how to land your first corporate fitness...
TRANSCRIPT
Assumptions…
Because this is a short course, it is assumed that
you will be following these steps and run the
Corporate Fitness Program yourself.
It is assumed that you have some business
knowledge, are certified and insured, have resources
to legal advice, are personable and professional.
It is further assumed that your purpose in purchasing
this product is to simply learn the steps to securing a
Corporate Fitness contract.
Course Objectives
The objective of this course is to lead the Personal
Trainer… step by step…in the simplest and most
direct route…to landing their first Corporate Fitness
contract.
Though many of our students choose to become more
valuable to their clients by learning and implementing the
Corporate Boot Camp System, the purpose of this course
is to simply help you secure your first corporate fitness
contract. Do not try to go further if you are not prepared.
Learn & Absorb this Process
Please follow these steps…
Respect is shown to your prospect when you are
knowledgeable and prepared. They do not want to
take the time to teach you – yet they will discuss
their business needs with you.
Take this time to listen and learn, you are investing in
your future.
I have done this, so I know you can do it too!
Your Objectives
Eliminate procrastination
by knowing where you want to go
Create your vision
(or use the one we supply)
Post it, read it, memorize it, speak it….daily
Use your roadmap
(checklist supplied)
Clear Distinctions…
Defining Wellness
Understanding Corporate Wellness Terminology
A glossary of Corporate Wellness related terms and
concepts is included for your review.
Let’s Start at the Beginning…
Understanding Wellness
‘Wellness’ is so much more than simply not being
sick, it is much more than managing disease with
medications.
Wellness is a lifestyle of habits that support and
nurture the body and mind, supplying all the tools
needed for optimal health….regular exercise, proper
nutrition, fresh air, water, sunshine, restful sleep, and
stress reduction.
What Are We Talking About
Onsite Exercise Programs
The dynamics of onsite programming are very
different than off site programs.
Incorporating your exercise program into their
existing wellness program.
How have they structured their wellness program?
Why Do They Need Wellness Programs?
To gain control of their
healthcare costs
(direct costs and indirect
costs – see glossary)
To increase employee
productivity and
attendance at work
To increase their
business profits
Stats: Business w/100 employees
1 uses cocaine
5 are being treated for diabetes
10 drink alcohol heavily
10 have high blood pressure
10 have diabetes (5 of them don’t know it)
25 smoke cigarettes
25 have high cholesterol
25 have heart disease
30 are overweight by more than 20%
50 feel moderate stress Source: UHF and APHA annual report Dec 2005
Typical Wellness Offerings…
Biometric Screening
Health Risk Assessment (HRA)
Health Fair
Lunch & Learn
Newsletter from Benefits Provider
Expanding Your Knowledge Base…
Data and hard evidence
Indisputable facts within their own organization
CDC, NIH, HHS
NOTE: Please make sure that any data you use is
supported by government or cited in multiple
research studies by independent sources.
Preparation
The Most Direct Route…
Already has a wellness program in place.
Possibly already provides gym memberships.
Has a CEO & HR Director with a mind for wellness.
Has an interest or known need in physical fitness.
Is someone in your circle of influence.
Where to Get Your Leads…
Your current client base is full of people who are
decision makers or influencers. Tap them.
Join your local Chamber of Commerce and become
active in their events and networking. Tap it.
Though we suggest many other methods, these two
are the most direct route to capture your leads.
How to Secure a Meeting…
1. Personal Introduction
2. Letter of Introduction
3. Reference
4. Referral
Though we offer other options, these are the fastest
and most sure way to secure a meeting with your
prospect.
What to Bring to the Table…
1. Know what you want the meeting to achieve.
2. Know what questions you must have answered
and what discussion you want to hear.
3. Bring a professional presentation.
4. Be able to answer questions concisely & directly.
5. Ask for the order.
How to Ask Good Questions…
1. Know your objectives before asking.
2. Ask open ended questions (not yes or no).
3. Rephrase their answer back to them in your own
words to see clarification and understanding.
4. Keep asking until you get agreement, then ask for
the order.
Discussing Your Program
Who, What, When, Where, Why, How
What do they want….help them get there
What do they need….help them get it
When do they want to start…ask for the order
Where will you exercise in their building
Why wait…
Other…
Legalities
Invoicing and Terms
Your contract
Class Sizes
After Your Meeting…
Follow Up
Follow Up
Follow Up
Follow Up
And Follow Up
Your Process…
At any given time you will have one or two contacts
at various stages of your process.
Follow up. Follow up. Follow up.
Keep great records of who you have contacted, what
their response was, and when you should follow up.
Step by Step…
1. Gain the knowledge to converse with a business
owner about his/her wellness needs.
Step by Step…
1. Gain the knowledge to converse with a business
owner about his/her wellness needs.
2. Create a professional presentation and a plan of
action.
Step by Step…
1. Gain the knowledge to converse with a business
owner about his/her wellness needs.
2. Create a professional presentation and a plan of
action.
3. Talk to your clients and networks to gather leads.
Step by Step…
1. Gain the knowledge to converse with a business
owner about his/her wellness needs.
2. Create a professional presentation and a plan of
action.
3. Talk to your clients and networks to gather leads.
4. Set appointments/meetings/discussions.
Step by Step…
1. Gain the knowledge to converse with a business
owner about his/her wellness needs.
2. Create a professional presentation and a plan of
action.
3. Talk to your clients and networks to gather leads.
4. Set appointments/meetings/discussions.
5. Meet and discuss, then close.
Step by Step…
1. Gain the knowledge to converse with a business
owner about his/her wellness needs.
2. Create a professional presentation and a plan of
action.
3. Talk to your clients and networks to gather leads.
4. Set appointments/meetings/discussions.
5. Meet and discuss, then close.
6. Hold an employee orientation.
Step by Step…
1. Gain the knowledge to converse with a business
owner about his/her wellness needs.
2. Create a professional presentation and a plan of
action.
3. Talk to your clients and networks to gather leads.
4. Set appointments/meetings/discussions.
5. Meet and discuss, then close.
6. Hold an employee orientation.
7. Run your program effectively for contract renewal.
Your Steps in Summary
1. Read and research everything you can about
Corporate Wellness issues. At bare minimum have a
grasp on all that we have covered.
2. Create a sales presentation to help you explain
and demonstrate your fitness program.
3. Find prospects within your circle of influence.
4. Get your meetings set.
5. Hold the meetings, answer all questions.
6. Secure the contract.
7. Run that Corporate Fitness Program like it’s gold!
Differences – Regular vs. Corporate
I’ve got a Special Report for you that covers the key
points of this topic.
This is very important for you to understand so you
don’t get booted out or lose your corporate contract.
Three that I want to share with you today are:
- Respect the company time and space
- Respect all employees equally
- Respect the noise volume
Thank you for helping America get fit
If you have comments or questions we’d love
to hear from you
Contact us at [email protected]
or visit www.corporatebootcampsystem.com
for information on our more comprehensive
course that helps you become a valuable
wellness provider to businesses everywhere.
Now, go get your corporate fitness contract!