How to Sell Personal Training as a Holiday Gift

Most people (even personal trainers) never even think about how to sell personal training as a holiday gift. For some reason, we’re fixated on gifts purchased in a store. Although gift cards are really popular, we tend to purchase ones from popular stores and restaurants and we skip those easy gift ideas altogether because they’re not “personal” enough.

But the holiday season can be a great time to really boost your business and long-term client roster if you play your cards right. There are actually two facets to this. The first is to sell personal training to people who are ready to do something good for themselves or who want to get into shape for the holidays. The other is to sell personal training as a gift. I’m going to tell you how to do both.

Screen Shot 2014-10-24 at 9.34.52 AMSelling Personal Training as a “Gift for Yourself”
There are two groups of people who are perfect target groups for selling personal training during these months leading up to the holidays. The first is people who normally workout outside or who use outdoor sports in good weather as their exercise. Once the weather turns colder, they’re left without a good way to get their fitness in.

The other group is made up of people that would like to lose some weight for the holidays. While New Year’s resolutions are known to focus on weight loss and fitness, there are also a lot of people who want to look better than they do when they meet up with friends and relatives after a time apart. Many people also worry that the holiday eating will either add another few pounds to their already overweight frames, or they worry those holiday dishes are going to undo the hard work they did recently to lose weight. These people are ripe for your solutions.

The best way to market to both of these groups is to run a special promotion or challenge. You could do a 4-6 week fat loss program focused on losing “X” number of pounds by December 31st or offer a 4-week special for a really low fee, such as $29-79 that includes a nutritional plan for getting through the holidays. Continue reading

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The Info Product Brainstorm – Coming up with Fitness Information Products to Use for Personal Trainer Marketing

Fitness information products are an incredibly effective way to bring in new clients. They’re a great giveaway to entice people to sign up for your email list, to use as a take-home gift when you do a free workout or a lunch and learn event, and to help build your reputation as a local expert. Info products are easy to create, very inexpensive and can be one of the most effective strategies in a personal trainer marketing plan.

Obviously, when they’re done right, your information products can become a second stream of income when selling online, but for today I want to discuss giving away free fitness info products as a personal trainer marketing tool.

Screen Shot 2014-10-23 at 9.59.38 AMThere are so many ways you can go with fitness info products; there are books, DVDs, videos, PDF downloads and so forth. But let’s focus on three very inexpensive and easy fitness info products: PDF downloads, videos and email courses or programs. All of these can be created for free, using the knowledge you already have.

PDF Downloads

PDF downloads are simple to create using Word or other software and cheap or free stock images (check the licensing first) can be used as well.

This is an especially easy product to deliver, as well. You can set up an auto-responder to deliver the download or point the subscriber to the download site. You can also email the PDF directly to the person or just make the download available on your website or Facebook page.

You can go any number of ways with a PDF download. Just think of it as a small book or a special report, which can be about virtually anything. Some great ideas are a special fat-loss diet plan, an ab workout, a clean eating guide, a beginner’s guide to HIIT or bodybuilding, a collection of smoothie or workout shake recipes and so on. Continue reading

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Group Training vs One-on-One – Why Starting a Fitness Boot Camp Makes Dollars and Sense

I talk to personal trainers every day who are either struggling to make ends meet with their one-on-one training business or who are working for a gym and trying to decide whether to strike out on their own.

I tell every single one of them that starting a fitness boot camp is the best thing they will ever do for their income, their family and their quality of life. There are a number of reasons for this, but I think one of the best ways to illustrate the difference is by breaking down earnings and hours for you.

Remember, for personal trainers, it’s all about earnings per hour.

Screen Shot 2014-10-18 at 11.22.46 PMIf you’re training one-on-one right now, how much are you charging your client? How much could you conceivably raise that rate without losing the client?

How many hours in the day can you realistically train? For most trainers, once they deduct travel time, set up and meals, the most hours they can train in a day is 6-8. That may not sound like a lot of work, but that’s 6-8 hours out of a 12-14 hour day. Additionally, there are very few one-on-one trainers who have enough clients that they can book 30-40 sessions per week.

On the other hand, if you run a fitness boot camp, you might have 20 people per session and hold 30 sessions per week. 20×30 = 600 paid sessions. Will you ever be able to book 600 one-on-one sessions in a week? Of course not.

So let’s look at earning per hour. Let’s say you charge $40 per session for one-on-one training and you book 30 sessions per week. That’s 6 sessions a day five days per week. But your days run about 12 hours long because you have gaps between sessions as well as travel and set up time. In this example, you’re making $1200 per week, but it only comes out to $20 per hour. Continue reading

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How to Start an Online Coaching Program And Earn $7,000+ in 72 Hours

Guest Blog Post By Shawna Kaminski

Everyone thinks that an online fitness business means selling ebooks, follow along works, or membership sites…

…and to some extent it does.

But there’s nothing stopping you from turning your passion for training people into an online coaching program.

Here’s how I generated $7,000 in the last 72 hours by selling online fitness coaching to people from all over the world.Screen Shot 2014-10-16 at 2.02.18 PM

And how YOU can do it, too.

Here’s what you need to know about me…

Like you, I’m a personal trainer. In fact, I have a very successful Fit Body Boot Camp location here in Calgary where I still train clients once a week – my team does the rest of the training.

I also have several fitness information products online like follow along challenge workouts and programs for women over 40.

But in this article, I’m going to outline the exact steps you need to take to open up an online coaching program and earn over $7000 in 72 hours like I just did.

Premise #1 – I’m going to assume that you’re an amazing coach who’s developed a variety of solid fitness programs. Clearly you need to be a master at your craft with many client success stories behind you and confidence that your programs deliver results.

Given ‘premise #1’, I won’t go into the exact details of how you’ll structure the actual workouts for your group coaching. This is up to you to determine since you’re the expert at your style of training.

Your coaching program will need to have workouts and a nutrition aspect to it.

You’ll want to set it up for 90 days. You’ll have clients pay you a minimum of $99/month, paid up front to the tune of $297. You’ll provide a new program every few weeks and a scalable nutrition plan. You’ll meet your coaching clients daily on a secret group on Facebook.

Let’s get started with what you need to do to get your coaching program off the ground in just a weekend…. Continue reading

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The 8 Things that 7-Figure Earners Know about Marketing a Personal Training Business

When people, especially new boot camp owners, come to a Fitness Business Summit or one of the Mastermind events, all of them want to get up close and personal with the seven-figure earners in the room. They want to know how they’ve managed to achieve such phenomenal success. Well, I’m going to save you some time and travel and tell you what these top earners know about marketing a personal training business so that you can learn from them right where you are.

Because if you think these people just got lucky, that they just happened to stumble on some big secret to success, you’re wrong. Aside from being awesome trainers who use an exceptional program to deliver incredible results, every single one of them built their businesses on these 8 things I’m going to share. And so can you.

Screen Shot 2014-10-12 at 4.09.14 PM#1: They learned to be expert marketers. They put in the time they needed to learn from people who were more successful and more experienced. And they’re still open to learning new strategies and methods.

#2 They work hard so they can accomplish their goals. These people are finely honed experts on getting stuff done. They don’t waste time and they don’t make excuses.

#3 They don’t look for people/things/situations to blame for their struggles or their failures. They identify problems and find or create solutions. They don’t listen to the newscasters and journalists who claim doom and gloom on the economy – these people operate in their own economy. Continue reading

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Are You Selling Personal Training or Are You Selling Outcomes?

Are you the most popular, in-demand personal trainer in your community? Are you able to charge top-dollar for your services? Have you actually gotten to the point where you’ve stopped focusing on selling personal training because people walk through your door ready to sign on the dotted line?

If you’re not quite there, let me tell you about the type of personal trainer or fitness business owner who IS.

This trainer is known throughout his community because he’s established himself as an expert. He’s built a reputation as the #1 personal trainer in his area by sharing what he knows on social media, on his website, in his emails and through his own information products.Screen Shot 2014-10-06 at 9.23.05 PM

This trainer understands the 80/20 rule of fitness marketing and applies that rule by making it his number one priority to give his clients incredible results and actively pursuing their referrals. They tell everyone they know that he’s responsible for their transformation and those friends, family members, neighbors and co-workers are already sold before they ever walk through his door.

Because this trainer is so in-demand, and because his clients sell their friends before he has to sell them his services, he commands top dollar for his training. He doesn’t even concern himself with pricing competitively for his market, because he’s delivering value and his prospects know that.

In one simple sentence, this person isn’t selling personal training; he’s selling outcomes and that’s why he doesn’t really have to sell at all. Continue reading

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Making the 80/20 Rule of Fitness Marketing Work for You

One of the things we shared at the Fit Body Boot Camp World Conference this past weekend is how the 80/20 rule of fitness marketing works….and how to make it work for you. It’s not enough to know that it exists; you have to know how to use it to your best advantage.

What the 80/20 Rule of Fitness Marketing Is

80% of your leads are going to come from these three sources: Facebook, your email list, and client referrals. You might have some deal-of-the-day site traffic or even some YouTube traffic, but 80% of your leads will come from here.

The remaining 20% of your prospects will come from other sources of fitness marketing, but if you want to get a serious number of your target market to find you, you need to focus on the big three I just mentioned.Screen Shot 2014-10-01 at 9.24.35 AM

You should have two primary goals in using Facebook:

getting people to sign up for your email list and bringing prospects through your doors with a really attractive low-barrier offer.

Getting people to sign up for your mailing list allows you to market to them on a regular basis, through the process of offering them valuable information.

It really starts off with you offering a lead magnet such as a free report, workout guide, or healthy recipes on your blog, site, and on Facebook in exchange for an email address.

Then you continue to give them valuable content, free fitness info products and occasional low-barrier offers. By doing this, you begin to establish yourself as a local expert with these prospects and become a familiar name to them. Continue reading

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Boot Camp Marketing – Are You Spending On It or Investing In It?

Just as there’s a difference between owning a business and running a business (or having it run you) there is also a difference between spending on boot camp marketing and investing in boot camp marketing.

When you invest in something, you’re doing so with the expectation that the return will be greater than the expense. This is true whether you’re investing in stocks, stamps or real estate and it was your expectation when you decided to invest in a fitness boot camp.

When you decide to invest in something, you learn about it, do your research, take a look at the projected profit margin and decide how much time and energy it will take. If you don’t, chances are you might be buying something, but you’re not investing in it.

Screen Shot 2014-09-23 at 1.00.10 PMThis is absolutely true when it comes to boot camp marketing. I know people (and most of them have been coaching clients who were drifting toward bankruptcy) who spend all kinds of money different forms of marketing and never analyze what they’re getting from it, whether it’s cost-effective and whether they should be doing something else.

Listen, advertising is not the same as marketing. Getting business cards made, buying a Yellow Pages ad, putting flyers out there, these are all advertising and advertising is passive. You buy the ads and sit back and wait for the business to come in. Marketing is not passive, it’s active. Advertising leads to waiting – marketing leads to selling.

So how do you invest in boot camp marketing rather than just spending on it?

You learn.

You invest time in investigating all of the different marketing avenues out there, such as Facebook, Google+, YouTube, local events and networking opportunities, building and maximizing email lists, putting out info products and so on. Continue reading

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What are You Doing to Build Your Fitness Marketing Muscle?

What do you tell your clients about building muscle? What do you remind them week after week, month after month? That in order to continue growing and progressing, they have to constantly challenge their muscles and push themselves past their comfort zones. That they need to vary their strategies, protocols and tools so that they don’t plateau. Right? So let me ask you this: are you taking your own advice when it comes to your fitness marketing?

All of the techniques and training philosophies that we use to build physical muscle are applicable to building our business muscle. By that I mean our ability to continually grow our businesses and keep progressing to the next level.

Screen Shot 2014-09-17 at 10.27.15 PMSo today I want to apply some of the strategies we use inside the gym to building fitness marketing muscle.

#1 – Change it up before you level out.

If you use the same one or two fitness marketing “protocols’ all year long, you’re going to get stuck in a sales plateau. We change our training protocols according to our goals, the results we’re getting and even our schedules. Why would we not do the same for our sales and marketing efforts?

If your results are starting to level off, you’re already running behind schedule for changing things up. If you’ve been marketing in the same places (online or offline) for a while, start targeting new demographic groups or working with different social media platforms. Use the power of Facebook and focus more on your email list. Forget about getting more certifications in more specialties and become known for being the best at what you do in your community.

#2 – Use all of the equipment at your disposal instead of relying on one thing.

Most people have a tendency to like one way of training over another. There are people who will always prefer free weights and those that prefer machines. But in order to constantly progress, you have to learn to be comfortable with and maximize the potential of all of the equipment and also to be open to trying new things. In weight training, that might mean giving wide grips a try. In fitness marketing training, that might mean learning new techniques by trying new marketing programs and systems. It might mean finally getting around to putting out your own fitness info product or doing some marketing videos for YouTube. Continue reading

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How to Start a Fitness Boot Camp Business That Means Something in Your Community

Giving back to the community in which you do business is extremely important and fulfilling, and it’s one of the things that Fit Body Boot Camps are known for in their communities all around the US and Canada. But being a vital part of the community is also good business. I want to share a few things that will help you know how to start a fitness boot camp business that becomes a part of the community and why it’s so integral to your success.

First of all, people like to do business with “good people.” How many times has someone recommended a local business to you by telling you that they were good people? We like to spend our hard-earned money with people we think are decent and caring. We also like to spend our money with companies that are truly a part of the neighborhood.Screen Shot 2014-09-11 at 9.14.44 PM

Becoming a very active part of your community is one of the best marketing strategies you can employ. It gives you visibility and it builds trust and credibility.

So how do you do that? Here are a few really good ways.

Take Care of Your Clients

Your clients are the community members you spend the most time with and have the most influence on. They are your ambassadors to the neighborhood and you need to make sure that they have great things to say about you when they’re talking to their friends and neighbors.

The most important way to do that is to give them amazing results. Help them set their goals and then make good on your promise to get them there – and then some.

Make sure your clients know they are valued and that they’re important to you as people. Remember and celebrate their birthdays. Talk to them about how things are going and really listen to their answers. If they miss a few sessions, call and check on them.

Believe me, if you do these things, your clients will be talking about how you’re “good people.” Continue reading

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