Find Some Hidden Money In Your Business
- part 2 of 4

by Brad Sheppard (B.Ed (Phys.Ed))

Hidden Money Tip No 2: Body Assessment and Nutritional Guidance

After consulting to thousands of Personal Trainers over the years, I consistently see time and time again that there is bunch of money being left on the table. Opportunities that can simply bypass you. I have experienced this myself in our own Personal Training business, and it wasn't until I took massive action that changes started to take place.

What do you do for free?

I experienced frustration and even regret by constantly giving very valuable stuff away for free, and not being compensated for my time, energy and money.

However, you might be thinking that the above statement is totally contrary to some of the advice that we have been giving you, when we encourage you to freely pass on your knowledge to others effectively positioning you as the expert in your field.

Confused? Don't worry, just look for ways that you can do both and have the best of both worlds!

Body Composition analysis is of great interest to many clients. Quite simply, people love to see results and more importantly, love anything to do with themselves! We have used this method successfully for years as part of our standard process. However, not all clients will fit in to your standard Personal Training Service. We certainly listened to the requests of our clients and consequently created a "Body Assessment & Nutritional Guidance Appointment". We have a number of clients that use this service on a monthly basis, and the session does not involve any physical exercise at all. We dedicate the first part of the session to the assessment process, then we will generally spend the second half of the session over coffee, setting the goals, analysing the results and providing nutritional guidance and feedback, all over a coffee!

Adding different types of services to your arsenal will greatly help your sales conversion rate as you will be able to provide more options for people that may not fit into your standard programs or session formats. However, keep in mind that you should not go through each and every product that you have on offer at your sales meetings, rather, you would have options for people that you can produce when needed.

Brad Sheppard B.Ed (Phys. Ed)
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