Six Tips to Make More Money And Get More Clients
I spent the last three days in Las Vagas with 29 really awesome fitness trainers from all over world who are in my 7 Figure Formula mastermind group.
Mastermind members working hard in Las Vegas, before playing hard.
The entire weekend was spent on ideas and strategies for getting more clients, automating your fitness marketing, retention and referral systems, growing and expanding your business and finding hidden profit streams in your business.
Here are some tips for you from the weekend mastermind. I had to leave out the BIG things we talked about. Add them to this list wouldn’t be fair to the members of my mastermind… You’ll get those when you become a paying member 
#1 Raise your rates and your value perception. Most trainers think that they can’t raise their rates because the competition is charging less and so they gotta keep their prices competitive.
Actually the biggest mistake you can make is to compete on price.
Eventually what’s going to happen is you and your competitors are going to drop your prices so low that you’re gonna have to work a TON of hours to make any money at all. And you’re going to end up with deadbeat clients who aren’t serious about getting in shape and just want to pay “gym membership” fees for personal training or boot camp. You know these clients… they’re flaky, never get results, always complain and never refer.
Position your business so that you can’t be compared “apples to apples” and in stead the other trainers are apples and you’re the egg because you offer additional features, benefits, and services INCLUDED in your pricing that others don’t.
#2. Craft your up-sell funnel. People who buy from you are seven times more likely to buy from you again and again. And the moment they buy is when they’re most likely to buy again.
Have up sell offers like a monthly nutrition seminar and group tele coaching for an additional monthly fee. Or access to your member’s only site packed with ton of content (video, audio, and copy) for an additional $19/month.
The list of up sells are endless and can easily add several thousand dollars a month in additional profits.
#3 Systematically sell PAID IN FULL programs. If you’re selling 6 and 12 month programs anyway. Start offering paid in full specials and blow up your bank account.
Here’s the deal…
If Mrs. Jones is gonna buy a 12 month program and has agreed to pay you $299/month for the next 12 month. Why not ask her right then and there if she wants to save 10% and get an extra month free by paying the program off in full right now?
Here’s are three BIG reason’s why PIFs are so awesome.
1. Cash is king. And I’d rather get it all now then over 12 months.
2. It increases client retention because when a client has paid for 12 months up front, they’re gonna stay for all 12 months.
3. Reduces headaches like collection when clients card is over drawn, lost or expired.
#4 Create a culture of referrals. Getting clients from “traditional marketing takes time, effort, and money. Sure, you gotta do it in the beginning when you first start up, but the most successful trainers don’t spend much on marketing because eventually they get tons of referrals.
Getting clients from referrals is way easier because it doesn’t cost you any money and it’s easier to convert referrals into paying clients because they come to you pre-sold.
But you’re clients aren’t gonna give you referrals just because. You gotta condition them, you gotta create a culture for referrals.
The minute a clients signs up with you, you should be saying this: Mrs. Jones, as I help you get what you want and help you lose weight, get in shape and have my energy. Can I count on you to help me get what I want which is to refer your friends, family and co-workers to me to help me reach more clients?
In addition to that, each month you should do something really cool for your clients and show them love and recognition like, sending them a hand written “thank you” card with a $10 starbucks gift card in it.
Or send a gift basket of some fruits to their work along with your $100 gift cards in them. Or send each client a weekly puff up text message or Facebook wall message letting them know how awesome they are.
These are things that get people to love you and want to refer you clients.
# 5. Plan your promotions six months in advance. Almost every trainer in my 7 Figure Formula Mastermind group is generating six or seven figures (and a couple are generating multiple seven figures) and every single one of them know what they’re going to be promoting or offering the next month.
If you’re running your business by the seat of your pants then you’re probably pretty stressed and feel like your business in unpredictable right? You won’t feel that way if you know that each month you have at least two promotions you can run that can bring you a predicable number of new clients or dollars.
Here’s my calendar for the current month that sits in my office… nothing fancy but it works. This exact calendar is also on my iphone so I can see exactly what I have going on today and in the month a head.
#6. Give to get. Have you heard of Zig Ziglar’s quote?: Help enough people get what they want and you’ll get what you want. Push the “free line” and start giving your best stuff away. Hold free conference calls for customers and clients of local businesses and give your best info away.
Hold free Saturday boot camps for the community. Create a free report with 7 of your best fitness and weight loss tips and ask your clients to send the download link to it to all their friends, family and co-workers.
Get 20 local people of influence to train in your place for free. Give them killer results, and show then a ton of appreciation, love, and enthusiasm and get them to talk you up to the community.
Here’s a bonus one for you…
Stand out.
These days you gotta be talked about, be known for something, have your market space polarized and create a tribe that acts as your sales force, and for that to happen you need over deliver, give results faster than promised and bring the ENERGY!
I’d like to hear what you think. Let me know below.
Comments on Six Tips to Make More Money And Get More Clients »
Michael kelly @ 1:34 pm
Great Post Bedros,
The Monthly Planner and planning in advanced is Key. Great Reminder
prosper Mazorodze @ 2:50 pm
hie!
i love the web site , i always get new, techniques that i don’t get anyway, i want to devote my energy fully and be part of this mastermind machine. Bedros you are a great person, how can i be a memeber and get all these ideas in full, unlike on your web you give only teasers and men…i got to admit you leave me thirsty always and i dont want to be anymore, i want every single grain of your fitness ideas. so please help and make me part of the family,
thank you
Prosper Mazorodze
Great post! You are right, cash is king. I just celebrated a $62,964 day by selling the 2011 year in advance for my boot camp. I offered it to my curent campers first and I am getting ready to launch the offer to my past campers. Then I will launch it to the rest of the list. It feels great!
Thanks for the great post…see you next week in Vegas!
John Kent
http://www.CelebrityFitPro.com
David Bohmiller @ 4:08 pm
Thanks for all the great info Bedros!
#4 is so important. If you don’t start asking for something (referrals), you might never get them!
Looking forward to your next post. Thanks again.
Best,
Boh
Monty @ 4:14 pm
Cool Tips Bedros-
I penciled myself in on your calendar for Thursday at 12.30,
let me know if that works for ya
Monty
Liesbet Bickett @ 4:14 pm
Hey Bedros,
I went out and bought my 12 month calendar as soon as I got it home from the mastermind meeting! I am getting it ready to hang up all over my walls. Thank you for all the great info this last weekend. You really know how to bring it together and make it work!
and by the way…great dinner at Union! What a spread. It was even better than last time. You really know how to make us feel special.
Liesbet
Dale @ 4:23 pm
Awesome tips Bedros. I love this blog
Damon Reio @ 4:30 pm
Excellent post Bedros. This on came right on time for me as I am organizing my business more and creating systems to bring in more dough. One question though, whats up with the 2pm “Bedros Hair Removal” on the 22nd? lol. Thanks man.
Damon Reio
Mastermind was inspiring as usual. And for sure Bedros is giving you about a 10 minute sneak peek into a weekend packed with a wealth of information on how to blow up your business…..now for the biggest key I have to put all that I learned into action. Already working on two major things by this Friday!
Terry Joel - Walnut Creek Personal Trainer @ 6:47 pm
Planning the sequence of promotions instead of winging it. I’m glad to know smart people like you to point out stuff I wish I would think of doing. Thanks B
That was an awesome Mastermind. Can’t wait to go to the info Mastermind in two weeks.
You were right Bedros number 3 is a great tip to start right now
thanks
Ha, awesome Monty! Hey, you know you’re gonna be a Fit Body Boot Camp soon, right?
@Damon, Marilyn’s practical joke… not funny. LOL!!
@Liesbet, way to take action! Yeah, that was good food wasn’t it?
B
Back in May I switched to EFT and raised prices at the same time. After it was all said and done.. I was the only one who was concerned about the changes. Not one athlete or parent blinked an eye except for dad (and his sone is no longer training with us, whew). Looks like longer programs PIF are next on the list.
Hey Bedros,
I just want to say the biggest Thank You to you mate. The principles from your Fitness Manifesto + Facebook Domination were fantastic and I’ve been actively implementing them. This post was some really great insights into Fitness Marketing as well.
How can I be involved in your Fitness MasterMind group ; I’m actually organising a MasterMind group of mine here in Perth as well. Actually a better question to ask you Bedros is, how can I make-and-maintain my MasterMind group. There’s about 5~10 of us and we each have different goals & access to different resources. Some of us want to be Master Pickup Artists (M-PUA’s) and freedom/choice with women , for me personally it’s to acquire $400 million dollars within the next 12 months , and couple of others are setting up their DEFINITE PURPOSE via Dancing, Martial Arts, Social Dynamics etc
I’m really interested in any words of advice you can give on how to make-and-maintain a MasterMind group! Thanks heaps in advance Bedros.
Btw, the PAID IN FULL is brilliant in its simplicity, defintiely going to implement that one.
Have an awesome week Bedros
Bedros,
Great post.
No photos got out about Saturday night?
Like the promo tip. Need to do that one.
See ya in Vegas in 2 weeks.
Rick Kaselj
http://ExercisesForInjuries.com
.
Hey Bedros
Thanks for sharing these 6 awesome tips man! I think I don’t plan ahead enough and I should get into that habit.
Dialed in and working on the list of things to do from this past weekend. Awesome mastermind as usual, thanks so much Bedros. Can’t wait for the next meeting in two weeks. BTW, great post too, you take #6 to a whole new level.
Awesome post Bedros, thank you all the information that you provide us.
Adi @ 9:43 am
Awesome stuff Bedros, I need to work on getting more referrals, can’t wait to come to your FBS in 2011!
Monty @ 4:30 pm
Hey Bedros-
I could definitely see that happening, I will have to talk to my business coach and see what he thinks
chris amaro @ 8:30 am
point #5 is so money.
he’s right about feeling stress with feeling like you have an unpredictable
marketing system and are going month to month in a fog.
inspired me to plan things out on a calendar from
now until january. Just need to get it going until march and i’ll
be on top of everything and much more organized.
dawn @ 10:00 am
Hey Bedros, long time no leave a message on your blog here….great post. I finally took your advice and advice from another coach about doint ongoing camps and it was FRIGHTENING! Not to mention it’s not everyone’s cup of tea…everyone has a opinion right? It’s like butt holes, everyone’s got one!…or is it ‘belly buttons’. ha. But so far I like the ongoing camps AND I finally have all EFT like you suggesed to me 2 years ago! After reading this post i offered to my BESTEST clients a PIF for next year. YAY!!! And like a post from earlier… I too raised my prices AND went EFT AND no more 1 week breaks all at the same time…and it was ME that was concerned about the changes. WISH I WOULD HAVE DONE THIS A YEAR AGO! I did lose a couple but honestly, i will rebuild and I didn’t want those that fell off anyway. (oops, did I say that?)
Cool tips, thanks
Great tips Bedros!