motherhood experiences. This
includes talking about pelvic floor
and potential tearing.
2
Know your own scope of
practice
As Fitness Professionals we are
often the very first port of call for a
woman wanting to exercise after
having her baby. That’s great as we
can make a huge impact moving
forward but we must be aware that
we need other health and medical
professionals on our team to look
after mums to the best of our ability.
3
Understand ‘training to the
weakest link’
No matter what we ‘think’ a client
is capable of from the outside we
must respect what is going on the
inside. For example her legs may be
able to squat 60kg BUT if her pelvic
floor cannot cope with that weight
then we simple don’t do it.
4
Understand that once a woman
has a baby she is ALWAYS
postnatal
with ‘mums’ and she would love to
support you in making sure you are
a valuable part of this mission.
Ask her about her birth experience,
no matter how long ago it was and
check in to see if there are any
potentially postnatal
contraindications that she could still
be experiencing that we could help.
The short and exciting story is that as
fitness professionals we have a huge
opportunity to look after women in
the way that they deserve to and
should be looked after once they
become mothers. If we all make
a commitment to ensuring we are
educated, have the knowledge
that we need and pass on this
knowledge and guidance to the
women that we work with together
we can create great change.
How to Love your Body as much as
your Baby is a book for every mum.
Click here to order your copy now.
MAXIMISE
By Steve Jensen
SALES YIELD
& RETENTION
There are eight (8) remaining Safe
Return to Exercise dates across
Australia and New Zealand for 2019.
Go to bodybeyondbaby.com.au for
more information.
Jen’s mission is to ensure that every
fitness professional has a sound
general knowledge in working
THE MOST
AFFORDABLE
INSURANCE IN
THE FITNESS
INDUSTRY.
MORE INFO
INSURANCE
22
WHAT’S NEW IN FITNESS - AUTUMN 2019
I
n this ever-changing
world, we all know that
there’s not much in
business that more sales
won’t fix. However, there is a
challenge out there – if you
don’t upgrade or streamline
your sales process, you will
go backwards.
You need to make sure that every
sale will maximise your return (i.e.
profit) and keep your customers
coming back for longer.
Because there is more competition
in the marketplace, being unique
is critical. But most businesses that
are not upgrading or streamlining
their sales processes or making
sure they are increasing their value
proposition are struggling with low
conversions (i.e. poor closing rates).
People come in but they don’t buy;
this equates to tonnes of follow up,
which no one likes or has the time to
do properly.
In the fitness industry, we have
an immediate product. It’s not
expensive and its phenomenal
value – but people still walk away
saying they need to think about it.
Sales are much
easier to close
however, if you
understand that
value proposition
has to be done
before the
prospect turns up,
when they arrive,
and while they’re
there.
Another common challenge in the
marketplace is that you may make a
lot of sales, but the profit margin per
sale is low. With the ever-increasing
expenses such as rent and wages,
you need to make sure you are
maximising your profitability (i.e.
you generate a profit at the end of
each quarter and end of the year).
Just selling one product at a time
doesn’t do that.
A massive frustration for salespeople,
owners and managers of businesses
is not achieving budgets and/or
targets. Budgets should be king (or
queen!), which means you need
to have targets in place, and your
team should be of the mindset that
they must be striving to achieve
them at all times. These targets
should be with regards to the
number of sales closed, as well as in
the value of sales generated.
High sales volumes are always great,
but if you get high volumes with low
profit margins, then that puts a lot
of pressure on a business to always
be making lots and lots of sales. The
way to remedy this is to increase the
value of each sale.