SUBSCRIBE TO PFP HERE BUSINESS STRATEGIES Sean Greeley
Attract premium clients willing to pay you $500-$2,000/month
f there ever was a time to seize an opportunity in the fitness business industry, it's now. A year of less movement, less accountability and little to no fitness expectations has taken its toll, and people are hungry to start living their best life again. As a result, the solutions you can provide as a fitness professional are in high demand. Technology has played a huge role in the rise of the independent fitness professional by creating different ways to connect with clients and grow their business. So how can you grow your client base and income right now? By following five fundamental steps to attract and sign up premium clients. Step 1: Your 6-Figure Strategy A clearly defined business strategy is the path toward growth of your client base and income. But more important is your drive to go make it happen. Ask yourself: 1) Why is this important? and 2) Am I willing to do the work to get there? Having clarity will motivate you and make your commitment stronger. Step 2: Your PURPOSE To be effective in finding and signing up premium clients, you have to know WHO you want to serve and WHY it matters. Your WHO should be based on who you love working with. Your WHY should be reflected through the problems you love solving. When you love solving the specific problems your avatar has, and your business model ensures you make a profit, you are in the Thrive Zone. Now that you have defined your purpose and perfect avatar, be able to communicate it clearly. Who are you? What inspired you to become a fitness professional? Why do you care about serving this type of client? Your story will inspire people, so tell it. Step 3: Your Premium Offer If you want to attract premium clients, you need a premium offer with a price that reflects your value. That offer also needs to be designed to meet your avatar’s needs. People who pay more, will commit more seriously. Step 4: Your 7-Step Sales Process Next, get comfortable expressing that offer by having a leadership conversation and being comfortable challenging them. NPE teaches a 7-step process for leading prospective client conversations: 1. Pre-qualification: Are they the right fit? 2. Rapport: Make them feel comfortable. 3. Set agenda: Set clear expectations. 4. Discovery: Ask questions.
5. Presentation: Explain the process. 6. Close: Use an alternate choice close and invite them to choose. 7. Objections: Overcome resistance by listening, questioning and answering objections. A consultation is for leading your prospect to make the commitment necessary to achieve their goals. Step 5: Your Marketing Campaigns You don’t have to become an expert digital marketer to be successful here. You just need to have some simple processes in place to attract the right people. Have a clear message — When you are clear on who your best client is and why it matters to them, you have a target and a message that connects. Have a clear offer — A free consult is a very strong go-to offer. It gives prospects a chance to meet you and see what a working relationship with you would be like. If you’re a good fit for each other, confidently move forward with a program commitment. Use the right lead generation strategies — By leveraging organic channels through sources like Google My Business, Directory sites and a good content marketing strategy executed on social, you won’t ever have to waste money on advertising. Have a clear plan for your business strategy. Focus on defining your purpose, the motivation behind it and who you want to serve. Remember, you need to communicate the value you offer as a premium service provider. Create a premium offer that will attract the right clients for your business, and don’t be afraid to charge a premium price. Use a sales system to communicate that offer through conversations that build rapport, trust and motivate people to take action. Finally, don’t complicate your marketing. Use simple marketing strategies to attract the right clients and be consistent in executing that plan. In the end, it comes down to this question: How bad do you want it? Only you know the answer. Just get started, be willing to make mistakes, learn from them, grow and get better!
Sean Greeley, Founder and CEO of NPE, has an unrelenting passion for inspiring fitness professionals and business owners to realize their unlimited potential. Since 2006, NPE has helped over 45,000+ fitness professionals and business owners grow their client base, take home more money, and have the freedom to enjoy it. Join the Private NPE Facebook Group and get access to LIVE Q&As, Fitness Business Case Studies, and Free Training at www.npefitness.com/facebook.
SUMMER 2021 | WWW.PERSONALFITNESSPROFESSIONAL.COM | 7
Personal Fitness Professional Summer 2021