How I Added 25 PAYING Clients and an Extra $36,960 In 1 Month!
Last month I really wanted to help one of my CPTs build up his client base to do a consistent 35 – 40 sessions per week. I also wanted to build up our new small group personal training sessions and increase our client base for those specialty sessions. Here’s how I was able to accomplish both of those goals and exceed my expectations:
Although January
is usually a HUGE month for health clubs it is not typically one of our
studio’s best months.
Usually most weight loss enthusiasts join a gym or try it on their own in the month of January since they’re feeling high off their current New Year’s expectations…
When 90% of those people fall off the wagon in a month or two we see our best months in new client sign-ups… typically the end of Feb through April. (These people realize that the summer is nearing and want to get in shape fast – and since their 1st attempt in the New Year failed they call us to make it happen!)
Okay, so here’s how we blew things up in January:
1. I had doorhangers placed
on over 2,000 homes within our target neighborhoods ($179 cost)
2. I doubled my Google Adwords campaign for the month ($929 cost)
3. I placed rack card holders in 10 more locations – 43 total ($35)
4. Gave one 90 minute community weight loss seminar ($10 for materials)
5. Every day I put out my A Frame with new rack cards (virtually no cost)
I decided not to do any local newspaper ads this month since most people were away until the 2nd week of January…
I also did a follow up with local residents by putting 4×6 postcards on cars in our target neighborhoods, but that was in the 1st week of February.
The last thing I did was talk with local businesses and our current clients about recommending our services to any friends, family, or coworkers if you hear them mention they are interested in getting in shape and following through on their commitments.
And of course, we got lots of free web traffic by being ranked #1 – 4 for our top keywords…
All in all, I feel it was a normal month of marketing with the exception of our Google Adwords campaign, yet it yielded excellent results through targeting people on multiple fronts.
Here’s what our numbers looked like for the month:
17 new 1-on-1
clients
(in-home,
studio, corporate) added with an average transaction of $1,896 – $632/month
($32,232.00)
8 new small group
training clients added
with
an average transaction of $591 – $197/month
($4,728.00)
TOTAL NEW CLIENT REVENUE: $36,960
TOTAL COST OF MARKETING: $1,153
($1,153 in marketing to get $36,960 in new client package sign-ups)
I’m happy. My PTs are happy. My new clients are happy… it was a great month!
Plus, that almost 37K is on top of what we were currently doing and represents about another 12K per month added to our gross revenue .
Not bad, for just matching the right message with the right market at the right time.
That’s really what it’s all about…
Once you find your target audience you figure out what makes them tick, what they desire, what they’re willing to pay for, and how you can entice them to try out your services with a complimentary “X” .
The other great thing is that we know the life-time value of our clients so this extra 37K is just the start to our new client’s commitment to their goals and our studio.
I hope getting to see an inside look at my last month’s numbers gave you some insights and inspiration on how you can quickly skyrocket your business through proper marketing and follow up!
Here’s to your best year yet!
Yours in Fitness Business Success,
