Do You Practice The “Give To Get” Philosophy?
Thursday I sent out an email talking about the “King of Social Proof” Coach RB Berry of Oceanside, CA and a 3-step formula on how you get more more ‘social proof’ to use in your own marketing.
The first step in the entire process is to OVERDELIVER and give your clients everything they need to feel supported and achieve tremendous results.
Because once you’ve done THAT… it all gets pretty easy to accomplish steps #2 and 3.
Having an attitude of OVERDELIVERING to your clients really is a “Give to Get” Philosophy.
And it’s one that we practice and preach here at NPE.
Today I wanted to share with you a great email we received this week from VIP Member Angela Ramos who spent last week visiting her hometown of Oceanside, CA and stopped in to see VIP Member Coach Berry.
There are numerous lessons in here about WHY Coach Berry has become the “King of Social Proof” and it all comes back to his practicing the “Give To Get” Philosophy. He doesn’t just practice it with his clients, he practices it selflessly with everyone he meets.
Here’s Angela’s message:
“I just had to share this with NPE. I am currently on vacation in my hometown, Oceanside, California visiting my family and attending my high school reunion.
A few months back I was reading something in my VIP material that mentioned Coach Berry of Oceanside. I thought, “Wow! Someone is cranking it in my hometown!” I knew the next time I went home to visit I was going to somehow get myself in this guy’s studio.
I sent Coach Berry an email about two weeks before my vacation to see if he would allow me to come in and visit thinking I might get a half hour of his time, if I was lucky. He agreed to see me and gave me his contact info. I was stoked! I immediately contacted Camelia to see if she had any advice or words of wisdom for me to make the most out of my visit. She simply said, “Enjoy the show!” I had no idea what that meant but I was going to soon find out.
Upon initially walking through his studio door, I was bombarded with HUGE posters everywhere of his “angels”. There are NO bare walls in his place. Every inch is covered in a poster/picture of a client or motivational quote! I can see why he has no problem closing any prospects! On his front desk is a binder that is at least 5 inches thick full of even more before and after pictures. I started thinking back to my measly wall of fame and realized I had some work to do when I get home. Ha!
He graciously spent hours of his time over the course of a week giving me pointers, showing me the ropes for small group training, introducing me to his son, his clients, taking me on a bike ride to the beach and through my old neighborhood. He is down to earth and truly cares about his clients. I have been blessed to have been able to spend so much time with him and it’s not over yet. I have one more day left and he is again going to share selflessly with me the tricks of the trade.
Coach Berry has proven to me how awesome NPE is. This is an amazing group of professionals. I am proud to be a part of this organization. Coach Berry is an amazing fitness professional that I am honored to now call part of my family.
Thanks Coach Berry and NPE.”
Angela Ramos
Inspiration Fitness
Crown Point, IN
Take aways from this post:
- Do you have “social proof” covering all the walls and multiple binders 5″ thick of client before and after photos?
- If not, have you set a goal around how many people’s lives you want to change and then capture their success stories over the next 3, 6, and 12 months?
- How can you and your staff continue to OVERDELIVER to your clients and the people you serve? Make a list and prioritize implementation.
- How can you keep a “give to get” mindset and attitude in your head and in your heart throughout your daily interactions with those you meet… not with the expectation of gaining something, but just because it’s the ‘right thing’ to do?
I’m honored that we have Coach Berry as a VIP member and part of the NPE Community. If you want to come hang with Coach and spend some time getting to know all the other great members we have, be sure to register for MEGA TRAINING coming October 21-23 in Orlando, FL.
We’ve gonna have a blast and hope you can join us.
To your success,
Sean
P.S. What are some ways you OVERDELIVER to your clients right now? I’d love to get a list going here everyone can refer back to.
Post to comments the top 2 ways you and your staff work to OVERDELIVER in your service.
P.P.S. Not sure if you participated in the VOTE, but this demonstrates another reason why we’re supporting Coach Berry in his goal to get on Oprah one day. If anyone has any connections reading this, please get in contact with Coach and hook it up! This guy deserves to be recognized for all the great work he’s done changing people’s lives.
Great post. Most people don’t understand the law of the harvest, that you first give before you can get. I can always tell when I meet a giver. Sometimes it takes a while before they are paid back for their efforts, but they always are. That is one reason I enjoy doing free consultations and spending time with a client to really understand their needs before training begins. Clients can sense if you care about them and that makes all the difference.
Great post. Wish I could come, however I will be at the CK-FMS in St Paul that weekend.
Amazing story. Great point made…
Coach Berry is the man! OVER DELIVER is one of our core values and it is posted on all of my trainers work stations for all to see (including clients).
We actually did a monthly theme of OVER DELIVER to challenge each staff member how to come up with new ideas.
At the end of each week everyone submitted a way in which they overdelivered to a client. We reviewed them and then the next week they could not use a method that was used in the past. By the end of the 4 weeks, people got very creative.
Plus, it became the fabric of our business. Now, Overdeliver is just something we do without thinking about it.
Examples: Send a client a birthday card letting them know their next session is on us!
Send out cards/flowers for wedding, anniversary, get well, condolences, etc… for any special occasion you hear a client mention. Half the time they wont recall that they even told you about the special event.
Send an email out of the blue to encourage, congradulate, reinforce any behavior you deem appropriate.
Every business owner who is a cleint I send them either a copy of the Go-Giver or Mastering the Rockefeller Habits. (In fact for the first 10 people to email me their address I’ll send you a copy of Mastering the Rockefeller Habits for FREE!-I love to give,) (jeff@overloadfitness.com)
For you VIPers, implement the LCV WOW campaign for all new clients.
Challenge your staff to OVERDELIVER and pretty soon this is the way your operate daily!
Make it fun and a challenge with your staff.
Sorry for the rant but this is one topic that MUST be a priority in your business.
Here’s to OVERDELIVERING and for Coach Berry leading by example!
Great post! Excellent work Coach Berry
We created a community in which we have “Adventure Events” Like local hikes, family fitness riddle challenges, fear factor pot luck picnics and others on the weekends. We call it our G.O.Y.A. running and hiking club which is free to members of camp
We created “Skinny Vacations” which started as overnight fitness challenges around Southern California and that eventually spawned into our full fledged vacations around the globe.
Another great post. It seems everyone that is smashing it with you guys does this.
I’m not sure what the top two ways are so here are all the ways I do it.
1 Welcome pack
2 Print newsletter
3 Postcard newsletter
4 Birthday cards and gifts
5 Grocery tours
6 Email newsletter
7 VIP Webpage
8 Nutrition seminars
9 Customer appreciation days
That’s all I can think of right now, look forward to hearing what everyone else does
1.Engage in personal conversations with each client after workout.
2. Birthday gifts to all clients
3. Hand written thank you cards to all new members
4. Hand written cards for all referrals along with reward
5. Random Anniversary, Congratulations, etc cards
6. Monthly phone calls (rounds)
To help show appreciation and a feeling of belonging to a collective thats larger than just each client. we are having a client appreciation party-family style. Going to a park, everyone can bring their families, with games, etc…
All they need to do is bring a small dish to pass thats healthy and clean. We’ll collect meal ideas from everyone, including cooking instructions and create a PDF Cook Book that each client will get.
Loved it. I always love to listen to Coach Berry on the VIP calls.
Thank You cards
Birthday campain
Newsletter with our client of the month that gets some kind of free dinner or massage
Taking the time to talk and introduce myself and other teachers with new and old clients and listen to them.
We give complimentary workouts (a taste of what’s to come) with their consultation and this is our seller. we also remember birthdays and any event that is special to the clients