Facebook LOVE when people engage with your Live. Involve your audience early and have them engage for reach – Justin Tamsett
Every business will always have a slip up!
The key when you make a mistake or an error is move quickly with these 3 steps:
Check out The Fitness Business Podcast interview with Jay Baer for how to handle making mistakes and complaints. Click here.
When you’re starting a business or launching a new product these days, most entrepreneurs are inpatient. Their business strategy is “Ready!” “Fire!” “Oh shit … I forgot to aim!”
In 2017, it is easy to start a business. It is even relatively easy to launch a new product but building one is harder than ever. And this week I’m going to talk about when do you stop flogging a dead horse – a business or a product?
I’m also going to share FIVE takeaways on Facebook ads after attending a Facebook Ads Training program this week run by Greg Cassar. Greg was a guest on The Fitness Business Podcast show 111 – click here to listen.
Today is relevant to anyone in business! So stay tuned!
Welcome #JTInTheRaw show 58, where I chew the thin on business. I have been running my own business for 25 years, so I guess my PE degree actually now stands for Practical Experience. In fact, my mum, my mum’s dad and his dad all ran their own business – so I guess entrepreneurship is my blood.
I’m standing today as I tweaked my back training yesterday. How many times did you train this week?
Question of the week: how many times did you training this week?
Thanks everyone last week for sharing your first job! There were some classic jobs and most way better than my boring flyer dropping!!
Last week’s show has been viewed over 1200 times making it one of the highest rating shows! If you missed last week, you missed my rant on inactivity across the globe, you can watch the show here.
I did issue a challenge last week, to text, email or call a friend you didn’t think was active enough and organise a 30 minute walk with them in the next 7 days. If you did this challenge thank you!
On with the show this week . . .
This week I went to a fantastic seminar on Facebook ads and in just 2 hours I realised how much I did not know!!! Here are some bit size chunks of information I learned:
67% of people start their shopping experience on one device but finish it on another device. That’s why Facebook is a media channel for you. Because by using a pixel on your website you can remarket to your prospects multiple times on any device.
In essence, the customer journey is they visit your website to ‘learn’ about your products. And so long as you have the Facebook pixel on your website, then you can retarget those website visitors with Facebook ads. Your goal is you would like your prospect to think “I see you everywhere!”
When designing your on-line marketing strategy, the key to designing your sequence is “If they did this action, what do I want them to do next?”
I also learned that you should never turn your Facebook ad campaign off. This has an impact on how Facebook sees your ads. You should just reduce your ad spend but not turn it off.
And just remember, if you are advertising on Facebook to a “cold” audience, then ensure your ad shows credibility statements and be aware almost no offer to buy or try will work with them. People need to know you are trust worthy business before trying or buying. But in all honesty, Facebook can be so targeted that there really is no need to do market to a cold audience.
The real lesson for me was how much I don’t know! Stay tuned to #JTInTheRaw and I’ll share what I learn over the next few months.
How Long Do You Flog A Dead Horse?
This year, I have noticed that fitness business coaches are multiplying faster than rabbits during mating season! Every week a former gym owner or manager or personal trainer is now telling the world they are a business coach.
Which got me thinking.
How hard is it not to start a business . . . fucking easy!
With the several taps on a key board, a change to your Facebook status, adding a new job on LinkedIn and voila you’re a business coach.
And potentially category in the fitness industry it is also just as easy to open a fitness business. When I opened my gym back in 1994, to be competitive you were spending 750K+ but these days with functional training, I could open a facility and compete with you for 15-20K. It is that simple.
Without a doubt it’s easy to start a business but building a business is when it gets really tough!
And we can extrapolate, that it’s easy to launch a new product or service but making it successful is harder.
What are the steps we need to go through before stop our new project/service/product or business?
Step 1 – Separate your new service or business from people. If you or someone in your team is emotionally invested in the new product/service/business then they may keep pumping fresh blood into a corpse that should have been laid to rest just so they keep or justify their job. As the leader communication at this point is critical – the success or failure of the project will not impact your role.
Step 2 – Let your team raise red flags. If your team fear that speaking ill of your idea or new service will irk you, they will keep quiet and you will have no idea of the true position of the business or service. It is critical to encourage honesty from your team rather than keeping bad news under wraps.
Step 3 – Define a finish line. Just prior to launching we must set objective assessments. We often get emotionally tied it but we must remain pragmatic and make a business decision. You need clear numbers to determine what success looks like? What is your budget and what are your ROI expectations?
Why am I speaking about this today?
I have spoken to several fitness business owners this week who have asked me at what point do I stop trying to make my personal training department work.
In many fitness businesses, we roll out:
And other services to build secondary income but they simply do not provide a profit. They are supposed to be profit centres but in fact cost the business.
As the business leader, you have to have discipline in your objective evaluation of your new service/product or in deed business if you want to be successful. Being a leader can be tough, you cannot be emotional you have to be objective.
My goal today is having you stop, analyse and think!
Before opening a new business or rolling out a new service I want you to do your appropriate due diligence. Remember starting a new service or business is easy but building that service or business is where the hard work really begins!
How long do you flog a dead horse? The answer until you know it has passed away and then stop instantly!
Over the next 7 days there is SO much happening for Active Management and me, so I’m going to run through them quickly:
It’s going to be a big week!
And then next Friday I’ll be coming to you live from Smeaton Grange, just before the NSW Personal Trainers Industry Leaders Roundtable.
And just before I finish, let me finish with Quote of the Week:
Starting a new service is easy. Building that service to success is where the hard work really begins!
Check out all previous shows here: http://www.activemgmt.com.au/category/jt-in-the-raw/
The fitness industry is demanding: long hours and constant focus on other people.
To save yourself from burnout, give permission to yourself to:
Make it a condition of doing business with you to get referrals, you will have a business that is bullet-proof, competition-proof and not reliant on clunky funnels that are hit and miss – Bedros Keuilian
I am taking aim today at the following people in a #JTRant:
Why are they in my sights? In 2008 9% of deaths around the world were caused by complications arising from inactivity. In 2013 alone, the direct and indirect health care costs associated with inactivity totalled $67.5B.
Stay tuned as I tee off on the fitness industry, our governments and us!
Welcome to #JTInTheRaw show 57 where I chew the thin on business! I am JT and have been working in and with small businesses since 1979 when I first started letter boxing flyers for my mum’s real estate business. I think I was paid $10 for 1000 flyers!
What was your first job . . . tell me in the comments below! Go…
In fact, I put flyers out for my mum for most of the time I was at school. I think by the time I got to high school I may have reached 25 bucks a 1000! But that was OK I also wanted to do a flyer drop to the home units not houses!
What was your first job – whether you are watching live or on replay – pop in the comments your first job. Go…
While talking about flyers, we had an interesting chat with a client this week. They told us in the last few weeks they had gained 3 or 4 new clients from a letterbox drop we recommended in their marketing plan.
Now I know 99.9% of marketers are saying that flyer drops are done, dusted and a waste of money but go with me here:
Flyers have always had a low return: 0.5% up to maybe 2%. But with a specifically designed direct mail piece with a target avatar, printed on a heavier than usual stock and delivered when the timing is right you may just top up your leads!
FYI – In the past 7 marketing plans I have designed for clients, I always include a 100-2000 flyer drop every month. #JustSaying!
There’s a little marketing tip for you! If you want to talk marketing, then contact me: +612 9484 5501 or email me.
And remember today’s question of the day . . . what was your first job? Pop that in the comments.
This week, I am super stoked as I finished my next ebook called The Hottest Tips for Video Live Streaming. There is no jargon, no technical bull shit just the facts on:
You can now pre-order the e-book and save 75%. It will be for sale at the end of August for 99 bucks but you can pre-order it now for just 24.99 by clicking here.
To give you a hint of what is included, here is a 9 point checklist for your live video stream that I include on the last page as a summary:
You can pre-order a copy of this ebook now and save 75%!
And if you know anyone who you think should read it, tag them in the comments below and I’ll send you both a link to grab a copy! Thanks in advance of sharing!
I know I teased you up front about a #JTRant today, well here it comes so sit down and just listen! Then I challenge you to do something because 1 in 10 people in your community will die if you don’t do something! And I am dead fucking serious 1 in 10 people will have their heart stop beating and die!
“Physical inactivity is the 4th leading risk factor for global mortality, placing it as a significant contributor to early death alongside smoking and obesity – according to the World Health Organisation in 2010!
Now here come the stats that will shock you – in fact if they shock you, regardless of whether you are watching live or on replay don’t hit the ‘thumbs up’ hit the “WOW Face”. Ready to press …
As a society what the fuck are we doing!!!! Let me tee off on 3 stakeholders:
Firstly, the fitness industry! What the hell are we doing????? There are now more fitness service offerings on the planet than ever before! And yet our population is fatter, less active and unhealthier than ever before. Can someone please explain why?
I want you to imagine walking down your street, assuming 2 adults live in each house and based on current figures, every 5th house one of those 2 adults will die from inactivity. That’s a sobering thought!!!
Whatever the fitness industry is doing we are aren’t making what to do impact enough people! Forget about telling people to join our gyms, buy personal training for weight loss – and we’re not that good at that either – maybe the message is join our gyms to live!
In 2014, the Australian Physiotherapy Association released an impactful ad to encourage people to move. It was called the Biggest Killer Campaign and the TV commercial was awesome! If you haven’t seen it, pop APA in the comments and I will share it with you.
But what as an industry are we doing? We need to reposition that any movement is great for people! We need to show exercise is not painful or a chore. If you have not read Michelle Segar’s book No Sweat, read it and use many of her strategies to get the inactive active in your community – you may just save lives!
To get Michelle’s book, click here!
Let’s move to the government now. What are they doing to promote activity in adults? Nothing!!! In essence, the government are letting one of their 10 constituents die with no thought or care. Surely they must know these statistics and they are doing nothing about changing them . . . maybe we charge them with murder! Perhaps that may get them to act!
And then finally, you and me! We are just as useless as the fitness industry and governments. We all know one person – at least – who is inactive and what are we doing to help them. Generally … NOTHING!
If we give a shit about our friends and loved ones we have to change how they view exercise and we need to get them moving. For their health’s sake, their family and to save money in our own communities!
Just imagine in Australia, if we could reduce the health costs of inactivity by 50%. We do this by simply having more people move! What could we do with $402M! What could we do with that money!!!
It makes me angry we have to spend so much money to keep people alive when they just need to move.
It breaks my heart that people do not see joy in moving.
And it kills me knowing that people are dyeing because they don’t move enough!
Lets do something! I am not sure what other than raising awareness, changing the perception of what happens in gyms, pressuring our politicians and loving our friends. Let’s turn these numbers around! Are you with me?
I challenge you to message, text or call ONE friend who you know is not active enough and go for a 30-minute walk with them on the weekend! Are you up for the challenge?
And that’s #JTRant over!
WOW! That was pretty deep today wasn’t it?
Thanks so much for tuning in!
We talked about:
Our first ever jobs – if you haven’t yet, pop in the comments what your first ever job was!
If you enjoyed the show, please tell me in the comments below, I’d really appreciate it! If you didn’t, I’m sorry I wasted your time!
If you know anyone who should watch the show, just tag them in the comments below – I’d be grateful for any sharing!
Thanks for tuning in to #JTInTheRaw show 57.
You can see all previous 56 shows on the #JTInTheRaw YouTube channel.
Let’s all move more, more often and with a smile on our face. Exercise is a true gift for life!
Check out all previous shows here: http://www.activemgmt.com.au/category/jt-in-the-raw/
Ask yourself the question: Do I want to own a gym or do I want to work in a gym? – Daniel Nyiri
As an employer we often dread the conversation with someone about a pay rise. Here are 3 tips for you:
Choose the right time – As an employer, giving someone a pay rise on their employment anniversary sends the message that tenure will get you a raise. Surprise your team member with the offer for a raise after consistently performing above and beyond expectations.
Have a plan – Your plan should include the numbers behind your plan to show why and how you came up with the number. Numbers are facts and these allow for an objective conversation.
Be clear & positive – Make sure the meeting to discuss the raise is only about the raise, no other issues are discussed. Stay focused on the positive outcome you want from the meeting without issuing or insinuating an ultimatum.
Pay raises can be a delicate conversation and often one that is avoided. This avoidance will lead to discontent and resentment from potentially both parties, so ensure this conversation happens annually.
This week I remembered what it was like to be going somewhere where I was as scared as shit! Just like someone who has never been to a gym or in deed purchased a product they have never used! It made me realise how important making a prospect feel comfortable is in the buying process.
Stay tuned as you will love my story!
Welcome to JTInTheRaw show 56 where I chew the thin on business for 15minutes every Friday! And we have people from all over the world and from a variety of industries tuning in to the show.
I want to start with a question what was the #1 thing you did this week that took your business forward? Tell me in the comments below . . . what did you do that helped your business move forward . . . I am curious!
This week I punched out a few big tasks:
So all in all a pretty full on week! What about you?
Tell me in the comments below . . . what did you do that helped your business move forward . . . I am curious!
My other big news for the week was that I had a tooth rebuilt on Wednesday!
Three weeks ago while munching on a red frog – my confectionary of choice – I felt something very unusual with the red frog. And after over 35 years of eating red frogs I consider myself an expert and this was not right. I think I knew instantly I had broken a tooth and simultaneously realised “Shit I have to go the dentist!”
Seconds later, “Shit not only go to the dentist, but I’m going to have a needle!”
And you may think I am a big strong, brave boy but when it comes to visiting the dentist, there are plenty of things I’d prefer to do.
In fact I’d suggest this was very evident by the fact I made my appointment 3 weeks after I broke the tooth! I knew it had to be fixed, I just pushed it out as far as I could justify!
So this week my dentist and her team did their very best to make me comfortable with visiting them:
A text message on Monday confirming my appointment; and
A phone call confirming my appointment.
And here is the first lesson for us in business – when I hear the word appointment I think PAIN:
The word appointment elicits pain for many people, so if you are saying to a prospect lets make an appointment to have a chat, look around, try it out or whatever else, there is a huge chance they are linking whatever you want them to do pain.
Just use words that elicit pleasure – a catch up, a chat, a get together.
So 9:30 Wednesday is looming. I jump in the shower and wash every part of my body 3 or 4 times. I brushed my teeth and am about to leave to go but went back and brushed my teeth AGAIN! Yep I was procrastinating!
I drive up and can’t find anywhere to park. I drive around for 15 minutes and am SOOOOOO close to saying “Bugger it! I’ll have to cancel my appointment and come back another day.” When a damn car spot opens up!
I am now 8 minutes late and get a phone call from Lois asking if I am still coming for my appointment! There’s that word again – appointment!!!!
Anyway, I arrived got my tooth fixed and walked out thinking “that wasn’t bad at all! What was I worried about!”
When I reflected on my behaviour leading up to my appointment, I realised I was doing everything possible to not get there. I don’t want to say I was scared . . . I was just … well you know! Hit like if you know what I mean . . . LOL
And that got me thinking, I never feel like this when I am going to the gym. But I bet 1000’s of people today across the planet will want to go and visit their local gym to start an exercise program but they will drive around the block 3 times and go home.
My thought today is do we really … really … really know what our prospects are thinking about coming into a gym. I am guessing not.
An interesting challenge for us would be to be put into a situation that would scare the shit out of us … eg going to Toastmasters for the first time and having to speak could be something; participating in a group fitness class when we don’t do classes; or even visiting your dentist. When we know how stretching our comfort zone feels then we can empathise with our prospects.
I want you to think right now what would make you feel so uncomfortable that you may feel physically sick. What is an activity that would make you drive around the 3 blocks three times and the retreat.
Put your answers in the comments go . . .
When you can truly empathise with what your prospect is feeling, you can market to them and sell to them. And more importantly, you may just change HOW you do things!!!
Go with me here . . . wouldn’t it be cool to have new sales people go through that uncomfortable feeling. Just saying . . .
Back to you . . . your answers in the comments of something you could do that will stretch your comfort zone!
I really hope this helps you and your team build empathy with your prospects. If you think anyone could benefit from the message I am sharing then I’d be super grateful if you share the show by tagging people in the comments below. Please & thank you!
Next week will be a fun week.
And first up today, I want to give a shout out to Paul Mr Retention Brown who is starring and I mean starring in the first Fitness Business Podcast Intensive. The bonus show goes live today and Paul rocks the show giving you specific tools, strategies and ideas to improve retention! If you are still not sure how find the Fitness Business Podcast, pop FBP in the comments and I’ll send you the link to the new Intensive Series. And a special thank you to ABC Financial for supporting the Intensive Series.
I have brand new client today for coaching from NZ. So Nevill can’t wait to chat at 10am today!
And next week I am working on content, content, content . . . resources for fitness business owners and managers to make your lives easier! So keep your eyes peeled as there is some good shit coming!
Thanks for tuning in today! I hope I made some sense around empathy and our prospects. We really don’t know how they feel when coming into such a foreign and intimidating environment.
When you have walked in your prospect’s shoes then you can truly empathise.
Check out all previous shows here: http://www.activemgmt.com.au/category/jt-in-the-raw/
Successfully communicating with your prospects is the foundation for all sales.
If you would like to convert an enquiry to a prospect to a sale the #1 mistake people make is talking too much!
When trying to show someone you can help them, focus on them not you!
Many sales people are tempted to talk about “my company, my product, my product’s features” and do not know enough about which of the products will benefit the person in front of them.
Talk about their problems, their values and what they think.
The top 3 mistakes sales people make:
It doesn’t take much to improve your sales ratios, it just takes improving these 3 aspects.