No Money No Problem…
One of the most common question I get asked is how as a coach or trainer you can make more money.
See the thing is, it’s EASY to say that money is not what it’s about.
But it is.
At least until you have some.
Then you can talk about impact.
But as Maslow said, the first basic human need is security. We must have this. Then we move up the hierarchy.
So what does the business mentor say to you when you ask about their programmes?
Give me this much and I’ll give you the answers. (Plus you’ll need £100 a day for advertising).
And that’s fair. They run a business.
But before you get to the high end investments in said programmes there’s some good old fashioned hustling to be done.
Yep I would suggest that you can massively add to your bottom line just by getting busy.
And here’s how.
Stage 1: Your Audit.
Your current clients: Write down who you are currently training. Both free and those who have paid you money for your coaching. Go back as far as you can think. Note their name, phone number, email, twitter, facebook profile.
Your previous clients: Write down anyone you have previously worked with in any capacity. Be it internships, be it unpaid work, paid work. Groups, individuals, whatever you have done. Write it down.
Your prospects: Go back through your emails, text messages, voicemails and find anyone who has ever enquired about your services in any way. Literally any sniff of a client. Note their name, phone number, email, twitter, facebook profile. Whatever you have.
You’re going to use this info later. For now just put it together. And don’t tell me that you don’t have any. You do. You just need to think and look for them.
Stage 2: Your contacts MAP.
A dynamically growing, organic beast that will serve you for years to come. The best time to start this was last year. The second best time is NOW.
This is going to be a map of the following:
Local businesses you can approach to help promote what you’re doing.
Clients you’d like to work with. It might sports teams, clubs, individual athletes, executives, businesses, whatever floats your boat.
Stage 3: ACTION
Nothing happens without this. You will literally have wasted all that time in stages 1 and 2 if you don’t take action.
So this is how it works:
A new dawn has arisen for you. Things are going to be different. No more relying on luck. No more moaning when it doesn’t go your way. No excuses.
Commit to the statement above RIGHT NOW.
Your existing clients:
Build your referral programme: Come up with some really nice gifts that you can give in return for your clients referring people to you. If they sign up your clients will get these gifts. Make it a sliding scale. Here’s some ideas. A meal out for 2. Vouchers for waitrose, M&S Food, or other healthy eating options. Tickets to the theatre. The more referrals the more gifts you can give. We give out mini iPads on our mentorship for 2 referrals. How many IPADs do you think I want to be giving out?…As many as i possibly can! Same goes for you!
If one client pays you £250-450 per month, you can afford to spend some good money on whoever refers them to you!
Contact every one of your current clients ON THE PHONE outside of the session you’re having with them. Tell them that you are looking to expand your business and it would be great if you could send them details of your referral programme that they can be a part of and enjoy some really great gifts from you for playing their part. They will say yes.
Develop referral cards for your clients to hand out to their friends. Make it easy for them to refer people to you.
Your prospects or previous leads:
Give every one of them a call. Has to be a personal telephone call. Tell them you have revamped your services and you’d love to talk them through what you’re offering.
Then ask them what their biggest challenges are, what they are struggling with the most, where they are looking to go and what they really want from their health and performance training. Listen to what they say and offer your most appropriate programme. Your goal is to genuinely add value to them on that call. And indeed with everyone you speak to from a business perspective. On that call invite them to come and see you and talk through everything.
Follow up with an email summary.
And don’t give up. Don’t stop. Learn to love the hustle.
That’s all for now,
To your success,