Host educational health and fitness workshops and lectures for clients

Health and fitness lectures offer a wonderful opportunity to educate your clients about important topics.  We believe that Education + Action = Results so we value offering education to our clients and then, inspire and guide them to take action, therefore, producing fabulous results! You can’t do better if you don’t KNOW better!

In addition to offering this value-added service to our clients, by encouraging them to bring their friends, family members and co-workers, it also offers a fabulous opportunity to gain exposure for our services.  Afterall, we’ve got a captive audience of people who want to know more about the topic we’re presenting and of course, we are in the position of being the expert but we don’t have the ability or time to address each person’s individual needs during the workshop.  Naturally, these people get excited about our services and what we can do to help them.

So offering workshops and lectures is a wonderful customer service initiative, as well as, a very effective marketing tool.

There are many opportunities to present health lectures or workshops at your gym/studio, corporate facilities, or local businesses or churches.  If you have or want to develop good speaking skills, these types of lectures can definitely help you grow your business.

The most popular types of lectures tend to be anything about fat loss or nutrition.  Workshops that address the best ways to condition abdominals or develop a healthy back also do very well.  You can advertise lectures to specific populations for example baby boomers, osteoporotic women, menopausal women, triathletes, vegetarians, gardeners, or teenage athletes.  You could offer cooking classes or recipe lectures to teach people quick n’ easy healthy meals. The options are endless!

The big question is should you charge for these or not?  It depends on the goal. When we do our in-house, monthly workshops in our studio, we offer them for free to our clients and their guests.  Our focus in on customer service and providing this added value to our clients.  However, often when we go out into the community, we charge a fee to offset the cost of travel and time.  Our average fee is $250.  We have done these workshops for free in the past if we feel the marketing outreach and potential exposure for our business and our services is very high. For example, if we know we are going to be presenting to a large group of people who are all very good, solid potential clientele, we will use the opportunity as a marketing outreach and waive the fee.  If you are going to host a workshop and charge the individual attendees, I’ve generally found a fee of $10-20 per lecture is manageable for most people and if you get an average of 25 registrants, the revenue will help offset the time involved with preparing for the talk.

The power of being in the spotlight as the health and fitness expert in your community is phenomenal.

Yours in health, fitness and business,

Sherri McMillan

ps. I filmed a 10 hour Business of Personal Training DVD series that you can purchase and watch at your leisure.  You will learn everything you need to know in terms of marketing, sales, programming, customer service, operations and systems that need to be in place to operate a million dollar personal training business.  For all of my blog readers, we are offering the DVD series at 20% off the normal price all February.  Click on the link below and use promo code BPT20. If you decide to purchase our Business of PT corporate systems and the license to utilize all of our business systems, we will deduct the price of the DVDs from the license.  You can’t lose!

http://www.businessofpt.com/business-of-personal-training-dvd-series/

 

Fit Pro Marketing Rule: Don’t Sell The Braces

I had braces all through high-school.  Imagine going through those awkward years wearing braces when the opinion of your peers was so important to your feelings of self-worth!  Well as I neared the end of high-school and was approaching Senior Prom and Graduation, I scheduled an appointment with my orthodontist and asked him to remove my braces.  And he said “No, your teeth are not ready yet!”  And I said, “I don’t care.  I want them off.  I’ve been enduring these braces for years.  My teeth are straight enough.  I’m not going to my Prom and Graduation with braces.”  So I forced him to remove the braces prematurely.  You see, most people hate wearing their braces.  They can’t wait till the day they are removed.  So why do people wear braces then?  Not because they want braces, but because they want straight teeth.  So they are willing to go through the pain of wearing braces so they can get the straight teeth.  Well, it’s the same way with Personal Trainers.  Read the rest of Fit Pro Marketing Rule: Don’t Sell The Braces

Valentine’s ideas for Personal Trainers

Hey Fitness Pros,

1 week until Valentine’s day.  A couple action steps to inspire people to think ‘give the gift of fitness’ to their special loved ones.

1.  Get in the habit, and train your staff, to ask each client over the next week “Do you need to pick up a Valentine’s Day gift certificate?”  Just ask!

2.  Have hearts with healthy gift ideas posted throughout the studio/gym.  For example messages such as “Chocolate is gone in a few minutes.  Give vitality, energy and fitness instead!” or “Flowers die in a few days. Give the gift that keeps giving forever!”  Post sample gift certificates and gift cards throughout the studio with cute Valentine’s Day messages on them.

3.  Host a Couples Bootcamp, Boxing or Yoga class.

4.  Offer Valentine’s Day partner training specials.

It is the season of love!  If someone loves themselves and their partners, they will give a gift that really changes their life!

Yours in health, fitness and business,

Sherri McMillan

ps. I filmed a 10 hour Business of Personal Training DVD series that you can purchase and watch at your leisure.  If you had, you would fully understand the importance of being ahead of the game and initiating holiday programs and specials like this.  You will learn everything you need to know in terms of marketing, sales, programming, customer service, operations and systems that need to be in place to operate a million dollar personal training business.  For all of my blog readers, we are offering the DVD series at 20% off the normal price all February.  Think of it as our Valentine’s Day gift to you!  Click on the link below and use promo code BPT20. If you decide to purchase our Business of PT corporate systems and the license to utilize all of our business systems, we will deduct the price of the DVDs from the license.  You can’t lose!

http://www.businessofpt.com/business-of-personal-training-dvd-series/

Striving for excellence in the Personal Training business

Hey Fitness Pros,

“Anyone need advice on making the transition from 5.12 to 5.11?”

I saw this quote today.  Climbers will understand the significance of this. 5.12 is a much harder climb than 5.11 and the message is, it’s easy to go backwards, to do what you’ve done before, to choose the easy road….but true excellence is reaching for something just a little more challenging that what you’re used to. Strive to be and do better! Set the bar high and don’t settle for anything else.

That’s the way I’ve always approached our business. We are the model for successful Personal Training businesses. We can’t settle for mediocrity and will always ask ourselves “What can we do better?”, “What now?” and “What’s the next mountain the climb?”

So I ask you the same…

Yours in health, fitness and business,

Sherri McMillan

ps.  Speaking of striving for excellence in your Personal Training business.  I filmed a 10 hour Business of Personal Training DVD series that you can purchase and watch at your leisure.  You will learn everything you need to know in terms of marketing, sales, programming, customer service, operations and systems that need to be in place to operate a million dollar personal training business.  For all of my blog readers, we are offering the DVD series at 20% off the normal price.  Click on the link below and use promo code BPT20. If you decide to purchase our Business of PT corporate systems and the license to utilize all of our business systems, we will deduct the price of the DVDs from the license.  You can’t lose!

http://www.businessofpt.com/business-of-personal-training-dvd-series/

 

#1 Mistake Personal Trainers make in first session with a new client

Hey Fitness Pros,

The biggest mistake that I see trainers make in a first session with a new client is trying to fit way too much stuff into a one hour time period. Inevitably they run over time and if they have another client waiting, they rush through or eliminate the most critical aspect of a first session, ‘Finalizing the Sale’. You absolutely have to leave at least 10-15 minutes at the end of the session to be able to discuss how you are going to work together with your new client, make some suggestions regarding a package or program that would work for them, be able to effectively work through some struggles, obstacles and/or answer questions and ultimately, get your client signed up with you. So watch the clock and be sure to protect that critical time so you can finish the first session effectively with an outcome that will be positive for you and the client. Bottom line, you can’t help them if you can’t figure out how to convince them that you can help them!

Yours in health, fitness & business,

Sherri McMillan

ps. We offer an eVideo “Make or Break First Session with a Prospective Client” which gives you minute by minute, play by play steps for how to structure a first session with a new client. Learn what to say, what not to say and the critical steps to gaining a new client and ultimately, helping a whole lot more people! Since you’ve taken the time to read my blog, I’m offering 20% off this product that will literally change how you interact with potential clients and catapult your career. Click on either link below and use promo code COMP20 to get 20% off.

http://www.businessofpt.com/comp-session-evideo/

http://www.nwfitnesseducation.com/subs/products/evideos.php

Fitness Pros going above and beyond…What are you doing?

The key to success as a Personal Trainer is understanding that you are offering so much more than an exercise program. We are in the customer service industry so you have to exceed expectations and go above and beyond.

Here’s a few things we do to show our clients how much we love them.

1. Free monthly educational seminars
2. Free weekly exercise and nutrition blogs and enewsletters
3. Client appreciation parties
4. Free birthday sessions
5. Free Holiday gift cards & client specials

So above and beyond the exercise program and ensuring clients achieve their goals, what do you do to take extra special care of your clients?

Yours in health, fitness and business,

Sherri McMillan

Fitness Professional – Critical tips for business success

Hey Fitness Pros,

January is when you should be spending the majority of your marketing dollars.   At Northwest Personal Training, we’ve got direct marketing post cards being sent to thousands of homes in our demographics, ads in various local newspapers and magazines, a number of social media and online coupon offers, enewsletter blasts and more.  Bottom line – January is crunch time, our ‘make or break’ time. This is when people are thinking about getting back in shape. It’s just human nature that come January people are motivated to start working out and taking better care of themselves. And successful marketing for any business is being in the ‘Client’s Mind when the Client is Ready to Buy.” And right now the client is definitely ready to take action!

Mike Chaet from CMS (one of the world’s most reputable experts on the fitness club market) puts it this way – “You don’t go to a fruit tree and try to pick fruit when the tree is bare. No matter how hard you look, you aren’t going to find any fruit. You go to the tree when it is overflowing with fruit and that’s when you shake that baby and you harvest an abundance of fruit. In the fitness industry, January is when the tree is full of fruit!”  Now of course, our clients aren’t fruits and we want to be ready and willing to help them throughout the entire year. But this is the time of year when most people WANT our help!

So what does that mean to all of us? January is when we set up the entire year for success. Here are some tips to ensure you set up the stage for an incredible 2012. Think of this as a Fitness Pep Rally (a ‘Win one for the Gipper’ speech!)

Be at your Best: Well, as a fitness professional, we expect that year-round, right?! But it’s even more important in January. You can’t afford to be away or sick – your clients and classes need you! So get lots of good sleep, eat well, drink lots of water and take your Airborne or Echinacea if you’re feeling run-down. Put your game-face on no matter what is going on – you need to be positive, energetic and customer-service oriented. It’s show time!

Be present: If you can help it, try not to be away over the next few months. One of my friends is a manager at Safeway grocery store. And for the grocery store industry, one of their make or break times is Thanksgiving through the holidays. She knows to not ask for any extended vacations during that time. In the fitness industry, it’s important to be present and at your best in January-March and September-November. The best time to schedule holidays in the fitness industry is July & August and December (keep that in mind as you plan your 2012 vacations.)

Be mentally & physically prepared to work hard: You might need to stay late, come in early, work on a weekend. You might be juggling multiple tasks. You might be doing things that aren’t part of your normal job responsibilities. You should be prepared to take phone calls, do tours and be really good at this. Be ready to find out what a clients’ needs are and to show them how you can help them. Be genuine and honest and highlight how much we will take care of them.

Hone your skills now: When you spend a lot of time and $$ to get people to check you out, you need to be master of the phone and tours. What a waste it would be if an individual is motivated to call or come in to check you out and their first impression is a poor one. Focus on customer service!

Get in people’s minds: Now is the perfect time to call or email those clients who haven’t been in for a while or haven’t made the commitment to their health and fitness yet. Now is the perfect time to ask for referrals. As people are thinking about fitness, you want them to think about you!

I hope January excites you as much as it does me. I love coming into our studios when classes are energized and at capacity, the private area is full and the studio is just humming. It always makes me feel like we’re really doing a good job and are positively impacting our clients’ lives. So embrace the busyness and celebrate it!

Yours in health, fitness and business,

Sherri McMillan

ps.  If you would like to set up your business for success in 2012, one of the most important things you can do is invest in our Business of Personal Training system that has helped hundreds of personal training businesses reach the million dollar mark.  Contact kari@nwpersonaltraining.com for more information.

Propose a weekly health and fitness column

Hey Fitness Pros,

Have you proposed to write a regular fitness column for your local newspaper or magazine? You can’t beat this type of exposure and branding for your business!

Research the contact information for all the editors in your area.  Then send a weekly or bi-weekly ‘teaser’ email about a hot-topic that you would write or be available to be interviewed for.  If you do this right, you will become a regular resource for key media professionals in your area and like us, be offered to write a weekly fitness column for them.  Sweet deal! See the link below to see what I’m talking about.

http://www.columbian.com/news/2012/jan/02/sherri-mcmillans-four-tips-health-resolutions/

Yours in health, fitness and business,

Sherri McMillan

 

 

A few critical things you need to know about your Personal Training business in January…

Hey Fitness Pros,

January is just around the corner and that means people are going to be ready to jump-start a new fitness program and that’s where you come into the picture to help!

A couple critical things that you should know that can make or break your entire year!

1.  You should spend about 3-5% of your total gross yearly revenues on a solid marketing and advertising plan.  So for example, let’s say your business brings in $500,000 per year.  Three percent of that would be $15,000 and that’s what you should spend throughout the year on all of your initiatives.

2.  You should spend about 40% of your total marketing dollars in January.  So if you’ve got $15,000 for the year, you should be spending about $6000 in January.  This is when people are thinking fitness and you want them thinking of YOU!  So get your name in front of a lot of people in January.

3.  Your marketing campaign should be diverse…online, social media, print, ads, referral incentives etc.  Don’t put all your eggs in one basket.  Diversify your campaign.

4.  Don’t wait until January to pull together your January campaign. Way too late by then!  You should be finalizing your entire plan right now!

Hope this helps you get a jump-start on things and brings you incredible business success in 2012.

Yours in health, fitness and business,

Sherri McMillan

ps.  Our Business of Personal Training system is hands-down the most comprehensive and critical system for your Personal Training system.  Make the investment and watch your business soar in 2012.  Contact kari@nwpersonaltraining.com and she’ll get you all set up.  We offer payment plans so by the time you’ve completed payments, you’ll already be experiencing significant increases in your revenues!

What are you doing for your clients?

Hey Fitness Pros,

What are you doing for your clients for the holidays? Here’s some ideas…

1. Thanksgiving workout. We’re doing a special class and also hosting a Flag Football and Ultimate Frisbee event. Clients can burn all the Thanksgiving dinner calories before-hand!

2. Holiday specials. We offer our biggest specials of the year right now and encourage clients to give the ‘Gift of Fitness’ and to make the commitment to their own health and fitness program and stock up for the New Year. December is our biggest month of the year!

3.  Year-end Party. We host a big party to thank our clients for trusting us to oversee their health and fitness program. We offer food, DJ, cash-bar and dancing all night long. This year our theme is “Formal” so we all get to get dressed up fancy!

4.  Gift - We send all of our clients a fun holiday card that includes a personalized message from all of us, a $25 Gift Card and a Gift Certificate that they can give to someone for a Trial membership with us.

5.  The opportunity to give back – We support various local shelters throughout the holidays and make it easy for our clients to feel good about helping those in need.

Hope this gives you some ideas.  As a reminder, if you are part of our Personal Training Master Mind group, you would have access to all of our fliers, forms, templates and more.  It sure would make your life a whole lot easier!  Just do what we do and watch your PT revenues grow! Email kari@nwpersonaltraining.com to try it out. Your first month is FREE! It’s a no-brainer!

Yours in health, fitness and business,

Sherri McMillan