How do you determine how much a client is worth to you?
Is it by how much they spend at each visit, the amount of referrals they give you or by how many times they see you each week?
On the flip side, how much are you worth to each one of your clients?
The reason I`m asking is because I’m sick of hearing practitioners and trainers speak like they’re a God to their clients. The door swings both ways….we have over 25 clinics on our street alone in downtown Burlington and probably 60 more in our city. That’s close to 100 competitors that do pretty much what I do and anyone of my clients could walk a minute or two to see the next Therapist. So I ask again, what is each client worth to you?
On a daily basis we receive emails from practitioners and trainers asking how we have created our leading Bootcamp or what methods we’ve used to capture some of the top hockey prospects that train in our facility and choose to use us for their alternative therapy.
We haven’t built our business on marketing plans or branding, we`ve built it on reputation and servicing the hell out of our clients the best we can while achieving the intended result. We`ve realized that our clients are each worth millions of dollars to us, so we treat them that way and the response has been phenomenal.
Today, it seems trainers and practitioners are focused on the image, logo, and brand identity or their business, rather than the goals, methods, and systems.
We are in the best industry in the world; the health and fitness industry, yet, we lose site of what is most important to us and why we are in our chosen field.
There are methods of marketing that look at the dollar amount spent on getting each client through your doors and using your services. For example; if you spend $100 on a newspaper article, and you receive 10 leads directly from that article, then you paid $10 per client.
All of this is fine and a great way to look at how cost effective your marketing efforts are, but where we get lost is with the actual service we provide the client once he or she walks through the door and into your program.
Ask yourself this right now:
How is each new client treated?
Are your clients getting the results intended? And if not, are you doing everything possible to get them the intended results
Do they want to bring their friends to your clinic or gym?
As a healthcare expert, whether you are niche in fat loss, rehabilitation, or sports conditioning, it is your job to service your clients, period. You must do everything possible to make sure they obtain results, and make sure they leave feeling happy and excited to come back to their next appointment. Your current clients are what bring you new business and keep you open. Treat them like gold, and your personal training, rehabilitation or fitness business will become prosperous, giving you more clients then you can ever imagine!