Hi Fit Pros Online,
TrainerLisa here with help you with Client Retention. Keeping your clients on track, accountable and showing up can always be challenging, but can also make or break your business. This is especially true for those of you (like myself) who work for yourself.
As many of you seasoned fitness professionals know, and those of you who are new to the industry will learn (very quickly) once the holiday season (mid-October through January 02nd) gets into full swing, your clients, members and students go into holiday full mode swing also!
The key is how to keep your clients coming in during the holidays, vacations, company parties and other distractions that can cause big gaps in your day as well as in your pocket.
Here’s some tips on how to keep your clients showing up, getting results, staying accountable and of course you staying busy:
Holidays – Sometimes it can feel like every other week has a holiday festivity in which your clients are planning on participating in (100%!). Whether it’s a fun holiday, religious holiday or maybe just having the day off, you must try to accommodate their new schedules.
Kids are out of school, families in town, company functions are in full swing and your client’s time can possibly be spread pretty thin and THAT’S where you have to come up with some creative strategies to keep them coming in as well as keeping them accountable on their goals.
If you have 60-minute clients, before they can cancel or say they want to take a “break” during the holidays (and they do!), offer them 30 minute session instead. This will help them to stay on track, stay motivated in their goal, while still being able to release all those outside stress-factors that they’re now experiencing.
30-Minute Sessions – If you haven’t started implementing and offering 30 minute workouts to you clients…what are you waiting for?!! Now don’t get me wrong, I still have 60-minute clients and groups, but the majority of clients are 30-minutes and during holidays, you have to be even more flexible in your times, days and even sessions. Here’s how it works:
Debbie comes in 2 x a week at $50 a session for 60-minutes = $100 But now Debbie’s not able to make her sessions as she has family coming into town or work obligations so you’re potentially taking a month loss of $400 a month…yikes!!
Now we’re offering Debbie the opportunity to train 3 x a week at $32 a session for 30-minutes = $96 This translate into $384 a month with a loss of $16 a month…yay!!
Offer Holiday Specials – Give the gift of health and fitness by offering gift certificates to your clients to be redeemed by their friends, co-workers and family. Or hold a one (1) day fund-raiser for your local charity, church or food bank and your clients, their families, friends, co-workers and the community at large for a “free workout” for a food/monetary donation. It’s an awesome way to get your name and brand out, while giving the public a chance to see your training skills (see potential new clients!) and hold a raffle for prizes (i.e. who brings the most people, who donated the most foods, etc.) and if possible, talk to some of the merchants in your community and see if they’ll also donate their goods, services and/or products to your cause…This equals an unheard of win (you) – win (your clients) – win (merchants) – win (local charities)…quadfecta? I think so!
Now many of you may be thinking “That’s great for the holidays Lisa…but what about client retention the rest of the year?”
Okay, I hear you loud and clear! One thing I’ve learned from all of the other Fitness Professional that I’ve met, spoken to or emailed is this:
Under Promise and Over Deliver!
Many people have been burned by other trainers, and/or gyms, and your responsibility/duty is to give them the BEST workout, sessions, etc. that you can. Give more than you said that you would! Show them that you’re different from all the others and let them know just why YOU stand out from the rest! If you don’t know how to do this, role-play with friends/family or with other trainers that will give you positive feedback on your words and technique.
Whether you’re in a gym, outdoors, in a private studio or online, always give more, be more and care more. Stay positive in all your business dealings and don’t be distracted by negativity, fears and lack of clients!
Until next time, Cheers to Life and handle your business like it’s YOUR Business!
Lisa with a B.S. in Holistic Nutrition, and a minor in Nutrition/Optimum Fitness has expanded her business to include being a Beachbody Coach, and a Fitness Consultant in helping others in the Fitness Industry and well as individual Personal Trainers to grow and market their business.
Latest posts by Lisa Lorraine Taylor
- What tools do you think are the best right now in aiding your clients’ success outside of the gym? - March 15, 2016
- How should your pricing differ, per person, for group sessions versus individual training? - January 5, 2016
- What promotions can I offer to drive new clients to me? - December 15, 2015