Whether you are a personal trainer, a physical therapist, or a massage therapist, it is not enough to find new clients; you need to cultivate that relationship to turn it into a long-term client relationship. This relationship gives you the opportunity to create a dedicated, loyal customer who sees value in your services.
Loyal clients are your greatest promoters and are proven to have the highest willingness to recommend you. But how do you do this? Here are 3 simple steps to take to cultivate client opportunities in your MAT® practice.
Never Underestimate the Power of Word of Mouth Referrals
One to one service businesses like personal trainers, PT’s, or massage therapists, have word of mouth referrals as being most often cited as the number one criteria for success. Loyal clients sharing their success stories with their friends are the best (and least expensive) ways to promote your business. Below we will talk about how to earn these recommendations from your happy customers but just know it lay simply in your ability to provide them a service that they see value in, coupled with them forming a positive connection with you. If either of these are missing your opportunities will fade.
Create a Discount for Your Clients
Consider offering discounts to these clients who refer a friend to you or better yet, give both the new customer and the referring customer a nominal but worthy discount. If a client brings in a friend to a workout session or refers another client, you’ll be able to show both of them your skills as a MAT® practitioner.
Reach Your Clients with the Power of Social Media
It goes without saying, once your business is up and running, be sure to set up and begin actively working social media. Where you choose to promote your business depends on one thing: your audience. If your clients are on Facebook and Instagram, you might have more success focusing on these channels. According to Hubspot, focusing on a few key social channels and consistent engagement key to promoting your business.
Attend Health and Wellness Events in Your Community
It’s not just enough to have a social media presence; you need to have local draw. Attend local events near your business or related to your industry or your target audience that allows you to make face-to-face contact with prospective clients.
Social media, word of mouth, and local events will help you establish yourself so that your services can be recognized, resulting in your client base growing by cultivating dedicated clients.
Form Relationships with Clients
Remember that piece about word of mouth? Well, first you need to make sure your clients care enough about you to talk about you and recommend you to a friend. The best way to do this is to show that you care about them!
Simply sending them reminder e-mails or calls about sessions with you is a great start. Even more, it is important to add an even more personal touch – when you are treating them or training them, ask about their life or simply the things that are important or meaningful to them. Learning about them and building a true relationship will ensure they become loyal clients. Not to mention, it will make that session much more enjoyable for both of you!
Give Your Client Your Undivided Attention
You can’t have these great conversations with you’re client if you’re not mentally and physically there. Put down your phone, clear your mind and focus on one thing: your client. In order to build a quality relationship, your client needs to feel like they are important and worth your time (and their money). So give them your focus and ensure that they are satisfied with your services during the entire session. Creating a comfortable and pleasant environment will help build their trust and cultivate that strong relationship they’re looking for.
In order to truly gain loyal customers, it isn’t enough to stop after forming a relationship. You have to continue to cultivate that relationship and maintain contact. Take note of conversations with your client and follow up on what you talk about. If last session your client told you about her son, be sure to ask about how he is doing during your next session. Can you relate to your client? Eventually these conversations will become second nature and your clients will love you.
Ask Your Clients Questions
Have you ever had a client stop showing up? Find out why! If they are injured and worried that they can’t keep up with your workouts, you need to know about this. Maybe they’ve lost motivation to stay in shape? Are they concerned about the cost of your service? Get to the bottom of it because without this information you aren’t able to understand the situation. Don’t let the fear of the “unknown answer” keep you from trying to reconnect with them.
Create Value in Your Appointments
Consider teaching your client something new every session that they can take home and do themselves. The teacher-student relationship will help to build trust and a sense of reciprocity. If you are a personal trainer, for example, considering giving your client with acute mobility challenges a set of isometrics they can do before their daily walk. Then, during their next session, maybe you can suggest a new set of exercises to build upon the isometrics. Be sure to tailor your tips to each client so that they see how you personally adapt things for them. Every time they practice what you teach, they’ll be reminded of how great it is to have you as a practitioner!
Establishing yourself, forming relationships with your clients, and maintaining contact with them will ensure that you establish long-term, dedicated clients that will help keep your business going.
Want to Learn More?
Interested in learning more about Muscle Activation Techniques® (MAT®)? This 36 college credit program to becoming an MAT® Specialist can be completed in as few as 4 quarters*. This program is offered online with a lab component offered at the MAT® World Headquarters in Denver, Colorado, at the end of each quarter. This program is 4 continuous quarters over the course of 12 months: Lower Body, Upper Body, Trunk and Spine, and Cervical, Hand/Foot. Financial aid is available for those who qualify.
Contact us today to learn more about becoming Muscle Activation Techniques® certified.