Understanding The 3 Ways To Grow Your Business

As I've mentioned - I've been pretty tied up with the 12 Days of Fitness project. In fact, the link you can direct your clients / list to goes live today. With all that will be given away it will be a great way for you to build rapport with your clients / list. Check it out at:

http://www.12daysoffitnessgifts.com

Should be live at 3p.m. EST or so.

On to the 3 Ways To Grow Your Business...

Basically there are 3 ways that you can grow your business:

• Increase the Number of Clients
• Increase their number of Purchases per Year
• Increase the Average Size of Purchase

Most trainers focus only on the first area, increasing their client base. What they fail to understand is that by making even small increases in all three will increase the results in multiples. Here are some ideas for you to work with:

1. GROW your client base by:

Increasing your lead or inquiry generation by:

Referral systems

Acquiring clients at break-even up front and make a profit on the back end

Guaranteeing purchases to reverse the risk for the buyer

Host-beneficiary relationships

Running special events or information nights

Acquiring qualified lists

Developing a unique selling proposition

Increasing the perceived value of your services through better client 'education'

Using public relations

Increase your client retention by:

Delivering higher than expected levels of service

Communicating frequently with your clients to 'nurture' them

Requiring longer term commitments

Increasing your conversion from inquiry to sale by:

Increasing sales skill levels

Qualifying prospects up front

Making irresistible offers

Reversing the risk

2. INCREASE TRANSACTION FREQUENCY by:

Developing a 'back end' of services and products that you can go back to your clients with at predetermined times

Communicating personally with them by telephone, mail and e-mail to maintain a positive relationship

Endorsing other people's services to your client list

Running special events

Using EFT Billing and longer duration agreements


3. INCREASE THE AVERAGE TRANSACTION VALUE you can:

Improving your selling techniques to up sell and cross sell

Using point of sale promotions

Packaging complementary services and product together

Increasing your pricing

Working with profitable niche markets

Realizing Your Business’s Full Potential

The average fitness pro concentrates purely on lead generating … to get new clients.
What most trainers fail to do is maximize the use of those prospects and then fully utilize their existing and newly acquired client base.

The acquisition cost of a new client can be prohibitively high and if you concentrate only on generating new leads, you are marketing inefficiently and will most likely fail.

The greatest “leverage” for a fitness pro can be in other areas such as the conversion or retention of clients, or increasing the transaction frequency or average transaction size.