​One of the processes that will help the above cement in, once you have had that first meeting and the new clients decides to come on the journey with YOU is an on-boarding letter, (internal term) – a Welcome letter (external term).
 
This can cover all sorts of things but don’t make it too wordy and not too "rulesey." You do, however want to cover a few ground rules in this letter so that your life will be soooo much easier if you have covered certain items up front. 

Those may include:

• Welcome to [insert business name], great to meet you the other day
• How things work around here – booking in, punctuality on both sides etc.
• Cancellation policy/alternative action in case session can’t be attended
• Financials – payment process if this hasn’t been covered
• Any other business e.g. I love to share things with my clients when they relate to their goals I hope that’s ok if I text/email interesting info to you now and again – you get the idea

Keep the letter on their file electronically or hard copy, whatever your system is. Make sure it is dated and if you need to refer back to it at any stage you can – easily.
 
Create a file with all your templates in and when you need them all you have to do is change the date, name and perhaps make sure content is up to date every so often and boom, great customer service tool right there. Everyone is on the same page from the get go.
 
If you aren’t already doing this I highly recommend you get into the habit when you set up each new client file as part of the systems and processes in your business. Have fun with it and add your own flavour.

If you're looking for some help with systems in your business reach out for a FREE catch up here - I'm happy to help.

I know 247 different marketing tactics which will help your business!!
I don’t know your individual business, but I bet you could do with a client or 2 more, sometimes, I know I could! 
It's been said “it’s who you know that matters,” it's not “it’s who knows you that truly matters.”
How do you find that sweet spot then?
Of those 247 there are multiple combinations that could work for your business and often times you will need to discover what those are overtime with a little trial and error, and fine tuning.

​Circumstances change, markets change, people change and so your offer needs to change too and that may mean using different marketing techniques to reach your target audience.
 
The ideal combination Is a mixture of 6 to 8 different techniques all running simultaneously. Look at big brands out there, look at how they do it. They use TV, they use radio, they use billboards, some of them may drop a flyer into your letterbox, they may put a poster up in a bus stop. What they're doing his covering a number of bases hoping to catch your eye more than once.
I haven't even talked about social media: Google Adwords, Facebook advertising all of these are viable options in your marketing mix.
 
So you see, of the 247 I know you really only need to employ a handful and be consistent over a period of time people will see you people will hear about you people learn more about you and at some point if they're ready to buy, they may well buy from you.
 
So consistency over and above the right marketing mix is actually just as important is what you say and how you say it, so stick at it keep chipping away and keep revising it based on feedback from those leads that become paying clients.
 
Peter Drucker the management guru said over 50 years ago businesses are here to do two things: innovate and market or marketing and innovation.

If your business is doing neither of these things it's going backwards.
If your business is doing one of these things you're probably staying put.
If your business is doing both of these things you will be moving ahead; keep doing these two things and your business will flourish and coming back to the earlier point CONSISTENCY, CONSISTENCY, CONSISTENCY.

​If you need help reach out....

I keep seeing too many exercise enthusiasts who think they are in business but don't stick to any kind of business plan. Sounds like a criticism but stay with me here….let’s call it an observation!
​
If you are in business you need to be charging based on the fact that you have expenses to cover and a profit to make. Boiled down it's as simple as that.

But if it's a hobby you run and the household doesn't rely on the income you bring in at any level then is quite possible you run a hobby. So does that mean you charge like it's a hobby.

• Anyone's welcome
• I am flexible on price
• Not fussed whether there are 2 or 3 of you in a small group - same price!
• Happy to do take your money even is that’s not based on any business planning
• You’ll rely on picking up clients as and when they come along 

If you run a business, you will:

• Have a weekly break even point – that point at which you have covered your costs and each dollar after that is profit
• A structured pricing plan for casual clients (if that’s your thing) and clients that are prepared to make a commitment to you for the medium to long term – call them package clients
• You’ll have branding and marketing activities that create awareness of your business as well as strong relationships with key allied health pro’s  

​The issue with the first option is that those practitioners are providing a similar service to those who are registered and fully in business but the general public do not necessarily see the difference between these two type of health and fitness practitioner.
The hobbyist is not worried about the level at which they charge because it is not in their best interest or on their radar to do so. When a member of the public contacts them do a ‘side by side’ comparison they may decide on price alone.
The position this puts the health professional who charges what they are worth, to run a sustainable business is compromised – as it’s not apples with apples.
They will always appear to be more expensive and unaffordable next to the hobbyist.
How do we stand out then?

1. First, lets ensure we are all registered professionals – this must be something we tell all prospects so that if they are shopping around, they may well ask the same questions of others. This could be the first point at which the differences start to show.
2. Explain how long you have been in business and that you help clients in the following areas: [provide a couple of examples]
3. Explain that you spend a decent amount of your income on reinvesting in yourself in education So that your knowledge is up-to-date and cutting edge in line with current research
4. Also explain that you have a casual rate and you have a package rate, this is going to give you credibility and help the customer decide what's going to suit them best.

 
There are many other key elements that you can work on in your business to create and professional look and feel to enhance public perception of what you do.
Above all act and look like you are in business. Check your values reflect this and live to them everyday!

Particularly when you work for yourself and this industry it can be all too easy to get off track and be distracted by other things including all those ‘shiny’ things other people are doing or selling!

​Let’s come back to the headline. On the assumption that you already have capability, we just need to find our ‘genius’ and the sky’s the limit, right?
 
Adding a layer of accountability, underpinning that genius, is going to keep us on track and heading forwards, showing progress, and reaping rewards from the effort.
 
Stepping back even further from this tactic into the strategy of, if we set up a support system from those more experienced than ourselves, be it a financial or free arrangement this could be a great starting point for ongoing success.
 
The strategy being “let’s do this for more than a week or month”. A yearlong cycle in business with support would be the bare minimum in my view.
 
Imagine a brand-new driver taking to the roads and assuming they knew what they were doing with huge over confidence.
Until that new driver has driven for at least 12 months they truly have not seen what Mother Nature alone, regardless of other drivers, provides for driving conditions in all 4 seasons.
 
The same can be said in business, until you have traded for all 12 months of a year you really don’t know what is around the next ‘business bend’ until you go through it. This will set you up with wisdom and experience for the next similar looking bend. You will get smoother and more skilled at negotiating similar bends even to the point where all the skills required to navigate the bend are seamless and effortless.
 
Knowing you have both support and accountability to keep doing the things you said you would do but with a ‘how to’ guide when you need it the journey seems that much easier and fruitful as the wins are gradually notched up on the pathway to success.
 
Yes, ‘potential reached’ is about - drive to achieve your genius with the support and accountability from those that have gone before to help steer and motivate you along the journey.
 
We provide the same conditions for our own clients so that they have our support and accountability on their health journey. The story is no different for your business journey.
 
Find someone you trust and gain support from but who will keep you on track and achieving the goals you agree on and the world is your oyster…. go get ‘em!

​When we set out, we want a client base so we can create a cash flow for our business.
 
This sounds like a great idea and will help create cash in the business to cover expenses and provide a living for you. Watching the dollars roll in may well be a great thing to see as you progress in your business but if you are looking at this being the key element to your success – think again.
 
When we just chase the idea of lots of clients, we lose the refinement of choosing who we want to work with. We ignore the niche we want to work with, or we become a place that will take all comers.  “Try to speak to everyone and you speak to no one.”
 
Sol Price the owner of Costco listed one of the reasons they don’t chase just any old customer as:
 
“Second, dealing exclusively with selected groups makes it possible to communicate with your customers effectively. Instead of communicating with the whole world, you communicate one-on-one with the people you want to reach. Finally, someone who pays for a membership in an organisation makes a form of commitment. They have a built-in reason to come back,” he added.

Costco have a membership fee for all those wanting to walk through their doors. This creates a small barrier to entry that some will not be willing to pay – this technique instantly separates the tyre kickers from the serious customers. Is this something you have thought about in your business? Could it work?
 
Price went on to say, "A store that tries to be all things to all people will end up being nothing to anyone. A retailer reflecting honesty, credibility, and a definite direction that can be understood by its customers and vendors will have a good chance to make it."
 
Two other companies at either ends of the spectrum have found the same approach can be profitable, take Apple and Southwest Airlines.
 
“The principle of not chasing customers has also fueled the success of Southwest Airlines, which knows open seating and lack of premium class service won't endear its brand to travelers who want to be pampered -- and Apple, whose closed operating system deters users who prefer more flexibility. By not chasing customers, great brands usually end up attracting more profitable, loyal ones.”
 
In addition, you may think that enough customers and I don’t have to worry so much about the other elements of my business. To an extent that may be true, the better your top line (sales) the easier it is to achieve your expenses goals and possibly your profit goals. But what if your sales numbers were masking an issue in your business you happen to be ignoring? What if your sales dropped over night and these issues were then exposed and came back to bite you on the bank balance?
 
Having as broader view of the total business means you will have a greater handle on all the elements of your business that create your profit at the end of the month/year. Is your business so dependent on it’s cash flow that any deviation to the ‘norm’ and you are in trouble very quickly?
 
Monitoring cash flow by having a forecast set up at the beginning of your year means you can track it against this plan to see if you are heading towards your goals. 

Setting up a profit and loss statement at the start of the year means you are setting yourself some decent goals both from a sales perspective as well as an expenses point of view. 
 
Finally – if you have a tool to track your sessions per week you can then relate that back to your planning tools mentioned above to have a far broader perspective on the business than one simply ‘looking for more clients’.
 
Rich Ellis runs a course called ‘Business Bootcamp’. This helps you put these tools together to have a more holistic business from a financial perspective.
 
Text “PTMentor” to 9090 (normal txt fee applies) to view the course or click here for the non-Kiwis.
​

 

For those that have seen my coaching tool you may have wondered what the red CHECK box is that sits at week 8.
For those that have not seen the coaching tool it is a simple spreadsheet which enables you to track client progress. At the 8 week mark the check box is a reminder that it's time to check in with your client and make sure you are on track with their programme. This enables a few things:

• Dialogue outside of the typical lift this, do that, tweak this
• A conversation which not only helps you do a better job but makes the client feel heard/felt
• A way of ensuring that everything you do feels like its working for the client
• An opportunity for the client to voice their opinion and of course if they are not quite correct a chance for you to advise what is best, based on their goal - you're the expert, be the expert!
• Future proofing your relationship until the next check in

There are no rules around the 8 week mark for the check in it can be sooner or more regular if that suits you. The key is to keep the dialogue open with clients to ensure they are getting what they came for.​

If you would like a copy of the coaching tool you are more than welcome to have one. Just email: info@theptmentor.com and one will be emailed out to you.

​Confucius said: "tell me and I forget, teach me and I may remember, involve me and I learn" Wise man that Confucius!!!
It's fair to say we all learn differently but if you take the VARK questionnaire for example you will see that there are 4 key ways to learn and we are usually a combination of all 4 with perhaps one dominant area. For example I am a dominant Kinesthetic learner - that means I learn by doing more so than reading, writing or watching. Typically in our industry we are much the same, that's why we love what we do. We love to get our hands on equipment involved with other people and make a difference to their lives.
This blog article is about you and what you will gain from being a mentee with The PT Mentor - a look under the hood if you like.
At this stage of your career you have set up or are in the process of setting up. You need to get clients in the door but you want to be different AND you want to make a difference to people's lives. If you are stuck on parts of your business then a mentor can help. If you are stuck on technical parts of the job with clients then a mentor or even fellow mentees are available to share stories - you see at the PT Mentor you not only access to ongoing support but you can share your journey with others in the same boat and that creates a whole other network for you which is safe and reliable - what value would you put on that?

So what's under the hood - here we go.....

1. Coaching Tool: You get set up with a coaching tool at the beginning of your mentoring journey. This sets up the structure of the relationship a way of measuring success and a way of keeping you accountable to goals. This tool can be duplicated and used with your clients - how cool is that?

2. Goals, Monthly/Quarterly: However long you decide to be mentored for the goals are set up to match that. Your goals will cover both financial and non financial which get to the heart of what your business is and stands for - working on refining those core values.

3. Tasks/Homework: After each monthly catch up there will be homework. This gives you things to achieve during the month before the next catch up. This keeps you focused and on point with your business.

4. Focus on Planning and Activity: As per the homework you'll be using the tasks in the homework to stay organised week to week from a planning point of view. Each week it's good to look at your calendar and block out things that need to be done on the business. This way as the month progresses you will ensure all the key things that make your business hum are getting done.

5. Meet you wherever you are at: Everybody and every business is different. In the same way you would assess a client before working with them the same applies at The PT Mentor. Each journey starts in a different place and so the relationship is based on where you are at now. From there we can move forwards with the specific things you need to support you in your business. 
As an example, have you ever prepared a business plan? Not that I insist on you doing one but if you have never prepared one then there may be elements of a business plan to work on in your business, like a cash flow analysis. This is a simple spreadsheet that helps you predict where you money is coming from and going to month to month, no surprises, or certainly less surprises. It's all in the planning.

6. Success:  Your definition of success is the only one that matters in your business. Once you have nailed down what it is that tells you that you have succeeded - then the target or destination is set. Landmarks and success pathways are all different for different people. Once you are on track, in your flow - you'll be unstoppable!!