New Product Business: Welcome To Your Business Success Course

Hi aff,

My name is Pat Rigsby, President of the Fitness
Consulting Group and co-creator of The
Ultimate Fitness Professional's Business Success
System.

Over the next few daysI'm going to share
several strategies that you can use to immediately
increase your income and grow your business.

So sit back and get ready to watch your business
explode.

Here's part one of your six part mini-course.

Create a Marketing and Sales System.

To develop a really successful personal training
business, I think your system should have
these components:

A. Lead Generation System
B. Consistent Sales Process
C. Immediate Systematic Upsell
D. Systematic Back End Sales Approach
E. Systematic Referral and Retention System

To give you an example of what I mean I'll show you
how this approach works in my business.

Lead Generation - By leasing the exclusive rights to
provide the personal training, sports training and weight
management offerings as well as the retail offerings my
business has a steady stream of qualified prospects at
our disposal on a daily basis. To capitalize on this we
provide each member with a complimentary goal
assessment and personal training session.

Consistent Sales Process - The goal assessment and
personal training session serves as our sales process.
The trainer discovers the prospective clients "pain"
(utilizing Jim Labadie's sales approach) and then helps
the prospect understand how utilizing our services will
alleviate that "pain." The session concludes with a sales
presentation.

Immediate Systematic Upsell - The best time to get a client
to make a purchase is when they are already making a
purchase so we have standard upsells depending on the
purchase that they make. If they purchase personal
training, we might offer them a discounted rate on our
weight management program. If they purchase weight
management, we may offer them a pre-designed package
of supplements at a discount.

Systematic Back End Sales Approach - The real money is in
maximizing the lifetime value of each client, so after the
initial sale we enroll our clients in a supplement autoship
program as well as make them some sort of "special
offer" each month. These offers are only available to our
clients and are not advertised. Instead, we make this
special offer during their monthly assessment session and
create a new "special offer" each month.

Systematic Referral and Retention System - Jim Labadie's
Ultimate Referral Kit laid the groundwork for our referral
system, but basically what we do is ask for referrals on
a regular basis (point of sale, assessment, re-sign, etc.)
and reward our clients for the referrals by giving them
gift of some sort. One unique thing we do is ask new clients
for the names and addresses of three close friends that
might benefit from our services and then immediately
send a free report and gift certificate to those referrals.
But we always ask and always reward. As far as retention
goes, obviously the foundation of our retention strategy
is getting results for our clients and overdelivering on
everything from our newsletters to remembering
birthdays. However, the part of our retention strategy that
differs from most other training businesses is that we require
people to make long- term commitments from the beginning.
Over 80% of our clients are on 12-month contracts, which is
the ultimate retention system.