Do you have an idea of what your clients are saying about you? If not, do you have a way to get an idea of what they say? There are multiple options to figure this out… On one hand, you could try to ask people face-to-face. This may not always be the most accurate way to determine your job performance.

Keep in mind that your clients may not always be completely truthful when giving you feedback. This is especially true when feedback is given face-to-face. There are some people who are simply too nice to be honest in person. This is why some type of survey is necessary to get the most honest, accurate responses from your clients.

Here’s an example of a survey that we give our clients to get an idea of what they are saying about us:

QUALITY ASSURANCE CHECK

Patient Name: __________________________ Date: _______________

Please answer the following questions fully. This will help us to be sure you are achieving your treatment goals and that we are able to help you as much as possible.

1. What was the major problem you came here to resolve? Have you
resolved it?

2. How would you describe the improvement in your bodily performance from when you first came into the studio until now?

3. With regard to the long-term, what is it that you still hope to accomplish
in your program with us?

4. Have you had difficulties scheduling, billing, etc.? If
yes, please describe.

5. Were you personally well cared for, or were you ever neglected, etc.?

6. Do you better understand your physical condition as well as your strengths and weaknesses?

7. Do you feel good enough about your experience with us that you would
return in the future yourself and/or refer a friend or relative?

8. Do you know anyone currently who could benefit from seeing us?
Thank you. Please return this to the Front Office Receptionist.

But don’t be fooled by the fact that not every feedback is truthful– Any negative feedback given is probably honest. Whether it is received face-to-face or through a survey, this is where you need to be honest with yourself and reanalyze your methods as a businessperson

Should you have any questions or comments, I am available any time. Call me at the (800-473-6211) office or email me at [email protected].

fran

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Fran Rosario
Chief Operating Officer
Director of Business Development
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In this week’s Tip of the Week, I talked about why it is so important to get the phone numbers of prospects you are communicating with through email. I am often asked how I go about getting the phone numbers. The answer is pretty simple, you reply and ask them for it!

Here’s an example of how to reply to a prospect’s email:

“Hello Prospect: Could you please forward your phone number so we can talk through all the questions you have?”

If they do not respond back, send a second one:

Hello Prospect: I just wanted to make sure you’ve received this last email that I sent you on (day of the week).”

If they do not respond to the second email, they were probably not an interested prospect to begin with.

However, you can also be more specific with your intentions to get the phone number, in order to engage the prospect’s interest more. Here’s an example of a prospect I had to be more intentional with, when asking for his phone number.

 “Hello Prospect:

Just wanted to respond to your request to schedule your assessment. Could you please forward me your phone number and/or call me at 610-940-3835?

Looking forward to meeting you,

Fran Rosario”

Notice the points where I wrote with a very specific tone: In the first sentence, I made sure to remind the prospect that this is something he wanted. In the second sentence I wrote somewhat presumptuously, strongly encouraging the prospect to give me his phone number and/or call me in order to make what he wanted happen.

 In some cases, you will get the number, but not be able to reach the person. People often ask me what to do at this point… Keep in mind, persistence is key! When this happens, I usually send something like this:

 “Hello Prospect:

I just tried calling you and left a voice mail message for you. To schedule your free technology assessment that you requested through our promotion, or for more information about this assessment, you may call our office at 610-940-3835 at your earliest convenience and ask for Fran. Due to the high interest of this technology assessment the earliest appointments available are now in mid August. It would probably be best if you can call soon so you can book your appointment time before the end of August.

Please let me know either way as soon as you can!

Thanks and looking forward to meeting you soon,

Fran Rosario”

For the most part, there are usually ways to continue encouraging your prospect to call you. Even when they do not respond, encourage them to do so quickly (as you can see in the timely incentive in the example above). Getting these phone numbers dramatically increase your chance of generating revenue from prospects, by opening a line of communication that is more direct and more streamlined. The bottom line is, you need to move the conversation from an email correspondence to a phone conversation as soon as possible, to minimize time and effort spent on each prospect.

Should you have any questions or comments, I am available any time. Call me at the (800-473-6211) office or email me at [email protected].

fran

At the bottom of this page you may ask Fran a question about this tip.
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Fran Rosario
Chief Operating Officer
Director of Business Development
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Hi Everyone!

 

This week we will continue our exploration into the social media world. I will explain more ways to integrate social media in your golf fitness business and more tricks to optimizing your social networking marketing strategies. By now you may still be wondering how often you should post, what you should post and how to integrate other marketing channels into your social networking, and that is what I will talk about this week.

One of the main questions most people have when facing the challenges of social media marketing is of how many times to post and what times to post. Both of these differ vastly between markets, and the solution is never universal. However, there are ways you can tell what works best for you:

  • Test post frequency: Getting a “like” or a “+1” is more than just a symbol of affirmation–These actions from your audience can serve as a useful data entry. By observing the amount of “likes” you get on your posts, you can test and analyze what your optimal posting frequency is.
  • Figuring out ideal posting times: This works similar to testing post frequency, whereas you can gather data from taking note of “likes.” However, there are also ways in which you can see how many people view your posts. For example, Facebook has a counter at the bottom of every post that shows how many people “saw” it, and that is a useful way to determine your optimal posting times.

One thing to keep in mind about the social media world is that it is all connected. Social media’s connectivity allows people to do much more than meets the eye, as it is increasingly useful to integrate other forms of marketing into social media. One great tool for this is Google Authorship, as it allows you to:

  • Link a Google+ profile to any blogs or website that you and your golf fitness business are active on. This personalizes these sites so there is a “face to the name” when people search for you on search engines. To get a more accurate picture of this, try searching Google for something like “how to choose the right driver” (or something along those lines). Most likely, you will see articles or blogs in the results with someone’s picture indicating authorship.
  • Give your audience a more personal connection with you, reminding them that there is a real person writing your posts or blogs.
  • Connect any material you have written to a social media account, drawing your audience to you or your company’s social media sites.

In the next blog, I will talk more about how to manage your social networking sites so they do not become overwhelming!

Bonus #1: FREE entry into a drawing to win a seating in our upcoming 2-day course entitled “How to Get New Golf Fitness Clients in the Door” on March 29th and 30th. This is a $695 value, is TPI approved AND qualifies for twelve (12) TPI Continuing certification credits.Bonus #2: An EXTRA FREE entry into drawing described above. All you need to do is contribute to these tips by asking Fran a question about how to help your golf fitness business grow, or by contributing success stories of your golf fitness business growth.Drawing for this FREE seating into the course “How to Get New Golf Fitness Clients in the door” will be held by end of business day on March 4th, 2014.

fran

At the bottom of this page you may ask Fran a question about this tip.
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Fran Rosario
Chief Operating Officer
Director of Business Development
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Get More Golf Fitness Clients in Your Doors Course – March 2014

[EVR_SINGLE event_id=”18″]

Off Season Golf Fitness

The #1 tip I can give you for the golf “Off Season” is to first REALIZE that although there may be an “off season” for golfing in your region, that doesn’t mean there is an off season for YOUR golf fitness business! The moment you believe that you also have an off season is the moment you will find your revenue decreasing. Find reasons golfers would want to see you during THEIR off season and create promotions targeted towards their situations, goals, and desires. In the northern states, golfers consider November, December, January and February as their off season and in the south, golfers look at May, June, July, and August as being the months they believe as undesirable golfing times. Throughout the country In our company, we have found their off seasons to be our busiest times of the year because most golfers are looking for programs that can help them for the beginning of their next “in season”. Therefore, plan ahead and come up with “off-Season” marketing activities and promotional pieces that can increase your business traffic.

We will first begin with “Off Season” ideas that pertain to all regions of the U.S. Most of this country celebrates the upcoming Christmas and New Year’s holidays in one way or another. The promotions to start delivering to your database might have something to do with those times. Here are a few ideas as well as a sample of what we send out to our national database:

  1. Christmas Special:  Complete Golf Fitness Assessment (includes…) Regular price $200 Holiday special price $79.
  2. Golfer’s Dream Gift: Complete Golf Fitness Assessment (includes… ) [same as above]
  3. Learn How To Attain you New Year’s Golf Resolution with a FREE 20-Minute Golf Fitness Assessment
  4. Prepare for your Upcoming Golf Season Now with this FREE Golf Fitness Assessment…
  5. Gift Certificates for the Golfer
  6. How to Prepare Yourself for Your Next Season.
  7. What to do NOW for Next Season.

These are just a few ideas of how to promote during the “holiday” or winter/summer off seasons (depending on where you are in the country). Give these a try and let me know how they work for you.

Here are a few samples of our off-season and holiday promotions :

Off Season Promo #1 Off Season Promo #2 Off Seaon Promo #3

Bonus:  Win a FREE half hour personal consultation to learn other techniques and ideas in helping your prospects want to BUY your services.

Any subscriber of these tips qualify. All you need to do is contribute to these tips by asking Fran a question about how to help your golf fitness business grow, or by contributing success stories of your golf fitness business growth. Every contributor’s name for each month will be entered into a monthly drawing. Every month, three (3) contributors will be picked out of a hat to win the FREE consultation. So let’s all join in and help this industry grow by helping each other… and good luck in the drawing!

fran

At the bottom of this page you may ask Fran a question about this tip.
Read Our Golf Fitness Blog

Fran Rosario
Chief Operating Officer
Director of Business Development

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Successful Seminars for Golf Fitness

FOLLOW UP! Seminars are a great way to create activity that can lead to new golf fitness clients whether you are currently in (the golf) season or in the “off season”. The reason I put “off season” in quotations is that some places in the country have no “off season”. Creating activity during golf season as opposed to your off season is the topic of an upcoming article, but for now let’s look at this activity of doing a seminar as an off season marketing activity.

The first thing you will need to do is to make your own definition of what a successful seminar really is. For example:

  • Are you presenting to a group of people to educate them about a specific subject?
  • Are you going to educate your audience on general information about “Golf Fitness”?
  • Are you creating an added benefit for the leaders at the location you are presenting at?
  • Are you trying to get people interested in your product? • Do you feel the need to be on a stage? (Just checking to see if you’re paying attention)
  • Are you presenting so they come see you for your services?

When we (at our golf fitness company) look at ANY marketing activity, we create our ultimate goal first, and then list all the minor goals we can obtain along the way. In ALMOST every activity our main goal is to GET PEOPLE IN THE DOOR at our location. Our next step is to plan the event‘s step that will get us to that main goal. So lay out the goal first then work backwards with the filler activities. But, the only way to accomplish our goal is to come up with a presentation that the audience is interested in. Which brings us to the realization of how important it is to ask your host (possibly your local golf pro instructor) what topics they feel is going to work for their members.

Important points for presenting on a successful seminar:

  1. Always have a sign-up sheet prepared so your attendees can fill in their contact information.
  2. The first name on that sign-in sheet should be your (or one of your helpers) with your phone number and email address listed following your name. This gives your attendees a guide to follow when they are writing their own information on the sign-in sheet.
  3. Follow a planned outline to stay organized.
  4. Make your presentation INTERACTIVE! Have people stand and participate in a few stretches that pertain to your presentation.
  5. Most important: * Remember that this presentation should be all about your AUDIENCE. This is not about how good YOU are or the services YOU provide – it’s about what is in it for THEM. So, as you have heard from me before: Put your PRIDE in your back pocket!

Good luck in your seminar presentation and feel free to let us know how it went!

Our next blog article will be to take a look at possible activities to use during your golf “off-season”.

Bonus: Win a FREE half hour personal consultation to learn other follow-up techniques and ideas for your golf fitness business! Any subscriber of these tips qualifies. All you need to do is contribute to these tips by asking Fran a question about how to help your golf fitness business grow, or by contributing success stories of your golf fitness business growth. Every contributor’s name for each month will be entered into a monthly drawing. Every month, three (3) contributors will be picked out of a hat to win the FREE consultation. So let’s all join in and help this industry grow by helping each other… and good luck in the drawing!

fran

At the bottom of this page you may ask Fran a question about this tip.
Read Our Golf Fitness Blog

Fran Rosario
Chief Operating Officer
Director of Business Development

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The Number One Reason Business Fail

FOLLOW UP!

In our 19 years of being in this business, we found this to be the #1 reason golf fitness businesses fail. Although most people struggle with ways to get new golf fitness clients in the door, the follow up procedure (or lack thereof) has been the biggest road block to success. Learn how to follow up with your prospects, plan on making this one of your most important steps, and your golf fitness business will grow. People don’t intend to draw a circle without having the line come to a complete close… So therefore, “Close the Circle”.

  • Create a come-up system: If using your computer utilize a database program that can automatically prompt you to give your prospect a call on a specific day and time. An example of a good database manager program would be Microsoft Outlook.
  • Every time you talk to your prospect ask permission to call them again with a follow-up call: Once they give you permission, your phone call will no longer be a surprise.

Bonus: Win a FREE half hour personal consultation to learn other follow-up techniques and ideas for your golf fitness business! Any subscriber of these tips qualify.

All you need to do is contribute to these tips by asking Fran a question about how to help your golf fitness business grow, or by contributing success stories of your golf fitness business growth. Every contributor’s name for each month will be entered into a monthly drawing. Every month, three (3) contributors will be picked out of a hat to win the FREE consultation. So let’s all join in and help this industry grow by helping each other… and good luck in the drawing!

fran

At the bottom of this page you may ask Fran a question about this tip.
Read Our Golf Fitness Blog

Fran Rosario
Chief Operating Officer
Director of Business Development

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Number Two Reason a Golf Fitness Business Fails

Lack of an EXECUTED Follow-up Procedure

In our 19 years in this business, we found this to be the #1 reason golf fitness businesses fail. Although most people struggle with ways to get new golf fitness clients in the door, the follow up procedure (or lack of) has been the biggest road block to success. Learn how to follow up with your prospects, plan on making this one of your most important steps, and your golf fitness business will grow. People don’t intend to draw a circle without having the line come to a complete close… So therefore, “Close the Circle”. When relating this circle to your golf fitness business, that would mean to have a plan to complete your process with your golf fitness prospect. Here are some ideas on how to do this:

Now let’s review some actual situations and how to handle them as the golf fitness professional. By the way, I’m sure none of these scenarios ever happen to you, but if they do…:

Scenario #1: My lead only left an email so I have no way of contacting them except through email.

Follow-up #1: Send your first email thanking them for their initial interest and asking for the best day and time to call them so you can give them a “customized” answer to all their questions based solely on their specific situation.

Prospect: No response

Follow-up #2: 2 days later, send a second email – this time, go into your “sent” box and just take the previous email you sent your prospect and forward it to that same prospect with a note: “Hello again, I’m just following up with you to make sure you received my last email to you, because I haven’t heard back from you. Could you please let me know that you received this?”

Prospect: Still doesn’t respond.

Follow-up #3: Wait 3-4 more days and send another email: “Hello, Back on (date) you send me an email requesting more information on _______. Just want you to know I haven’t forgotten about you and I’m looking forward to helping you get all your answers to improving your golf. Could you please let me know if you still have interest in talking further? Either answer is OK; I just want to let you know that I am available for you.”

Note: Now this is a follow-up procedure that usually gets you an answer one way or the other. At our company, our golden rule is that we follow-up with people until we get an answer to move forward to the next step, or until they say NO, or 6 times (whichever comes first) before we stop the follow-up process. Make sure to increase the amount of days between every follow-up call or email. In other words, Follow-up #1 in 2 days, follow-up #2 in 4 days, follow-up #3 in 7 days, etc.

Scenario #2: You stretch out a golf prospect at an event and they agree to come see your place.

Follow-up #1: First, you would want PROMISE to send your prospect a printed version of one or two of the actual stretches you had them do when you worked with them at the event (if you have trouble making commitments – all you guys out there – just hold on. There’s an IMPORTANT reason to make this promise!) At that moment, ask for their email so you have a place to send the stretches to.

Follow-up #2: At the end of your stretch you now ask for permission to follow-up with a phone call to see how their golf went for the day and to schedule a time for him/her to come in to see your location. Then you ask for a phone number where you can reach them “during the day” so you can make sure to reach them. Once they give you this permission, you are no longer a bother to them… but you MUST ASK PERMISSION.

Follow-up #3: This is VERY important – Email the stretches you PROMISED to send to your prospect. Completion of you promise is what separates you from all the other trainers out there and this is the best way to create your “Image-of-Difference”

Follow-up #4: NOW, you can make the phone call.

Prospect: Does not pick up – goes to voice mail.

Follow-up #5: Leave a message apologizing for not being able to reach them at that particular moment and that you will try to call again in a day or 2. Also let them know you are calling to make sure they received their stretches that YOU PROMISED them. (Are you getting what I’m saying here???)

Follow-up #6: 2 days later you call again and this time the prospect picks up. You start by asking if they’ve received the email with the stretches you promised them (use the actual word PROMISED). Now you can begin to ask how their schedule looks to make a visit to your location.

Bottom line: If you become an EXPERT in following up with your prospects, you will be ahead of 90% of everyone else in your field! Try these techniques and let me know how things are going with you in your business.

Until next time…

Bonus: Win a FREE half hour personal consultation to learn other follow-up techniques and ideas for your golf fitness business! Any subscriber of these tips qualifies. All you need to do is contribute to these tips by asking Fran a question about how to help your golf fitness business grow, or by contributing success stories of your golf fitness business growth. Every contributor’s name for each month will be entered into a monthly drawing. Every month, three (3) contributors will be picked out of a hat to win the FREE consultation. So let’s all join in and help this industry grow by helping each other… and good luck in the drawing!

Remember: JUST DO IT!

Until Next Time,

Fran Rosario

Fran Rosario

 

Call Your Prospects To Action – PLEASE!

How do you approach your market? What do you say to them? More importantly, what is it you would like to accomplish with your communications to your prospects? How about you invite them to something! Maybe to a visit to your location… maybe a quick assessment … maybe to a free session, or maybe even to dinner (or whatever)!

As I speak with folks in this golf fitness industry from all over the world, I find that most of the questions asked are the ones pertaining to promoting a person’s business or “expertise”. The first question I have for them is “How do you talk to your market”? “How do you promote to them and what do you ask of them”?

Answers received:

  1. Web site
  2. Magazine ads
  3. Emails
  4. Talking with people

Before you ever send out a promotion or have a conversation with anyone that falls into the category of “your prospect”, you will need to establish the goal as to how you would want your promotion or conversation to go. Determine what it is you would like to accomplish, and then create your promotion or conversation so it can accomplish that goal.

Do you want your prospects to see your logo? Do you want them to notice your name? Would you like them to see your website?

Many Golf fitness business owners will state that they just want to get their name out…  I really do understand the intention: You want your prospect to see your name and then NEVER forget it, right? That process can be extremely costly. By this I mean that you will have to do many promotions which in turn will cost a lot of money and give you very few results, if any. As for the time involved… hours of work structuring a promotional piece that MIGHT pull an interested prospect. The only way prospects will remember your name is if you’ve already spent the time and money to create the household name like Coca-Cola or Sears or McDonalds. But don’t fret! There is another way you can succeed in the promotion arena: You will need to change your train of thought from needing them to know you, TO having them actually WANT your service. Once you provide any type of outcome for them THEY WILL KNOW YOU!… And spread the word.

The only way to do this is to CALL your prospect to some type of ACTION:

Have your promotion talk about something they can start to get to know you with such as a FREE assessment, or consultation. Make sure this offering is something your market would actually like to have…. Then the final step is to TELL your prospect to CALL, or to GO to your website – and you might even want them to call you NOW!

The point is to INVITE them to DO something! Your chances of a person calling you increase dramatically if you invite them into an action. If you invite them to your website, you’ll need to have a “Call to Action” on your homepage as well. Try something like: “Click Here” for your FREE article on “How Hip Restrictions Affect the Golf Swing”.

Bonus:  Win a FREE half hour personal consultation for your golf fitness business!

Any subscriber of these tips qualify. All you need to do is contribute to these tips by asking Fran a question about how to help your golf fitness business grow, or by contributing success stories of your golf fitness business growth. Every contributor’s name for each month will be entered into a monthly drawing. Every month, three (3) contributors will be picked out of a hat to win the FREE consultation. So let’s all join in and help this industry grow by helping each other… and good luck in the drawing!

Talk to you soon.

Remember: JUST DO IT!

Until Next Time,

Fran Rosario

Fran Rosario

 

Outcomes verses New Clients

Which Came First: The Chicken or the Egg?

This question is always fun… Some may say “it’s all about outcomes”, some say “it’s all about getting new clients in the door”! Which came first, the chicken or the egg???

Usually, I’ll find that the people actually providing the golf fitness services will swear that it’s ALWAYS the chicken – or about the outcomes you’ve gotten with your current clients. You know… the satisfied client gets you more referrals and becomes your spokesperson and on and on and on and blah,blah,blah (guess you can already tell that I’m on the side of the egg). The marketing person feels that they can always do better by INCREASING the number of spokespeople by putting time into “Getting New Clients”.  So which comes first??? You will have to decide on that for yourself!

 When I converse with my trainer friends they tend to (almost always) put all their time towards learning how to provide better golf fitness training programs and services for the clients they FINALLY get. There is nothing wrong with continuing education in your fitness training field, and there are an unlimited amount of resources for you to accumulate this wealth of knowledge. Since my world is that of the professional marketer, for the purpose of today’s tip, we’re going to speak about the egg coming first, or how to get the client in so you can perform your expert golf fitness services to help them achieve “outcomes”.

Whenever I’m teaching the class “How to Get New Clients” most of the participants tell me they would love to just “help people reach their health and fitness goals” (in other words, “I would love to save the world”). The response I give them is that although this is a noble cause, would it be so wrong that you also learn how to bring new clients in the door AND price your services so YOU can actually make a good living while accomplishing your initial fitness goal of helping people? If you can pay your overhead AND make a comfortable income in the process, wouldn’t you be in position to help even MORE people achieve outcomes and become healthier.

Now let’s get to the point: There are plenty of courses to improve your golf fitness training skills… so now it’s time to find resources that actually help you get a prospect to want to become your client! While going to school for your training, how many of those fitness, health, physical therapy, chiropractic or massage therapy majors included a course in marketing, or in sales? I’m sure you will find the answer to be that it is probably a very small percentage. Therefore, find the right people and courses that can help you learn to “close” the prospect that is right in front of you, into a great client who will want your services for a long time. The better you are at the close, the faster you will become successful in your golf fitness business.

 

What you can learn from great marketing and sales people is absolutely invaluable to your golf fitness business. For example: If you are stretching golfers at a local charity event., What EXACT words would you actually use to get the prospect to ASK YOU questions about your services rather than feeling like they are being grilled by your sales “pitch”.  Or, what questions are YOU asking to control the conversation rather than allowing the prospect to control the conversation; successfully prying ALL your valuable knowledge for FREE… therefore they’ll never need your services!

Final Tip:  Get yourself some training on how to have the prospect WANT to use your services!

 

Bonus:  Win a FREE half hour personal consultation for your golf fitness business!

All you need to do is contribute to these tips by asking Fran a question about how to help your golf fitness business grow, or by contributing success stories of your golf fitness business growth. Every contributor’s name for each month will be entered into a monthly drawing. Every month, three (3) contributors will be picked out of a hat to win the FREE consultation. So let’s all join in and help this industry grow by helping each other… and good luck in the drawing!

Talk to you soon

Remember: JUST DO IT!

Until Next Time,

Fran Rosario

Fran Rosario

 

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