I had an email come in last week from a trainer who has had the same group size of 6-10 clients for the past 3 years and was wondering how to grow.
As trainers, we all come to a point where our business plateau’s and things seem to be staying the same.
I don’t know this particular trainer’s exact situation but from years of talking to trainers I can predict that one of two things is probably happening.
We can work out which with this two part question:
Is it the same 6-10 people coming? Or is there a turn over but the total number remains in the 6-10 range?
Asking this question helps reveal some real problems that we can apply simple solutions to.
The same 6-10 people
In this case you’ve got a lead generation problem.
People either aren’t able to find your bootcamp because you’re not advertising where they are looking or what you are showing isn’t resonating with them strongly enough for them to want to join.
You need to get really clear about who your ideal client is and where you can find them. Then you need to present your bootcamp via your website, social media, photos, videos and even how YOU show up in a way that resonates with them.
Total 6-10 clients, but different people
To fix this focus on following up missing clients, random acts of kindness towards your campers (text message or letter commending them) and trying to build a community with more events/team workouts.
You should have some kind of onboarding system which tracks the first month of every person who signs up to your bootcamp. Don’t just wing it and hope a new client is going to stick around.
The underlying solution to both
Behind both of these cases though is one truth that I invite you to accept.
What you did to get 6-10 clients is not what you need to do to get the next 10 clients.
If you’re already maxing out everything you are doing, its’ time to try something different.
I will warn you though, that thing you need to do differently is outside your comfort zone. It probably feels a little or a lot scary to even think about doing it, but it’s in that area that the magic happens.
The other thing I want to give you a heads up on too is that fixing this won’t just involve stepping out of your comfort zone once. You’ll need to do it once, then twice, then again and again. Because sometimes it will work, but sometimes it won’t.
That said, you’ve got this, you step out of your comfort zone every time you do a hard workout. Just apply that to your business too.
As Seth Godin says, ‘Instead of saying this might not work, look at it as, this might just work.’