new people. People because we don’t have much of a database to work from, but if you already have a little bit of traction, you already have you know, a couple dozen clients or something like that. You might even be able to employ what I call the client multiplier method, where you’re basically only doing things internally and trying to use the relationships. You already have to create introductions to new people. So you’re never feeling like, Hey, I’ve got a cold call. I’ve got to go connect with new people that I don’t have a foot in the door with, but no matter what you need, one offline lead generation method to really kind of accelerate your progress.

And then the fifth one is you need an okay, online lead generation method. Maybe it’s Facebook ads, maybe it’s Instagram ads. Maybe it’s doing something organic on either of those or some other platform, maybe it’s search engine optimization, but you need something that you’re willing to get great at. And you’re willing to commit to you need a predictable way to bring in new people, to connect with so that you can move them into this kind of funnel, this pipeline that ultimately leads to that conversion process.

And then the sixth thing that we need to really dial in on that. The one, the sixth one is one year. You need to commit to something for one year and stop chasing these shiny object. You need to stop kind of watering, bring your efforts down and never sticking with anything long enough to get great at it. I mean, in so many other areas of our life, we wouldn’t expect to have success without practice. We wouldn’t expect to have success unless we did something repeatedly long enough to get good at it long enough to see the cumulative results, but in business, man, do we jump from item to item from thing to thing from tactic to tactic over and over and wonder why we don’t get great results. We think that there’s some magic bullet. When in reality, the magic bullet is focusing commitment, staying with the process long enough to be successful.

So if you commit to these six ones, right, a single target market, a service that you can hang your hat on a true conversion process and offline lead generation method and online lead generation method, and a commitment of one year to see this through and get really, really good at it. You’re going to be successful. It’s almost a foregone conclusion. You’re going to dial things in because you’re going to have more practice than your competition at these things. You’re going to have more traction. You’re going to, to really know the nuances of what you’re doing online, what you’re doing offline. You’re going to really be strong in the knowledge and the connection with your target market. You’re going to get to dial in your conversion process and close any of the loopholes and make sure that you’ve got something that works time and time again. So if you’re stuck and if you want a path forward, if you want something to make sure that you’re going to be successful, the six ones are it, it’s the most predictable, most trusted way. I know for somebody to have success. So if you’re ready to commit, this is the thing you need to do.

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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