Hey, Pete Tansley here. Today I want to talk about the idea of “more clients.”
I hear so many fit pros talk about getting more clients.
More Clients
But it’s a flawed idea.
Why? Because more clients is a roundabout way of setting the goal.
Here’s what I mean…
Clients are effectively an outcome, or a result, or a few seperate things.
Let’s dig deeper into what they are. First…
Leads
How many leads are you getting every week?
Are you measuring this? How many are saying, ‘Hey I want to hear more from you. I want to download your cheat sheet”
Or they may say, “I want to know more about what you do and how you can help me.’
So many leads are you getting per week? That’s step one.
Then…
Conversion Percentage
How many of those leads actually convert?
After leads, you need to set consults or phone calls.
How many of those consults do you convert? What is it as a percentage? That’s what we call our “conversion percentage.”
Clients are the outcome of how many leads you get, how many consults or buying opportunities you set, and then what percentage of those do you actually close?
With my clients, I teach them my Easy Selling System which teaches fit pro’s how to sell 9/10 consults into high-end packages.
With the right script and system, it’s actually fairly easy. There’s no hard selling or pushiness involves.
Retention
You want to be tracking the average lifetime value. Thsi means: how long does someone stay with you on avergae? And how much do they spend?
I’ll get to why this is important in a moment…
So as you can see – “more clients” is simply the result of:
More leads, a higher closing percentage, and better retention.
Most fit pros need help on all three of these areas. Ideally, you will have multiple lead generation campaigns, and always be looking to optimize your sales skills.
If you’re relying on just one method for leads, you’re on thin ice
If you’re just doing organic Facebook, or if you’re just doing Instagram and going all in on one, I think you’re on shaky ground.
You probably want to have two or more that you are doing really well. Just in case one of them stops working.
But here’s the thing:
If you’re currently on 0 you don’t try to 5.
It’s sequential.
You get one working first and then build more
I’m not going to tell you to stop Facebook ads and Instagram ads and doing live videos every day and blogging at the same time.
We get ONE. We systemize one method and scale it, then we’re doing number two.
So, that’s leads.
It’s amazing how few fit pros track lead generation accurately.
Next: How many consults?
You must be tracking this religiously.
I like my clients to be closing 8 or 9 out of every 10. 80 or 90 percent.
What that means is if they’re presented their packages to 10 people, then at least 8 sign up. This isn’t signing up to 10 dollars per week. This is high- end programs worth over $1,000. Sometimes they’re worth $5,000.
Most of my clients in my mastermind are selling 6 and 12-month programs.
Why?
When people pay they pay attention
What I mean is if someone paying you for six months, are they going to adhere to the meal plan better?
Are they going to take their training more seriously?
Are they going to have a long-term view of success with you?
This isn’t a “two-week bikini blits.” If you want more committed clients, present longer agreements.
Think Long-term
When you get those top three things right, what is the outcome?
The outcome is what people are after is more clients.
Instead of saying ‘oh I just really want more clients’ what you should be saying is ‘I want to increase my leads by 10 percent and I want to take my conversion rate from 40% to 80%.’
How do you do that?
Study sales and marketing. Hire a coach. Invest in somebody who’s been there before and you get ‘outside eyes.’
Outside eyes on my business, relationships, and finances have changed my life.
The exact same reason you tell your prospects to hire a fitness coach because of accountability is the exact same reason you should have someone in your business giving you outside eyes!
Lastly…
Retention Matters
Imagine if you never lost a client.
Think about that for a moment…
How would your income be different today if over the last 12 months, 24 months, 36 months you never lost a client?
What if you obsess over again in your lifetime average value to two years five years six years, what would happen to your business?
What would happen to your culture and community?
Wrap Up
Stop saying you need more clients. Instead, focus on more leads through sophisticated marketing.
Focus on booking more consults per week or more opportunities for people to sign up to your main program.
And master sales.
Sales Is The #1 Skill
People say, ‘oh yeah I close sales pretty well’ and they start measuring it and guess what, it’s 2 out of 10!
The good news? We can do a hell of a lot with 2 out of 10.
We can’t do a lot with 9 out of 10.
Measure this stuff.
Love Your Community
They’ll come for your results and fitness advice, but they’ll stay for your coaching and they’ll stay for the community that you build.
There you have it.
That’s how you get More Clients
Any questions put them below and I’ll answer them personally. I can’t wait to see you implement this and get some killer results.
Talk soon.
Download the Transcription here
