Cracking Into The Corporate Health Market

9 years ago I started my Corporate Health Company and I have to say, it was one of the hardest things I ever did. It seemed like the logical next step in my career after having owned and operated my Fitness Studio for 4 years. I was 28 years old, so old enough to gain the respect of the 'decision makers' in the Corporate arena, I had a good client base at my studio to feed off to propel myself into the corporate market, and I knew the profit margin in Corporate was much greater than the Studio's.

So, how did I do it and what are the steps to take to make it successful?

Let me share them with you now..

Firstly, you need to get in front of those businesses... Sometimes it's hard to initiate the conversation or get to the people who can help you offer your services to the company. Here are a few tips to help the cause.

1. Find out who the decision maker is (usually HR, upper management or both)
2. Contact them directly by letter, phone, email
3. Set up a time to speak in person
4. Come prepared (Stats, figures, how you can help)
5. Position your program as something that benefits them and how you can accomplish that.
6. Present your options ( Not one size fits all)
7. Be flexible if they want to move forward but have their own ideas then tweak your program to work for them
8. Otherwise, just like in regular sales give only a few options for enrollment, ask for the order , cover concerns then ask again.
9. Offer to get involved in whatever capacity you can (lead by giving time, advice, demos ETC)
10. Be persistant but not a pest with follow up if you can't get a deal done on first visit
11. Deliver a stellar experience
12. Stay in contact and keep company engaged

This is by far the hardest part of the Corporate Health journey. The Start! Finding those clients for the super amazing programs you have worked long and hard developing. You know these programs are awesome and will be successful, yet where do you find the companies to roll them out to?

Personally, I was fortunate in the way I started in the Corporate Industry. I had a Personal Training Studio with a good customer base. My customers worked in big offices in the City, and some even owned their own businesses. So, it was a logical choice to start a Corporate Health offering to my EXISTING database of clientele.

However, after I exhausted that avenue, I had to get creative as to where to look next. Here are some good places to start:

1. Business Parks: They have hundreds of small, medium and large companies in the one place. This is the number 1 place I look now for businesses. Best to get to know the Business Park café owner (if it’s a big park there should be at least 3 shops) and leave advertising material in there. The amount of traffic that goes through those cafes on a daily basis is crazy!
2. Google SEO: Make sure your website is up to date with the latest keywords around corporate health. We were on the first page of google without spending any money. We just made sure the words Corporate Health, Corporate Fitness or Corporate Wellness were on every page. Best to employ an expert to help you with this if you don’t feel confident.
3. Corporate Magazines: These are delivered to all Business Parks cafes, and are free for all the businesses to read. Simply approach the magazine editor and ask to write an article around corporate health. It will cost you some $$ but we picked up many clients based off the back of good content here. See examples in the “Published Articles” section of our Cracking Into Corporate Program.
4. Local Council : You can get a list of all the local businesses in the area and even do a drive by to gauge their size. You don’t want to be wasting your time with sole traders or small businesses (2-10 employees) They simply don’t have the budget for your services. After this, it’s a door knocking process. I find this worked best rather than emailing.. we closed more sales face to face than over the phone.
5. Your competitors: Yep, that’s right! We started approaching our competitors to see if they had too many jobs/quotes to do and if they needed some help servicing their clients. Well, funnily enough, they did! We picked up some work, and simply invoiced the bigger Corporate Health Company we had partnered with – so effectively acting as a sub-contractor. Trust me, this is a great way to earn some extra $$. Don’t let pride get in the way of making a buck!

To get the 'done for you' proven 6 Figure Corporate Health Program that has made me literally hundreds of thousands of dollars over the years, head on over to my website and get it for a steal.
http://www.smartstudiosolutions.com.au/crack-into-corporate

For any further information regarding my program or anything in this blog, please contact be at ben.dulhunty@smartstudiosolutions.com.au

Committed To Your Success

Ben Dulhunty
Owner & Founder
Smart Studio Solutions