Fitness Business School – Win Each Week

Full Transcript

Hey, Pat Rigsby here and in this episode I want to talk with you about how you can win each and every week. Let’s get to it.

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 things that we do with coaching clients during our kind of weekly coaching, we offer a lot of coaching through ideal business accelerator. We have about, you know, 10 to 12 lot live zooms each and every week where we, we have a topic, a theme and then for the second half, or maybe even second, two thirds of the call, we may answer Q and A, not just specific to that topic, but kind of everything, right? And so it’s a, it, there’s a lot of engagement, a lot of opportunity for coaching. But one thing that I do is try to focus at the beginning of the week on telling clients how they can win this respective week. And we have a tool that we use called the win the week document. And it’s really simple because it, it it’s so easy to get caught up in being reactive as a business owner. It’s so easy to get caught up in just putting out fires, not making headway, looking up and saying, yeah, all I did was kind of keep the plate spinning throughout the week. I didn’t move towards my goals. And so our win the week tool allows us to establish some simple goals for how many new leads do I need, how many new clients do I need? How much, you know, revenue or monthly recurring revenue do I want to add? So we establish those targets during the course of the week. And, you know, you could probably just amortize, whatever your annual goals are.

You know, over the course of 52 weeks and come up with something for me, I prefer to have some ebb and flow, knowing that there’s some seasonality to business, knowing that every week may be different as far as, as far as other responsibilities on your plate, all that stuff. And you know, the you know, the, the fun part of this is, yeah, we establish these goals where we talk about being motivating, but realistic. Like, so if you want to at 10 new leads this week, that’s great. Is this something that you’ve, you know, at any point in time, have you gotten 10 leads in a week? Have you gotten close to it at any point in time? Have you gotten three new clients a week or gotten close to that? So we wanna set goals that are realistic, but motivating, but then I think the magic in it is very simple. We, we reverse engineer it and we say, okay, all right. When it comes to we, we have four categories that we, we kinda walk through every time we do the one, the week document, the first is connect, which is just the proactive approach we take to generating leads.

So what are we going to do to connect with that number of new leads? And we just walk through the week and we say, okay, here is our library of connect. Some of them are very, very much kind of grassroots networking things. We talk a lot about you know, just simple kind of meet up with people for coffee, meet up with people, for conversations, or you know, work our connection database and, and leverage our relationships. And then, you know, on the other end of the spectrum, we do things that, you know, involve Facebook or Instagram ads, or we do things that are based on how to generate leads from social media post. And we ask people to identify, okay, what are you gonna do on Monday to move towards a, what are you gonna do on Tuesday? Because not every day is the exact same. Your schedule may change your obligations. That day may change. For me, I record podcasts on Wednesday. So that may be that, you know, that may be different. That’s the only day I’m recording podcasts. So my schedule’s gonna vary from day to day.

So we established what we’re gonna do, and the, the things that we pick should give us a high probability of generating the number of leads. We said our goal was to get during the course of the week. And if there’s not this ability to reverse, then we have to either go back to the goal and maybe tighten it up and become more realistic about what needs to look like. Or we need to kinda ratchet up what we’re doing from a lead generation standpoint. Next thing on the list is what we call our convert unit. And there it’s, how are we follow up with clients? How are we making offers? Have we allocated enough time to do success sessions? What are we doing to convert the prospects that we do get? And we even get down to the, the details of, Hey, this is when we recommend that you make your offers. So we, we have the ability to course correct, so we can get feedback so we can make sure that we’ve got enough space to schedule the success sessions or consultations or trials to hit our target for the week. Next thing up is what we call our upgrade unit, which is how do we maximize the relationships with the clients we already have? Are there, you know, what are we doing with our internal marketing to generate more referrals, to improve retention?

What are we doing to provide other opportunities for clients work with us more closely to reach their goals. It could be bolt on things like accountability, coaching, or nutrition coaching. It could be consumables like supplements. It could be just upgrading the number of sessions they’re doing with you over a short period of time. So what are we doing this week when it comes to that? And, and I, I think that’s an untapped opportunity. A lot of times people will say, well, Hey, my client’s paying me $150 a month. That’s, that’s the relationship. That’s the maximum, you know, monthly value that client’s gonna have when an all honesty, that’s kind of an arbitrary number that we picked. We could easily go for a, you know, an opportunity to better serve that client, that they would be happy to invest in, in so many cases, if we look for it. So the final thing that we do is what we call our 10 minute sprint. I’ve discussed this in a separate podcast episode, but the 10 minute sprint is basically saying, oh, okay, you know what? I’m going to set aside 10 minutes each day to make some headway on, you know, that connect or convert or upgrade unit.

Because even if you’re slammed, even if you are back to back to back, there’s gonna be a 10 minute window somewhere, and you can still make pro towards achieving your goals, not just sustaining where you are in that 10 minute sprint. So we, we get people to schedule that they, they know what tactics they’re gonna be deploying during that 10 minute window. And man, we’ve seen people generate plenty of business in those little 10 minute sprints when they do them and are consistent at the end, end of the week. We, we review, we say, okay, well, what were our actual numbers? Did they match up to our goal numbers? If not, where did we fall short? If so, what can we build on and continue next week? So we celebrate the wins. We, we learn from, from what we did so we can set the stage for a successful week in the following week. And so that’s how we stack these weeks. One, one after the next. And if you do that, you’ll be amazed at how much progress you can make. But you know, a lot of people, like I said, are very reactive. They don’t plan things out and they leave their success to chance. If you take this win the week approach, you’ll do just the opposite. You’ll have a clear path. You’ll know what you need to accomplish. Things will get simpler. You’ll spend less time on execution because you’ll have clarity. You’ll have focus and you’ll have better results.

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