Before signing up for your programme, your clients have already been through a process of first KNOWING, then LIKING, and ultimately TRUSTING you enough to spend their hard earned cash on your services.
But to get long term loyalty, to get them really committed and raving about you to all of their friends, you need to get them past knowing, liking and trusting.
You need them to fall in love with you.
"What Is Love... Baby Don't Hurt Me... Don..."
People are simple creatures. The things that fueled your infatuation with that first love at high school are exactly the same things that will make your clients adore you.
That person listened to you, they took a genuine interest in even the mundane aspects of your life, they supported and encouraged you, brought out the best in you and totally ‘got you’. They surprised you all the time with little notes and gifts to show they cared. You need to do all of these things for your clients to make them feel connected, valued and loved. This is what will make them commit to you long term and tell all their friends about your amazing programmes.
So talk to them regularly, get to know them. When they don’t make it to training, contact them personally to check if everything’s okay. When they do show up to training, ask them if they’re okay. Show a genuine interest in their lives. Surprise them. This isn’t about sales, it’s about service.
Here are a just a few things you can do that will make your clients fall in love with you faster than if you used the Amortentia love potion from Harry Potter:
If you show your clients kindness and gratitude, you will enchant them and they’ll want to marry you. Okay, maybe not marry you, but they’ll certainly want to stick with you for the happy ever after and tell all their friends about you. But remember that, like the magic Harry Potter love potion, the effects of your devotion will wear off if you don’t keep administering it.
It’s time to feel the love!
If you’re a PT and/or gym owner and you want more advice and practical tips like this one, take a look at Neo’s blog posts on http://www.progymequipment.co.uk/ where you can also sign up for regular email tips just like this one.
Think back to your first love. That ridiculous, head over heels, pulsating cartoon love heart eyes, teenage kind of love. Those first few months of a relationship when you just can’t get enough of each other. It’s the ultimate personal engagement with another person. They stare intently into your eyes trying to figure you out, wanting to know more, thrilled just to be close to you. They leave you little love notes in your pencil case that make your heart do tiny somersaults.
In those few months, no-one can tear you apart, no matter how many friends tell you this person is bad for you, you see only their good qualities. You want to spend every waking moment snogging each other’s faces off.
If “engagement” was set on a scale, this would be way up at the top of it.
I’m not saying you need to start sending your clients romantic mix-tapes or staring intensely into their eyes whilst twiddling your hair between your fingers like a school girl, but just keep that ‘first love feeling’ in mind. Remember how true engagement really feels and then you can use it to make your clients fall childishly in love with you.
Do You 'Get' Your Clients?