2020 Business Training www.yourpersonaltraininguk.co.uk
Agenda 1. Company Introduction 2. Setting up your business 3. Your business goals and targets 4. How to book complimentary consultations 5. Delivering a complimentary consultation effectively
Company Introduction and Induction • PT management company established 2008 • Partnerships with leisure operators nationwide • 400 gyms, 54 partner contracts, over 800 PT’s • We exist to support PT’s in building their businesses
Management Team • Joe Oliver, PT Director • Aaron McCulloch Regional Manager Midlands / SE • Alex Hatzidakis Regional Manager London • James Lorey Regional Manager South West / Wales / NI • James Pittam Regional Manager North West / North East • Amy Kaye Office Manager
Y our Licence Agreement • 6 month minimum term • 3 month rolling period for either party • £5,000,000 PLI provided as standard for YPT facilities • PT operations of up to 5 customers per session • YOUR PT exclusivity at each facility • YOUR PT Marketing pack
Code of Conduct Fundamentals • Conduct your business in a professional manner • Adhere to uniform, marketing and social media guidelines • Ensure all customer complaints and refunds are promptly dealt with • Ensure all customer sign a PARQ and Trainer/Client Agreement • Ensure you abide by Data Protection Laws with all customer information
Setting up Y our Business In the next couple of days your Free Marketing Pack will be delivered to your gym. You should receive a text message from our courier company when this has been despatched and then another text message on the day of delivery with an estimated delivery time. PLEASE COLLECT THIS FROM YOUR GYM AS SOON AS POSSIBLE AFTER IT HAS BEEN DELIVERED. Your free marketing pack contains: • 250 business / appointment cards • YOUR PT name badge • YOUR PT polo shirt in your size • £50 voucher to spend on the online store When you have collected your free marketing pack please send us your personal profile information, as soon as possible, making sure you include your profile headshot wearing your YOUR PT Polo Shirt included in your free marketing pack, to support@yourpersonaltraininguk.co.uk
Marketing Pack Business Cards Online Profile Branded uniform & name badge £50 marketing voucher Notice board or tv profile
Profile Information Required Profile headshot in YOUR Personal Training Uniform on a plain background. (NON UNIFORM PHOTOS WILL NOT BE ACCEPTED) • Biography • Qualifications • Specialisms • Testimonials • Links to your business social media pages • Link to your business website if applicable
In-Centre Profile Your information will then be used to create the following: YOUR Personal Web Profile: This is your own personal profile located within the “Find a Personal Trainer” section of our website: www.yourpersonaltraininguk.co.uk/trainers Here potential new clients can view your profile and submit an enquiry for you to then contact them to discuss their requirements. Any enquiries you receive will be forwarded to you by the YOUR PT team. You will receive an email to let you know when your profile is live. YOUR Personal Profile Board or TV Profile This is an A1 display board that should be displayed at your gym. This will come complete with printed inserts displaying your profile information. This is a fantastic tool for you to use to generate new enquiries from potential new clients. Please feel free to change the inserts if you like but please ensure you use the display board templates that can be found under the resources section of the YOUR PT store. Again you will receive text notification from our carriage company when this has been despatched / delivered. Please arrange with your gym manager for this to be put up once it has been delivered.
Online Store & Resource Centre The online store and resource centre gives you loads of free, helpful resources and also allows you to purchase marketing material and clothing. To access this, again go to the YOUR PT website www.yourpersonaltraininguk.co.uk and this time click on the “YOUR PT Store Login” in the top right hand corner of the page. Your username is: Firstname Surname (you can also use your email address) Your Password is: to be confirmed in welcome email From here please enjoy navigating around the site, however to make things easier a user guide is located in your welcome email to help you download resources, purchase products and manage your account. Please remember to spend your £50 voucher on the store. Please note you have to spend at least £51 to allow the voucher to be used.
FREE Gym Membership As part of your YOUR PT package you receive free membership at your gym. Your membership number will be emailed to you once it has been processed.
Website and Social Media At YOUR Personal Training we have created a fantastic website that can really help you get bookings. In addition to your personal profile we also have a blog / latest news section and would love to receive any relevant articles we could use in this section. This is a fantastic way of raising your profile and getting a lot of free publicity. At YOUR PT we also have a dedicated Social Media department. When your YOUR PT profile is live on the website you will receive an email from YOUR PT Social inviting you to engage with us across all our social media platforms or offering help with your social media if you would like it. Please do get involved as social media is a fantastic way of raising your profile and generating new clients.
Y our First Day • Site induction with centre manager • Introductions to all staff departments • Marketing pack delivery to your gym • Familiarise yourself with all equipment and gym layout • Complete your website profile and headshot photo • Commence in booking complimentary consultations • Contact your Regional Manager to book a support session
Admin • Register as self employed https://www.gov.uk/log-in-file-self- assessment-tax-return/register-if-youre-self- employed • Consider hiring an accountant https://www.sheards.co.uk • Set up Business and Tax Savings accounts • Taking payment options - cash / cheque / BACS / paypal / GPRS PDQ
Y our Business Goals & Targets - Month 1 Plan • Set daily engagement targets • Set daily conversion targets • Month end figures • Activity plan • Client retention plan • Marketing Plan • Daily Method of Operation • A good start is crucial!
Daily Engagement Targets • 10 member conversations / day • Some won’t be interested • Some will need re-engagement • Some will book a consultation • 3 consultations a day = 60 pcm • REPEAT Months 1-3 • Note your engagement in your diary
Daily Conversion Targets • Number of conversations per day • Conversion to consultation booking • How many attend consultation • How many buy PT at consultation • What is your average package sale
Month End Figures • Conversations achieved • Consultations booked • Consultations delivered • Clients converted • Sessions sold in that month • Sessions delivered in that month • Total weekly/monthly turnover
Y our Earning Potential P T R AT E P T S E S S I O N S P E R M O N T H B A S E D O N A 5 DAY W E E K P E R 60 (3 per day) 80 (4 per day) 100 (5 per day) 120 (6 per day) 140 (7 per day) S E S S I O N £25 £1500 £2000 £2500 £3000 £3500 £30 £1800 £2400 £3000 £3600 £4200 £35 £2100 £2800 £3500 £4200 £4900 £40 £2400 £3200 £4000 £4800 £5600 £45 £2700 £3600 £4500 £5400 £6300 £50 £3000 £4000 £5000 £6000 £7000
Client Retention Planning • Confirming appointments • Relevant educational articles • New exercise to try each month • Client of the week/month shout out • Private social media groups • Quarterly social events • What’s App group communication • Create a community
Marketing Plan • 12 month plan • Run in-club small group challenges • Change your in-club/online information quarterly • Set up social platforms - 1 post/day • Consider a business website • Utilise YOUR PT marketing collaterals portray professional image
Daily Method of Operation • Meet and greet sales/reception/fitness staff • Club Fitness manager - your best friend! • Intro to new members tour/induction • Hit your engagement target • Run a PT demonstration - invite members • Have a workout • Confirm tomorrow’s consultations • Positive mindset - rejection is normal… • Output counts - not time!
PT Productivity Annual Profile 125 100 75 50 25 0 Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec
How to Book Complimentary Consultations • What is a complimentary consultation • How do you book complimentary consultations
What is a Complimentary Consultation • A “get to know you” meeting • Understand goals/needs • Understand time frames • Build rapport • Have a taster session • Add value to the gym membership • Positive experience/tell your friends
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