Today I want to talk to you about the number one thing that’s going to get you more clients and make you more money.
Actually, it’s going to let you essentially print money.
What I’m talking about is building your email list and marketing to that email list properly.
The reason I say this is because I’m on a lot of trainer’s email lists. The number one thing that literally makes me cringe, is when the only time they email me is every two to four months when they’re desperate for money.
They send out a desperation pitch via email to their small list, asking for $99 for three sessions or something else ridiculous. My favorite one is the “buy six months of personal training, get 10% off” deal.
If you have any kind of following at all, these people only know that you’re a personal trainer. They don’t like or trust you. They just know of you as a personal trainer or a fitness expert.
Think about that.
You’ll make money and get more clients when people know, like, and trust you. When they see you as a person of authority and a local expert in the fitness field, they’ll listen to what you have to offer.
When you try to stuff a 10% discount down someone’s throat that doesn’t know, like, or trust you, you’re sabotaging your chances of earning a significant income for yourself and others.
So, here’s what I want you to do from now on. I want you to start acting like a pro.
Prospects out there who might want to use your personal training or boot camp services can smell any desperation off you. They can smell desperation through email or through Facebook just as much as they can smell it in person.
If there was one repellent ever known to man, it’s desperation.
If you’re that trainer, you will never get far with your email list.
What I want you to do instead is be a value adder. My friend Craig Ballantyne and I call it being a go-giver.
What’s the formula then?
First, whether you have a website, a blog, or even a Facebook fan page, you have to constantly build your list. You should be adding 3-20 people a day to your email list.
I mean, you could literally spend $5 a day on Facebook ads and buy traffic from your local city. You could target women between the ages of 32 and 55 and push them to a squeeze page.
A squeeze page is just a simple webpage that offers a free health report in exchange for an email address. 5 bucks a day will get you anywhere between 3 and 10 leads.
Next, you have to deliver content, value, information, or entertainment to them before you sell them.
If every time you saw a video or email from me I was trying to pitch you something, pretty soon you’d think, “Every time I see this guy he just wants my money.”
See, every time I send out a video, email, Facebook message, or blog post, I add value to your life. Free of charge.
What this does is that it builds my goodwill bank account. If I build the goodwill bank account, I can eventually come back around and ask for money in exchange for my knowledge or services.
You’re probably wondering what you can send out. Well, if you have FitPro Newsletter, it automatically sends out an awesome newsletter to your email list on your behalf. Your emails will reach your current and former clients, as well as prospects.
So what else can you do to get the most out of your email marketing platform? You probably have at least a handful of clients who achieved amazing results with you.
Some of the most valuable emails you can send out are client case studies. But don’t call them testimonials. People know that a testimonial is just a thinly veiled attempt at selling them.
How do you do this? One example might look this:
“Hey, this is Bedros, and I wanted to email you today to let you know about my client, Susanne, who’s been with us for the last 6 months and lost 36 pounds of body fat in that span. She put on 8 pounds of muscle and can now do 5 more burpees per minute than she could when she first started. She can even do pull-ups now and she looks amazing. Check out her before and after pictures on our website.”
“Susanne started out very much like you. She was frustrated. She tried other diet programs. She tried going to the gym and losing fat on her own, but nothing seemed to work. One day, she did my ‘14-Day Fat Furnace Program’, and has stuck with us ever since! Now, she is near her goal weight. I’m really proud of Susanne and I just wanted to let everybody in our community know how awesome and amazing she is.”
You just showcased your expertise without beating your chest and bragging about how amazing you are.
Now, you can include a very under-the-radar pitch in the P.S.:
“By the way, if you want to try the same ‘14-Day Fat Furnace Program’ that Susanne did, this Monday I’m taking on 3 people for the program! It’s only $47. Here’s my phone number. Give me a call. The first 3 people who call me can start our ‘14-Day Fat Furnace Program’ this Monday.”
Then, you sign off. That’s it. That’s a great content piece.
What do you say we send a recipe out as well? The best content you can send out in the middle of the week is an idea for a healthy dinner.
At any time from the morning up to noon, you’ll send out an email with the subject line reading: “Here’s What You Can Cook Up For Dinner.” Then, just cut and paste a recipe from your FitPro Newsletter and hit send.
That’s it. No pitch. You’re building up value by educating and informing. You’re adding value to your community.
As your list grows, people will start seeing you as a local expert. They’ll see that you consistently send them fitness and health tips, great recipes, and other great content.
When you go to mail out a 21-day rapid fat loss program or a 6-week transformation contest, a boatload of people will reply back to you.
Your email list is crucial. Deliver value and content, build the goodwill bank account, and then build the financial bank account.
Committed to your success,