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6 Ways To Increase The Monthly Revenue You Make Per Client

Written by: Pat Rigsby

Article Overview: While most fitness business owners spend a great deal of time focusing on finding new clients, they often miss out on the opportunity to maximize the value of their current clients. Follow these six tips and watch the value of your current clients soar.

6 Ways To Increase The Monthly Revenue You Make Per Client

You’ve got your marketing in order and have a steady flow of prospects coming in.

You’re converting those prospects to clients at a high rate.

Now you need to get them to spend more money when they do spend.

It’s the old “Would you like fries with that?” story. One little sentence adds millions to the bottom line. So easy, so simple!

How can you apply that to your business? Remember these clients are already committed to buying from you, they are in buying mode.

Increase Your Prices

Just do it, add 10% to all your prices today. A small percentage of clients will object but the extra profit from the other clients that don’t care and are happy to pay the slight increase will more than cover this.

Sell by adding value and selling the benefits. Making your service unique so by doing this there is no other product or service to compare it to.

You have very little to lose and a massive amount to gain… so increase your prices by 10% today.

Cross Sell and Up Sell

There are always other add on products or services you can sell your clients like the McDonald’s approach of ‘would you like fries with that?’

If you only offer training sessions, you need to find other products or services to offer as cross sells or up sells. It may mean creating a deluxe version in which you give provide six nutritional during the first six weeks of your clients program to lay the groundwork for their long term success. It may be selling them nutritional products to help them recover from workouts and increase the likelihood of them complying with your nutritional recommendations. You might even form a strategic alliance and sell someone else’s complimentary services, like a dietician or massage therapist, if you don’t have anything else to sell your clients initially.

Often in the sale process it is easy to get caught up in the sale and to forget to cross sell or up sell. I suggest you make a checklist so you and your staff remember to offer the cross sells and up sells at the point of sale – every sale.

Package Deals

Like McDonald’s (and you wonder why our county is fat) offering the customer a #1, #2 or #3 (and probably a half-dozen other package options), how about having a package deal where everything your client needs to be successful is included for a discount of $X.
You can offer training, nutritional coaching, supplements and even a foam roller and training journal – a complete package to guarantee the client’s success. Even if the client starts thinking that they don’t really need everything, the package deal is so good they’ll take it.

This is a great strategy to get clients to try things they might not normally have been interested in – like supplements or nutritional coaching.

Payment Terms

Having payment terms to allow the client to make bigger purchases can dramatically increase what a client is willing to spend. Our company uses EFT billing for everything so clients can break their investment into monthly payments, just like their mortgage or car payment. With this approach a client that might not have been able to invest a lump sum of several thousand dollars can get the services and products they want and only have a monthly investment of a couple of hundred dollars.

“Do X and Get Y Free”

If you typically have clients that choose to work with you twice a week and would like to ‘sway’ them to training three times per week, offer an incentive for only those clients training with you three sessions per week. Something like this: ‘If you choose to work with me three times per week, you also receive our 6 Week Nutrition Coaching Program free. If your cost to deliver the nutrition coaching program is reasonable, this is a great way to get someone in the habit of training with you more frequently long term.

Focus on A-Grade Clients

A-grade clients are the ones that don’t complain, pay full price, tell you how wonderful you are, give you great feedback and then tell all their friends (who likely will be A-grade clients as well) how great you are.

Identify those clients and nurture them like your own family. Provide them with exceptional service and make sure they are the first to know about any new offers or programs, any new deals… they will love it and purchase more often.

Just choose a couple of these suggestions and implement them in your business. You’ll see the average monthly revenue you make from each client go up 10, 20 even 30% or more!

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Article Tags: bottom line, complimentary services, deluxe version, dietician, fries, groundwork, likelihood, marketing, massage therapist, mcdonald, money, nutritional recommendations, prospects, sessions, six weeks, steady flow, strategic alliance, term success, workouts



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Re: Quote of the Day - "The only people witho - Thanks for sharing this Evan, there are some very powerful quotes in there, I particularly like this one:- You are now at a crossroads. This is your opportunity to make the most important decision you will ever make. Forget your past. Who are you now? Who have you decided you really are now? Don't think about who you have been. Who are you now? Who have you decided to become? Make this decision consciously. Make it carefully. Make it powerfully. regards, Mal.
hiring an employee - You may want to consider contracting out instead of actually hiring. Some factors to think about if you hire someone as an employee and you put them on payroll you will be required to pay CPP and EI, as well as deducting CPP, EI and Taxes from their paycheck and remitting them to Revenue Canada. So you will need to 1. Register with Revenue Canada so you can make the remittenances 2. make sure you keep really good track of these deductions 3. it you don't have the time to do payroll you may need to hire a bookkeeper. or you could contract out the hours that you would need an assistant. The would be able to work from their space or your office. There is another option that you might want to consider some of the community centers offers training programs for new immigrants or anyone wish to change professions some of these programs require that they offer their services for 6 or 8 weeks (no charge to the employer). If you need someone short term this may help you and provide extra training for someone else. Microskills is one of the Community Centers that offer such programs. they train customer service personal, bookkeepers.
Ad reveue sharing - Hi Evan, I see a new link for Ad Revenue Sharing - on Firefox this is killing the layout.
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