growing a client base - lift the bar · ― decide what information you need to know to work with a...

GROWING A CLIENT BASE

LIFT THE BAR EDUCATION WORKBOOK

LIFT THE BAR EDUCATION

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In this course Chris will take you through how to put the foundations in place for structured growth that allows you to improve your service as you take on more clients. We are often sold the dream of earning crazy money, but the truth is that most trainers are just trying to avoid the trap door of having to leave the industry for financial reasons. In this course Chris will take you through the simple process of growing steadily and consistently with tools and methods that have been tried and tested for over a decade. Ensuring that continual growth is maintained, regardless of what trends arise. A great companion to our Brand Course, Essentials of Personal Training course and much of the sales and marketing talk you see in the Facebook Group

Growing aclient base

GROWING A CLIENT BASE

Chris Burgess

Understand what creates successful growth

Creating reasonable growth

Tools and tactics for growth

Facebook Adverts made easy for Personal Trainers

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LESSONS

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This workbook will help you get the most out of the course. You will see the book mirrors the courses lesson format. For each lesson there are a number of aims that represent the key learning points for that section of the course. We have provided space to write your notes as you go through and there is spare note space at the end of the workbook in case you need more than we have provided for any of the lessons.

The space for action points is where the magic happens. We all know that learning is only useful if we do something with the knowledge so for each lesson make a note of what you are going to do as a result of what you have learnt. Make the action as specific as possible and set yourself a manageable timeframe. If you have some kind of to do list or schedule of action points make sure you transfer these actions to that and get them done.

Each lesson has 2-3 quiz questions that need to be completed on the members site in order to proceed. We have provided space for you to make a note of your answers to these questions as you go through the content so you are prepared for the questions. Not only will this workbook help you as you complete the course but, if used effectively, it will also provide you with a source of key information you can refer back to.

Good Luck!

How to use this workbook




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AIMS:

Key Learning Points

ORIENTATE THE MAP

Client consultation and baselines

― Learn how to prepare for a client ― Decide what information you need to know to work with a client ― Consider how best to gather the information

LESSON:

01


THE JOURNEY: A GUIDE TO NUTRITIONAL COACHING06

Action Points

Quiz Questions

1. Name two areas of information we might want to explore from a client’s past (where have they been)

2. What baseline information should we look to Gather?

AimsThis section will highlight the main learning focus for the lesson

Key Learning PointsUse this area to make notes as you go through the lesson

Action PointsSummarise your learning from the lesson. What actions are you going to take as a result of what you’ve learnt? When are you going to complete it?

Quiz QuestionsWrite your answers to the questions here in preparation for completing the online quiz.



AIMS:

Key Learning Points

― To understand what the market is looking to buy and where that matters in terms of how you position your services.

― To understand what to prioritise when it comes to driving interest into those services.

LESSON:

01 Understand what creates successful growth



Action PointsTasks

1. Please define your interpretation of what attributes buyers of fitness services look for when choosing a trainer.

2. Before a sign up or a sale always comes a conversation with a lead, what methods are you currently using to engage people into specific individual dialogue?

3. A network effect can be defined as a service that gets better or worse as it grows - how many customers do you feel you can serve before your network crashes?



Action Points

Quiz Questions

1. What is a key driver for securing discretionary spend?

2. What always comes before a sale?

3. What is a network effect?



AIMS:

Key Learning Points

Creating Reasonable Growth

― To look at monthly growth targets for revenue whilst keeping a close eye on ensuring that total working time doesn’t exceed the new revenue volume.

― To learn how to avoid the very common pitfalls trainers experience when looking at growth - comparison, a lack of specificity, and looking at what you want to sell instead of positioning something that people want to buy.

LESSON:

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Tasks

1. How much extra revenue would you earn if you grow by 10% this month, and repeat that over the course of the year? And how do you propose to grow by 10% this month?

2. What systems do you currently have in place that free up your time to focus on training and serving clients? And which time intensive tasks do you need to improve on?

3. Which of the unreasonable growth behaviours impacts you most and how do you propose to work on it?



Quiz Questions

Action Points

1. What is a good % growth to work towards each month?

2. What do people buying services look for?

3. Complete the sentence. Comparing your progress to that of other trainers is.........



AIMS:

Key Learning Points

― Buckle up for a longer session this time as we tackle places to create direct conversation, Social Media usage, Websites, referral campaigns, Flyers, and the often forgotten personal networks that each of us has. We’ll cover the principles of each of these sections and how to keep them simple and structured to help the work towards our 10% month by month growth…although the better each are, the faster the growth occurs.

LESSON:

03 Tools and Tactics For Growth



Tasks

1. Who are the most prominent people in your personal network?

2. What work needs to be done for you to create a customer focussed website?

3. If you search for yourself in google, what comes up? (Reviews? Location? Website?)



Tasks

LESSON:

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4. Use this page to practice writing a flyer user AIDA

5. What will your next referral campaign include and who will you ask to share it?



Action Points

Quiz Questions

1. What is your personal network?

2. What should a good website look like?

3. What is the best method of distributing flyers?



AIMS:

Key Learning Points

― Learn different ways of placing adverts and the pros and cons of sending your adverts to application forms, websites or just asking people to message you.

― This section fits as a superb overview to the super high performing adverts Chris shares in the Facebook group. If you want to understand more about Facebook adverts without being overwhelmed, and to place them confidently to grow your business - this lesson is a must!

LESSON:

04 Facebook Adverts made easy for PT’s



Action Points

1. What are the pros and cons of placing an advert via boosting over using the power editor?

2. Using an advert and asking people to message you for information makes our life easy, but where is it flawed?



Tasks

LESSON:

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3. Sending traffic to your website creates a longer journey for the user, but why might it be a good idea?

4. Displaying pricing on adverts is a good idea because?



Action Points

5. Hiding pricing on adverts is a good idea because?

6. What metrics are most important to you when it comes to advertising success?



Action Points

Quiz Questions

1. What is the aim of advert copy?

2. What is the impact of sending people direct to application form?

3. When tracking metrics, what is the most important success marker for a business?



Notes



Key Learning / Action Date for Completion

Action Plan

Congratulations on completing the course. The key with any education is how you intend to use what you’ve learnt. Take the time to consider the knowledge you have gained during this course and how you are going to implement it or change what you currently do. Use the space below to summarise or to plan and set goals for the implementation or follow up phase.

Complete the last task to earn the badge

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