<p class="p3">Do you wish you could increase your hourly rate?<span class="Apple-converted-space"> </span></p>
<p class="p3">Do you wish you had the confidence to invite your clients to subscribe to a membership? <span class="Apple-converted-space"> </span></p>
<p class="p3">Would you like to learn how to reduce your anxiety about asking for money? More money?<span class="Apple-converted-space"> </span></p>
<p class="p3">Maybe you thought investing in learning about business would be expensive?<span class="Apple-converted-space"> </span></p>
<p class="p3">Would you like learn a few tips for FREE? And how to study business continuously for free?<span class="Apple-converted-space"> </span></p>
&nbsp;
<h2 class="p3"><b>Attention</b> !!</h2>
&nbsp;

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<p class="p3">Ok so now I have your attention please understand this is simple but not easy</p>
<p class="p3">It’s not easy because until YOU value you &amp; what you’re offering then your clients &amp; potential clients won’t either. So it feels really really difficult, unworthy &amp; maybe almost impossible<span class="Apple-converted-space"> </span></p>
<p class="p3">But you see others doing it!! <span class="Apple-converted-space"> </span></p>
<p class="p3">So let me share with how I do it &amp; how I’ve taught others to do it.<span class="Apple-converted-space"> </span></p>
&nbsp;
<h2 class="p3"><b>I was just like you!</b></h2>
&nbsp;
<p class="p3">Please understand I used to be just like you!<span class="Apple-converted-space"> </span></p>
<p class="p3">I would do free stuff to try to gain clients.</p>
<p class="p3">I would do offers &amp; be cheaper but I found myself not only getting fewer clients but also very low adherence to the programmes I gave them. The results weren’t possible because clients wanted ME to fix THEM &amp; for VERY little money!</p>
<p class="p3">In fact at one point I lost almost everything!<span class="Apple-converted-space"> </span></p>
&nbsp;
<h2 class="p3"><b>Wait!</b></h2>
&nbsp;
<p class="p3">Please understand this was the best thing to happen to me!<span class="Apple-converted-space"> </span></p>
<p class="p3">Yes really it was.<span class="Apple-converted-space"> </span></p>
<p class="p3">I didn’t know it at the time but it taught me a huge lesson that enabled me to not only charge more but gain success with my clients!</p>
<p class="p3">Every - single - time!<span class="Apple-converted-space"> </span></p>
&nbsp;
<h2 class="p3"><b>How?<span class="Apple-converted-space"> </span></b></h2>
&nbsp;
<p class="p3">First of all I had no money so I was forced to search for as much free advice as I could get. So I followed all the top successful business people I could find.<span class="Apple-converted-space"> </span></p>
<p class="p3">Second I watched &amp; others grabbed my attention with their marketing.<span class="Apple-converted-space"> </span></p>
<p class="p3">Some I loved &amp; copied<span class="Apple-converted-space"> </span></p>
<p class="p3">Some I saw exactly what I did NOT want to do<span class="Apple-converted-space"> </span></p>
&nbsp;
<h2 class="p3"><b>Adding value<span class="Apple-converted-space"> </span></b></h2>
&nbsp;

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<p class="p3">Something that struck me from very early on, I heard over and over again. It was something that all the highly successful business gurus ALL kept saying....</p>
<p class="p3">‘…ensure you ADD VALUE…’</p>
<p class="p3">So I watched what others offered, I also considered why my clients were not adhering to my iMoveFreely programme.<span class="Apple-converted-space"> </span></p>
<p class="p3">While I was studying all these business gurus online, I also became very aware of the way companies made me feel when I was buying…</p>

<ul class="ul1">
 	<li class="li3">Food<span class="Apple-converted-space"> </span></li>
 	<li class="li3">Toiletries<span class="Apple-converted-space"> </span></li>
 	<li class="li3">Clothes<span class="Apple-converted-space"> </span></li>
 	<li class="li3">Gifts <span class="Apple-converted-space"> </span></li>
</ul>
<p class="p3">I realised that I too would be drawn into spending more money when I felt there was additional value.<span class="Apple-converted-space"> </span></p>
<p class="p3">The value could have been a gift, an additional item or often it was simply the experience I had or the way the company made me feel.<span class="Apple-converted-space"> </span></p>
&nbsp;
<h2 class="p3"><b>Always learning<span class="Apple-converted-space"> </span></b></h2>
&nbsp;

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<p class="p3">Recognising that there are business lessons around you literally EVERYWHERE creates constant opportunities to study your craft as a business owner, entrepreneur, self employed professional.<span class="Apple-converted-space"> </span></p>
&nbsp;
<h2 class="p3"><b>Know your audience!<span class="Apple-converted-space"> </span></b></h2>
&nbsp;
<p class="p3">Knowing your customer should help you with this &amp; once you get inside the head of your audience (like I am doing in this blog) it can make a dramatic difference to the ay your marketing is received.</p>
<p class="p3">So write down all the things that your perfect client would appreciate, like, value &amp; want.<span class="Apple-converted-space"> </span></p>
<p class="p3">Also think about what they might need additionally to adhere &amp; succeed</p>
&nbsp;
<h2 class="p3"><b>Creating your added value</b></h2>
&nbsp;
<p class="p3">Now once you can describe your customer to a tee you can start to add the kind of value that would hook them in.</p>
You are either a JANE or a DAZ in my 2 demographic audience - you may well be a combination of both but you will definitely have been hooked by something i wrote that resonated with you &amp; made you feel like I was talking to you personally....right? How many times have you said yes in your head so far?

No Derren Brown is not my brother......anyhoo.....
<p class="p3">Let me offer you insight into some of my list of value adds for my clients, not exhaustive, not compulsory…simply ideas sometimes tweaked for some clients.<span class="Apple-converted-space"> Remember NORMALLY they think they are buying 'sessions', well my clients also get all of this when they sign up.....</span></p>
<p class="p3">Monthly subscribers =</p>

<ul class="ul1">
 	<li class="li3">Online Safety-net health check<span class="Apple-converted-space"> for red flag clearance </span></li>
 	<li class="li3">A full health consultation 1.5hr</li>
 	<li class="li3">A full biomechanical assessment x 4pm<span class="Apple-converted-space"> </span></li>
 	<li class="li3">Access to a multidisciplinary team including (not limited to) Chartered Physiotherapist, Osteopath, Podiatrist.<span class="Apple-converted-space"> </span></li>
 	<li class="li3">Behaviour change guidance<span class="Apple-converted-space"> </span></li>
 	<li class="li3">Movement guidance<span class="Apple-converted-space"> </span></li>
 	<li class="li3">Exercise programme written out<span class="Apple-converted-space"> </span></li>
 	<li class="li3">Access to personal Exercise Videos</li>
 	<li class="li3">Contact daily for the first 2/4 weeks as required<span class="Apple-converted-space"> </span></li>
 	<li class="li3">An iMoveFreely top</li>
 	<li class="li3">An iMoveFreely bag<span class="Apple-converted-space"> </span></li>
 	<li class="li3">A foam roller<span class="Apple-converted-space"> </span></li>
 	<li class="li3">A massage ball<span class="Apple-converted-space"> </span></li>
 	<li class="li3">An anatomy therapy colouring book<span class="Apple-converted-space"> </span></li>
 	<li class="li3">A resistance band<span class="Apple-converted-space"> </span></li>
 	<li class="li3">A water bottle<span class="Apple-converted-space"> </span></li>
 	<li class="li3">Laminated weekly schedule</li>
 	<li class="li3">IMoveFreely fridge magnet<span class="Apple-converted-space"> </span></li>
 	<li class="li3">Pen with phone stylus<span class="Apple-converted-space"> </span></li>
 	<li class="li3">Access to live online iMoveFreely classes<span class="Apple-converted-space"> </span></li>
 	<li class="li3">Access to recorded online iMoveFreely classes<span class="Apple-converted-space"> </span></li>
 	<li class="li3">1 month free for any referral<span class="Apple-converted-space"> who subscribes for 3 months or more</span></li>
 	<li class="li3">1 week free for a video/written testimonial<span class="Apple-converted-space"> </span></li>
</ul>
<p class="p3">So now consider what you offer &amp; maybe see how many of these bullet points you already offer but don’t actually ‘list’ as a benefit for your client or potential clients to see</p>
<p class="p3">I’m quite confident that you already offer at least a few of these but don’t actually list them because you might assume the client knows that you write programmes or will teach them exercises.</p>
<p class="p3">However listing them like this helps the client PERCEIVE THE TOTAL VALUE. Otherwise they perceive what you do as just one hour of your time. It’s never just one hour though is it?<span class="Apple-converted-space"> </span></p>
<p class="p3">Can you see what I’ve also added in this goodie bag for client adherence?<span class="Apple-converted-space"> </span></p>
<p class="p3">Equipment &amp; tools that are reminders i ask them to place in certain positions around their home to remind them to practise their iMoveFreely guidance.<span class="Apple-converted-space"> </span></p>
<p class="p3">The daily contact could be an automated text or message, that acts as both a reminder of what to do &amp; also an extra feeling of being looked after &amp; valued by you.</p>
&nbsp;
<h2 class="p3"><b>Client Cull<span class="Apple-converted-space"> </span></b></h2>
&nbsp;

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<p class="p3">Rest assured there will be clients who leave when you transition to subscription &amp; increase your prices.<span class="Apple-converted-space"> </span></p>
<p class="p3">However they’re the ones who don’t see the value so let them go to make room for the ones who do!<span class="Apple-converted-space"> </span></p>
&nbsp;
<h2 class="p3"><b>Focus Group<span class="Apple-converted-space"> </span></b></h2>
&nbsp;
<p class="p3">Why not try gathering a focus group of present clients &amp; their friends. Offer some incentive for coming, which could simply be tea &amp; biscuits or maybe a sample class/session/demo/workshop</p>
<p class="p3">Then be sure to have prepared your questions in advance about pricing, value adds &amp; other ideas.<span class="Apple-converted-space"> </span></p>
<p class="p3">Let them talk freely, openly discuss the questions &amp; allow present clients to share the things they like about working with you.<span class="Apple-converted-space"> </span></p>
<p class="p3">You might do this 2 or 3 times even, or maybe once each year to check in &amp; do your market research.<span class="Apple-converted-space"> </span></p>
&nbsp;
<h2 class="p3"><b>Perceived Value<span class="Apple-converted-space"> </span></b></h2>
&nbsp;
<p class="p3">Now perceived value often isn’t about the money/numbers even though every client will think it is.<span class="Apple-converted-space"> </span></p>
<p class="p3">You must be confident that you can deliver results with what you can offer.<span class="Apple-converted-space"> </span></p>
<p class="p3">It might be that you begin by doubling your fees, then do a 50% discount offer resulting in no change to your income nor what they pay BUT an immediate alteration in perceived value. This also allows for a feeling of getting special treatment when they are offered 50% on this premium subscription service, they will wanna know what they get for paying more ....wouldn't you !?</p>
<p class="p3">Then you can add a time scale to this &amp; maybe even go to 25% discount for loyal members to ‘look after’ them<span class="Apple-converted-space"> BUT you increase the price BEFORE making the limited offer - this way they are still intrigued!</span></p>
&nbsp;
<h2 class="p3"><b>Do your research<span class="Apple-converted-space"> </span></b></h2>
&nbsp;
<p class="p3">Consider what you’re doing now<span class="Apple-converted-space"> </span></p>
<p class="p3">What you would like to be earning<span class="Apple-converted-space"> </span></p>
<p class="p3">Then research &amp; strategise ways to increase value or even perceived value....</p>
&nbsp;
<h1>GOOD LUCK!</h1>
&nbsp;

OR

&nbsp;

Email us info@biomechanicseducation.com to find out how we can help you to add some seriously great value to your business - Biomechanics Coaching !

&nbsp;
<h1><a href="https://retrain.cimspa.co.uk/" target="_blank" rel="noopener">P.S Did you know you can REALLY add value to your business through @CIMSPA's Retrain to Retain project?</a></h1>