Need help with client retention?
One of the main hardships every Pre/Postnatal Specialist faces (after the initial constant marketing/advertising battle to find pre/postnatal women in the first place!), is the issue of client retention.
Every pregnancy is different, and every postnatal recovery is too, so I can’t stress enough that it’s important that you don’t push your clients into returning back to, when they don’t feel ready, ok?
Softly, softly, is a much better approach, ok?
But, if a mum-to-be has had a healthy pregnancy, followed by a straightforward birth/labour and a non-clingy baby, then you’re kind of on to a winner.
Being a new mum is a very demanding job, not just physically, but emotionally too.
Caring for a newborn baby changes some women’s perspective on life and so we, as Pre/Postnatal Experts, can’t expect 100% of our pregnant clients to hold exercise or whatever it is that you offer, at the forefront of their minds.
Wow – what a great time @PilateswithPriya and I had on Tuesday 13 October 2015!
Not only did we have an amazing selection of Pre/Postnatal Specialists jump online, but…
…we also had none other than @Jacqueline_Gold (CEO of Ann Summers) join in the conversation, tweet and retweet us!
How cool’s that?!
You can see the details in the pic here:
The topic for this month’s #ppnchat was Twitter Tips For Pre/Postnatal Specialists.
I think you’d have to agree that when a well-known inspiring business woman pops in to give support – it kind of endorses the notion that Twitter is pretty cool!
Twitter has a completely different feel to Facebook.
If you missed the #ppnchat and really want to learn how to get to grips with Twitter…
As some of you know, I’ve been around the pregnancy and new mum circuit for a while.
I’m pleased to say my very first community-based Mummies and Buggies class is still on the timetable all these years later of a Wednesday morning.
So, it’s true to say I know I must be doing something right on the marketing front.
And, as you know, I am more than happy to share my advertising tips with you to help you succeed too.
My Inbox has been busy recently with emails from business contacts requesting lunch dates, guest blog posts and joint venture projects.
I must say – it’s a good position to be in, and certainly achievable for every Pre/Postnatal Specialist out there.
It just takes a little bit of tenacity on your part.
So far this month I’ve had:
- a Women’s Health Physio get in touch to talk about all things pelvic floor,
- a fellow Pre/Postnatal Specialist who lives in a neighbouring county has suggested a lunch date,
- my Osteopath who I send babies with colic to wants to write a blog post for my site,
- my Ante/Postnatal-trained Chiropractor are in talks about joint venture work, and
- a client has referred a newly-trained Pre/Postnatal Specialist to me asking for cross-promotion, and
- an ex-client has been in touch asking if it’s ok to pick my brains about the advantages/disadvantages of buying into a baby-related franchise.
If you’d like to to know how I’ve achieved this, here are my top tips for positioning yourself in business:
- Make a list – with names of all of the people you want to network with (and don’t forget to follow them on Twitter and ‘Like’ their Facebook Page too)
- Introduce yourself via email – explaining what it is you do and what benefit you’ll give to them should they be interested in forging a relationship with you
- How’s your shop window? – make sure your website looks the bomb, you include your Social Media links in your email and mention what days/times you’re available (this saves time playing email tennis back and forth getting a date in the diary)
- Be patient – Don’t worry if a professional you really want to forge a relationship with doesn’t reply straight away – set yourself a reminder to follow them up a week or so later (sometimes people just need a little nudge, alrighty?)
- Do the work for them – If you’re interested in writing an article for their newsletter or a guest blog post suggest 5-10 sample article headings so they get a feel for what it is you do, and they can pick a good match from your list (again, this is for time-saving purposes and it’s a good way of soft selling)
- Reciprocate – Offer to promote their services on your blog/newsletter/Social Media channels too, if appropriate
- Date sorted? – Excellent! When you do get to meet each other face-to-face, go in with a plan and your game face on (every relationship is two-way, remember)
- Don’t forget! – Take a small supply of business cards, your notebook, pen and diary
Oh, and do you want to know what one of the most missed opportunities in business is?
It’s following up.
So, after your meeting, wait a few days and whizz them a quick ‘nice to meet you/I look forward to working with you in the future’ email.
It’ll do wonders for boosting that relationship.
What are you waiting for?
Off you go, make that list and make it happen!
Ever wanted MORE pre/postnatal clients on your mailing list?
Well, today I’m sharing another:
3 List-Building Tips
A sure-fire way of getting more subscribers to your list is to run a Facebook Ad.
Send people do what’s called a ‘Squeeze Page’ to get more sign ups, examples are LeadPages and InstaPage.
Grab the link from the squeeze page and use it to direct people to sign up to your list.
Put simply, a squeeze page is a page separate from your website which focuses people on one thing eg signing up for your list, or buying a product, or downloading a file etc.
There’s no distractions – just a sign up box or pay now button.
Once you have your squeeze page (or private page on your website) set up, your freemium organised and you’re ready to start taking names, share the link on Social Media.
A great way of getting people on your list for that week is to share the subject of your newsletter eg “Want to Know How to Fix Abdominal Separation?” – sign up here.
Or, “Find Out Why Exercise Is Vital During Pregnancy” in Thursday’s newsletter – sign up here.
OFFER A FREEMIUM
A ‘freemium’ is like a little gift, you give away for FREE to people, in exchange for a prospective client adding their name to your list.
It could be a short video of you talking, a soundcloud.com podcast/audio file, a worksheet of exercises with pictures, an excerpt from your e-book.
Whatever it is, keep it short, simple and relevant to the client group you’re wanting to attract.
People love a bargain, don’t they? It’s unfair to ask people to part with their contact details, without YOU first giving them some value, eh?
And, there you have it!
When it comes to the world of winning business, I have a few tricks up my sleeve which I’m more than happy to share with today.
Having attracted well over 1,000 pre/postnatal women into my fitness and Pilates classes, you could say I know a thing or two about what my target market want, what they’re willing to pay for and why they keep coming back for more.
As exercise instructors, we’re incredibly good at the ‘performance’ part of our job in front of our audience, but when it boils down to getting clients to sign on the dotted line it’s really, really tough, isn’t it?
The world’s full of ‘tire-kickers’ – people who surf the internet looking for the best deals, but I guess at the end of the day, are these the types of clients you want to attract into your classes? Have a good long think about that for a moment, please.
There will be times as a pre/postnatal specialist, where it’s necessary for you to say:
“Hands up! I honestly don’t know.”
And, actually that’s completely fine.
There’s a growing trend across ‘Specialists’ in this industry to: educate yourself, get hands on, go on every training course going….in the hope that you’ll be able to solve ALL of your pre/postnatal clients’ problems.
Unfortunately, this really isn’t true.
Due to changes in recent legislation (Children and Disabled Persons Act), if you’re planning on running a postnatal class where mums bring their babies along with them, there are a few points for consideration before you begin.
Put simply, YOU as the Instructor in this environment, are responsible for each babies’ safety.
Not the mum.
It’s important therefore, that you don’t put a baby in a comprising or unsafe position, whilst their mother exercises.
I have a simple business tip to share with you today.
Ideas are like slippery fish….
….Don’t let them get away!
Perhaps you’re just starting out as a Pre/Postnatal Specialist.
Or, maybe you’ve been in the industry for a while.
There’s always someone out there that has:
- a better website,
- awesome marketing material,
- flyers that sell,
- newsletters that look amazing and,
- a Social Media presence you only dream of.
If this is the case for you, then…
When it comes to your To Do List, and in particular, your inbox, I’m here to share a few tricks with you that will help you get stuff done.
….And, ultimately STOP procrastinating!
There are certainly some tasks on your To Do List that need actioning straight away.
Others can wait for another day, a week or even a month.
It’s all about making the most of the precious time you have to become MORE productive, attract MORE clients, and hopefully make MORE profit.
Sounds good, doesn’t it?
Before I do anything, I set up 4 lists:
- Mainstream clients
Within these lists, I write EVERY task that needs doing, regardless of how immaterial it is.
It’s amazing how quickly your mind starts remembering additional tasks here.
Just let them come and write them down into whichever list they pertain to.
Next, grab a highlighter.
In fact, grab a couple of highlighters in different colours.
And, sticking to a colour-coding system eg orange = high priority / pink = low priority or whatever, highlight each task accordingly.
Here are a few questions I ask myself as I’m highlighting each task, to enable me to allocate the right colour to the right task:
- Will it make me money?
- Will this task build rapport/provide the client with outstanding customer service?
- Does this task need to be done now?
- Can it wait?
- Can it be done tomorrow / next week / next month?
- Can it be out-sourced?
- Do I need to block out time to do this? If so, block out time in your diary now.
- Does someone else need to be contacted in part of the process?
- Is it something only I can do?
As you work through your To Do List, consider systemising things as you go.
Here’s an example of systemising:
If you’re sending the SAME email out to different people at different times, copy and paste the text into a word document, save it, and refer back to it the next time the SAME query comes up.
I have several separate documents eg pregnancy, postnatal, mainstream classes with dozens of email response templates in them.
Not only does it save time – it means I give the client everything they need in one email.
Which means they DON’T contact me back and forth with random questions about cost, venue directions and what to wear etc.
Another additional tip when paying bills:
- Diarise when ALL of your invoices are due and set up BACS payments. This is SO much easier and time-saving
And, there you have it!
Tonnes of time saving tips for you to help you get MORE done, and make MORE money.
I’m full of useless bits of info, by the way.
As always, if you enjoyed this article, pop a comment below.
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Today I’m sharing a tried and tested tip which is great for client retention.
It’s especially beneficial at this time of year.
Summer’s over. Kids have gone back. No holidays to look forward to.
If you find certain clients have dropped off the radar and you kind of miss them – get personal.
Instead of just hoping clients will book back on your classes with you via your automated mailing list – get personal.