Starting out as a solo service provider
Monday, September 22nd, 2008 Subscribe To Our Feed
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STEP 1 – List everyone you know
Friends -Family -Neighbours -Church acquaintances -Former colleagues -Former co-workers -College friends -Former clients -Former prospective clients -Friends of friends -Friends of friends of friends of friends
Gather names, telephone numbers, e-mail addresses from every source you have.
Look through collections of business cards, address books etc
Resolve to get the contact info of EVERY person you talk to about your fitnes business in the future and add them to this list.
Your goal is to build your contact list to a magical critical mass (between 500 - 1000) that will result in a waiting list with little effort on your part.
STEP 2 - Input this data from step 1 into a database
STEP 3 - Plan an introductory event to announce your new fitness business
-Open house
-Seminar/presentation/workshop
-Premiums (book, tape, free consultation, assessment, etc)
STEP 4 - Send announcement
-Send out press releases to the media
-Send a professional looking invitation and brochure (w/your picture) to your database in Step 2, and ask them to ‘PLEASE SHARE WITH SOMEONE YOU CARE ABOUT’
STEP 5 - Follow-up
Build your relationship with your database via e-mail newsletter or regular announcements, as well as telephone calls with those that respond to any direct mailings.
Remember that 80% of sales are made with 5 or more contacts, so plan how to keep your name in front of your prospects often enough for them to get around to hiring you.
Bonus Actions
Make a list of 25 people you know and write down 3 fitness-related things that you want FOR each of them. Schedule 10 lunches, 10 phone sessions and 5 meetings to discuss this with the 25 people.
Schedule 1 workshop per month
Enrol at least 5 people at a nominal fee (just to make sure they show up).
Make a direct request of 10 people to work with them for 90 days. Hire a fitness business coach whose job is to help you build your business.
Spend 15 hours per week training: clients, friends, associates, for pay or not. Schedule yourself to speak for free to 10 groups/associations.
Give unexpected gifts to your clients.
Fire the client who is proving to be unreliable or not taking your services seriously. Do not hang on.
Host a monthly evening seminar or luncheon for current clients and their associates.
Have a strong opening line which attracts, but does not hard-sell.
Package your services for what the market wants to buy, not just what you want.
Set the proper fee for where you are currently in your professional development. Raise later for all NEW clients you take on.
Set up a phone line and office - be in business.
Take a part-time job to cover weekly essentials
Take all of your own evaluation tests so you know what it’s like for the client.
Ask 3 friends or associates if you can train them for 90 days for whatever fee they wish.
Give out articles and special reports. Get a utility that turns your Word docs into pdfs by going to “www.shareware.com” and typing “Word into pdf.”
Have a book? Include it a package of 10 or 20 sessions. You’ll make more money than if you try to sell it individually!
DO EVERY ITEM and you should have a full business within 6 - 12 months
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