A thumping beat blares from the corners of the room as students in EP Massey’s fitness studio throw punches at invisible opponents. “Our focus for today is on the butt and legs,” he tells the class. “We’re going to work them hard!”

He’s not joking. The approximately 20 students in the class are sweating and grimacing in no time.

“Okay, we’re done with the warm-up,” Massey announces. Groans of disbelief are heard, but no one gives up. “Kick that door down!” he shouts as the class learns proper kicking techniques. “I want to hear you!” he bellows as they count repetitions. Massey is like a drill sergeant pushing his unit to their limits – a caring drill sergeant, that is.

Along with the encouragement to push harder, go further, and hang in there for just one more set, there is a nurturing motivation that follows. “We’re all winners today,” he tells them as they wind down after a grueling hour-long kickboxing session. “No one has given up.”

The ’70s hit song “Celebration” pulses in the background, reinforcing the supportive words he ensures every student hears before they leave.

“He really motivates his clients,” says employee and client Melinda Myers. “And he gets results; that’s why they like him.”

New client Lois Tucci concurs. She and her husband James came in search of better health, and what they found, she says, was support and motivation to improve their well-being. “Both of us are highly motivated to do better each day,” she says, even if it only means eating a little healthier or walking to the mailbox.

What’s Massey’s secret? “I have a knack for motivating people,” EP modestly admits. The 36-year-old has been working out since he was 12 years old, and it shows. His physique resembles something the famous sculptor Rodin might have created.

When he discusses his work, Massey exudes genuine concern for the people who seek his help. “Usually, the first goal I have is to get people to believe that they can achieve whatever goal they have,” Massey says. “Confidence is key. I don’t even want to hear people say they can’t do it!” So they keep coming back for more, and each time they return, they are in better shape than the last time. Like EP, a beaming Tucci declares, “You’re not a failure because you keep coming.”

Now, a little over a year since its opening, Massey’s New Body is looking to expand. Once permits are approved, he hopes to open a larger studio and hire more staff to accommodate his growing clientele. Massey says his future goal is to blend family, business, and love for the community. He intends to offer senior-oriented discounts and classes, as well as the “Energy to Burn” program for kids in local schools. “I don’t want to be selfish,” he says. “I want to give back to the people who have supported me. That’s what I’m all about; my goal is to help people.” With 43 regular clients and counting, his current studio is bursting at the seams, and his schedule is stretched thin. “It’s tough getting people in shape and running a business,” he says, but quickly adds, “I wouldn’t trade it for anything.”

Before opening his own business, he contracted with Gold’s Gym as a certified (ACE) personal trainer. Massey felt that something was missing in large gym environments, which motivated him to establish his own studio. “My facilities will always be small,” he says. “It’s based on progress and program, not gym equipment.”

His studio isn’t crammed with massive pieces of equipment. It features a few treadmills, free weights, punching bags, medicine balls, and a large rubber ball neatly tucked into the wall. Another key to his success is teaching his clients to prioritize “me” time. “You have to be somewhat selfish to get in shape,” he advises. “You need to take time to focus on yourself.”

Although goals may vary from person to person, Massey’s goal remains consistent: to help people reach their desired destinations. He aims to set an example not only with his body but also with his mindset. “I have my insecurities too,” he confides. “Otherwise, I wouldn’t be working out. I don’t encourage people to become ‘hard bodies’; I encourage them to find happiness within themselves.

With a warm smile, Massey concludes, “I try to make every person feel like they belong here, regardless of their starting point. We’re all here for the same reason.”

Establish a Referral Marketing Engine to Boost Profits

Ultimately, word-of-mouth marketing, or referrals, is rooted in your existing “Human Capital”—the people you are already engaged with, including customers and referral partners. If you haven’t been actively seeking referrals from your clients, they might not realize that your business relies on their recommendations and those of the people they refer to you. It’s crucial to condition your clients for the “ASK.” While it might feel uncomfortable initially, instituting a policy to request referrals is essential. The asking process can take various forms, including verbal requests, promotional flyers for referral campaigns, customer appreciation days, newsletters, email requests, or providing clients with multiple business cards to share with their network.

Crafting a smooth and comfortable ask script tailored to each person, ensuring it remains non-intimidating to prospects or clients, is vital. Regularly practice the ask script every two weeks as a team, emphasizing the importance of making training a priority.

Don’t delay any further! Begin saving time, energy, and money today.

Cease relying on constant discounts to attract customers. Instead, earn what you deserve and diminish the need to devalue your expertise and services through discounts or falling victim to “PROFIT” predators like Groupon. Build a recession-proof business founded on reputation and quality service. Establish a referral marketing engine and concentrate on expanding your business by leveraging your most valuable asset: Human Capital.

11 Candid Questions for Evaluating Client and Referral Relationships

1. How genuinely do your clients feel about you? Be brutally honest.
2. Are you perceived by your clients as their trusted advisor?
3. Do your clients genuinely trust you?
4. Do they truly appreciate your service?
5. Is your skill, service, or product perceived as cheap?
6. Do clients enjoy visiting your establishment?
7. Have you provided anything special that warrants a referral?
8. What have you done that is memorable to a client?
9. What risks do clients perceive in recommending you to someone they care about?
10. Have clients encountered any issues with you or your staff?
11. What is your reputation within and outside your business?

Ultimately, have you established trust and rapport to foster better client relationships? Have you consistently delivered customer service and care beyond expectations? Have you achieved desired results for your customers? It’s crucial to be honest with yourself, avoiding the temptation to rationalize or avoid the truth. Acknowledge any shortcomings, as client relations, service, and care are correctable.

If you feel you haven’t been delivering at the expected levels, it may impact your confidence in asking for referrals, as you may doubt that you deserve them. Clients can often sense when expectations aren’t met. However, this situation is not insurmountable. By rectifying any shortcomings and demonstrating effort, clients will notice and, in many cases, forgive. Making positive changes can lead to higher admiration and praise, as clients recognize a genuine commitment to improvement.

Strategies for Internal Business Growth

Investing in marketing strategies targeting the entire universe can be both expensive and time-intensive. The universe, being vast, lacks awareness of your identity. However, there’s a group that does: the people you’ve already met. Strengthen those existing relationships and redirect your marketing efforts towards individuals already familiar with your brand. This shift will result in an immediate increase in business streaming to your services.

How a Single Client Catapulted the Growth of My Business

The expansion of my fitness enterprise was remarkably propelled by referrals. Reflecting on its origins, it all traces back to one client, a physician. Before I knew it, his business partners, their spouses, and connections of connections became the primary pillars of my business.

This was particularly advantageous as they were high earners, contributing a consistent flow of revenue in six figures. The significance of having reliable monthly income cannot be overstated.

So, how did this cascade of revenue unfold? The answer is remarkably simple: exceptional customer service. Treating people with the utmost care and respect played a pivotal role. I staunchly believe that, in business, talent and skill alone are insufficient; how you treat and serve people is paramount. It’s not a complex equation. I also firmly believe that even with a mediocre business or service, if you prioritize treating people as if they are the most valuable entities on earth, they will become ardent fans and remain loyal. Customers may feel a sense of guilt at the mere thought of discontinuing your service or seeking a similar service or product elsewhere.

Humans exhibit loyalty to those who make them feel good inside, even if that person may not be the best for them. Hence, I emphasize that while customer service sells your product or service, customer care ensures the continual swiping of cards and the influx of checks.

The Swiftest and Easiest Business Growth Strategy

The most straightforward method to acquire new clients is through referrals! Studies reveal that a staggering 90% of all new customers result from current customers referring family, friends, colleagues, and more. One referral is deemed equivalent to 15 phone calls to a potential customer, particularly applicable to service providers. Astonishingly, only one out of nine businesses has a systematic approach for gathering referrals.

Referral customers emerge as the most profitable—they cost the least, transform into your most ardent supporters, and become crucial allies in propelling the growth of your business.

Click Here Today and Learn about the SWARM Referral Campaign

Tips for Attracting the Pre and Postnatal Market

Here are some valuable insights to enhance your approach to the unique pre and postnatal market. As you navigate this distinctive niche, consider implementing the following strategies to effectively capture the attention and loyalty of your target audience:

1. Sampling Success: Utilize samples as a primary marketing tool. According to a survey by The Mom Connection, 52 percent of expectant moms find free samples highly influential in trying new products. Leverage this insight to draw in your audience.
2. Video Marketing Power: Harness the power of video content. Statistics show that 73% of users who watch a video are likely to purchase related products. With 80% of all traffic predicted to be video content in 2019, incorporating videos on your site can provide authenticity, build customer confidence, and increase brand loyalty.
3. Showcasing Your Work: Consider incorporating videos on your website, showcasing you or your staff working with prenatal or postnatal participants. This not only serves as a sample of your services but also enhances user engagement and boosts traffic.
4. Collaboration with Nutritionists: Explore partnerships with nutritionists or dietitians. Given that 67 percent of women actively seek quick meal tips, aligning with a nutrition professional can create a win-win situation. Collaboration can provide your market with healthy meal plans while increasing traffic for both parties.
5. Building Professional Relationships: Establish and nurture relationships with midwives and OBGYN physicians. Regular and consistent communication through emails, calls, and informational updates will create top-of-mind awareness. Be persistent in sharing news about your business, educational materials, and updates, as this helps cultivate strong ties and encourages professionals to refer clients to you.
6. Referral Systems and Ethical Obligations: Develop effective referral systems. Research indicates that 92% of respondents trust referrals from people they know, and 83% of consumers are willing to refer after a positive experience. Implementing robust referral systems is not only ethical but also crucial for sustainable growth.

Remember, creating a referral machine involves gaining referrals from professionals and individuals referred to you. If you believe in the value of your service, it becomes your ethical obligation to help others, fostering trust and growth in your business.

For further discussion and personalized insights, feel free to contact me. Let’s explore how these strategies can be tailored to your business for optimal results.