If there was a single strategy that worked to build a fitness, and physical therapy business, everyone would be doing it.
A fitness business is not just about bringing in the client and making the sale, it’s about maximizing the income from one patient or one client.
In a physical therapy private practice, or a personal training business, the initial sale is just the beginning.
What you sell to the client or patient after that can, in some cases, represent upto 30% of your gross sales.
It is a lot easier to sell a new product or promote an existing service to someone who is already working with you. There are always other add-on products or services you can recommend to your patients, similar to the McDonald’s approach of ‘would you like fries with that?’
Upselling a product or service like this is the ultimate fitness marketing strategy.
Ideally, a successful clinic should have more than one source of revenue. Reimbursement from insurance companies should be a part of the revenue stream.
The secret of success in your fitness business is up selling. Consider providing a ‘membership’ to your clinic or personal training facility for patients who would like to come in and exercise on their own.
Request the patient to sign a release of liability form, since they will not have the direct supervision of the physical therapist during the course of their membership.
Arrange for automatic billing of the patient’s credit card. This can be as simple way of adding $20-$30 a month from each patient. Hire a nutritionist to visit your clinic two to three times a week and encourage your patients to consult with the nutritionist for healthy meal planning.This is an instant source of cash-based revenue for your clinic.
You can also recommend over-the-counter nutritional supplements, if you feel comfortable. You might even form a strategic alliance from a massage therapist, who will function as your employee in your facility.
