5 Proven Tips to maximize your income over Christmas and New Years with Ease

Hey fellow PTs hope business is booming...

So it is that time of year again where clients want to go on holiday, have breaks, cancel more frequently and you may even go on a break yourself. So how do we maximize our income and show rates over this seemingly inconsistent time?

After operating a successful PT business now over 11 Christmases it has given me great insight to what does and doesnt work and although I understand people are different and we may all do things a little differently on my journey I have found the following 5 elements to be crucial in an explosive New Year.

So If I was to show you 5 simple and very effective strategies to maximize your income, lead generation and show rate over the next 4 weeks would that be something that would arouse your curiosity and motivate you to read on?

Below are some very easy to follow methods that you may or may not already use or know but again do you use them to their full potential?

Firstly for all of these amazingly simple techniques to work effectively it is important that principle number one is followed. Now earlier this year I was reading a publication that included a fascinating study of 20 of the most perceivable successful PTs in Australia and all 20 in the study followed this primary principle. They understand the power of this basic fundamental in Personal Training and also the service industry using it to its full potential to really make massive gains.

That is the principle of Direct Debit. I understand most of you reading this have already established an account with a direct debit company like FFAPaysmart, EzyPay or Debit Success right? (For any further information simply contact me)

1) Direct Debit

So what are the benefits to direct debit?

a) All reports will be completed by the company and emailed to you each week automating your paper work meaning ledgers and other books are not necessary, saving you precious time from noooooo more paperwork...

b) Your show rate will increase: Clients who pay cash especially each time they see you unconsciously link pain of giving more and seeing you, may have to stop at the bank to withdraw money, perhaps even spend it on something else. How many times have you had a client owe you hundreds of dollars for them to turn around and cancel last minute? By having your client on direct debit they pay a week in advance so have already paid for their session before doing, dont have to personally hand you money and are more motivated to actually show to the session.

c) YOU WILL EARN MORE MONEY: Here is why... All your clients will be paying a week in advance preferably weekly or fortnightly to moderate consistency of your income allowing budgeting to become an easier process. This way when a client cancels within the 24 hour cancellation policy or stands you up you can still charge them as per their agreement as they have already paid for the session.

2) Doubling up: NEVER ALTER A CLIENTS PAYMENTS UNLESS ABSOLUTELY NECESSARY

This is vital especially over Christmas, it appears most PTs have one week off over Xmas so if I could show you a way to still get paid for that week is that something that will spark your interest and cause you to pay close attention? It is so simple. If you have a client that trains with you once each week you simply suggest when you come back from your week off you double up doing two sessions the following week to assist them in getting back into it, if they do two sessions they double up for two weeks and three sessions three weeks. Your client will appreciate you wanting to help them. If they are going away then you use the same principles, simply suggest to them you are doing it to Kick Start their training and keep them motivated. Just imagine a week off over Xmas but you still get paid that week. Use this same principle when someone cancels simply suggest when someone cancels ok not a problem we will do an extra session next week to make up for it.

3) December and January Promotions. (Also see my previous discussions.)

Ok since we have already discussed promos for December lets discuss January. This is when people are seeking motivation and results based on their New Years resolution, break from functionality, over indulging and Xmas break so this is a great time to offer people an incentive to kick start their new year. The three suggested promos would be:

a) If you handed out the gift vouchers for clients friends and family in December now is time to cash them in contact all your clients and let them know to inform their friends it is the last week they have to take advantage of the vouchers. If you did not use them in December now is the time make some vouchers entitling the holder and a friend to 3 free sessions with the value and expiry date being 1st Feb distribute them to clients and FOLLOW UP ON THEM. (Simply contact me if you wish to see an example) You can also run a similar referral campaign offering a prize as an incentive. Some of you may be thinking well Ive done this Jason but have you followed up?

b) 50% off special for existing clients: In the new year simply offer all existing clients (once completed their double up sessions) the opportunity for the month of January only (or 4 weeks) to have an extra session at 50% off example if they do 2 sessions each week for $100 then they can purchase a 3rd session for the next 4 weeks only for an extra $25 this will boost your sessions plus your income and imagine after 4 weeks they are getting such great results they want to keep doing 3 sessions but have to pay full price right.

c) 50% off for new clients (January only): As a tie in to the referral campaign all new clients can either by example 5 sessions receive 5 free or buy example a 10 pack at half price (they must complete at least 2 sessions each week) Once again this will maximize your sales and once they complete their pack many clients will wish to continue but be required to pay full price.

If you wish to really set up for an amazing new year it is absolutely imperative you are organized and I truly believe this simple tactic is one of the most important to do so, I see so many trainers talk about but not actually do the following and miss out on big money and opportunities in the New Year.

4) Have all your active clients booked in for the New Year and your first week back before you go on the Christmas break.

There is nothing worse than coming back in the new year un-organized attempting to get hold of clients to book them in plus hearing, oh umm Im a little short of cash I might leave it until February. Ahhhhhhh. To avoid this be professional, organized and assertive. Now I understand some of you are reading this and thinking well sure Jason I already do this, if you do then great what about offering your client an incentive for coming back in the first week to reward them or even have them bring a friend/buddy along to the session?

5) Organize a FREE Group Training session for all your clients and 2 friends only each.

As a reward for coming back in the new year organize a date for a group training session in January absolutely free to make your clients feel special and exclusively invite them and 2 friends only, if it goes well you can continue the sessions and charge for them (if not you have gained some new leads) plus imagine the leads you will get because all your die hard clients will be raving to their friends. Example of the power of using this idea... Imagine you have 10 clients they each invite 2 people each (you can even hand out vouchers to your clients to give to 2 of their friends) that is potentially 30 people in your group session and 20 potential leads/new clients.

At the end of the Group Session simply book all the newbies/leads in for a one on one induction for free to help them more effectively with their goals and desired results and up sell them PT.

There you have it 5 of the most simple yet effective strategies for maximizing income, leads and sessions over Christmas and New Year and I promise if you use these easy to use principles you are set for an amazing New Year.

I hope these techniques assist in your success as much as they have mine have an amazing Christmas and New Year and as always I appreciate any feedback or success stories or for even any extra info simply contact me at livefreehealth@hotmail.com

Yours in Personal Training

J

PS. The first 2 people only to respond to this article will win 1 month absolutely FREE coaching in January 2010.

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5 Proven Tips to maximize your income over Christmas and New Years with Ease

By: Jason Grossman

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