In a previous blog strategies were outlined for attracting new clients with pain-relief needs. This blog will highlight techniques you can use to introduce corrective exercise services to your current clients so that they not only appreciate and benefit from your new skills, but are less reluctant when you raise your rates to be more in line with the specialty services you provide.
Make Your Clients Aware of Your New Skills: Get your clients excited about corrective exercise by telling them about any courses you are taking, conferences and/or lectures you are attending, seminars you are giving, and articles you are writing. This will make them aware of your interests in this area and help create dialogue so that you can take the opportunity to introduce corrective exercise strategies into their program.
Changing Programming: Some of your current clients may not be aware that you offer corrective exercise services. As such, they may already utilize someone else’s services to help them alleviate their aches and pains. In these cases you will have to work diligently to earn the opportunity to implement corrective exercises into their programs. Try the following strategies:
Offer Free Trials: A free offer or trial of your corrective exercise services is an excellent way to enable current clients to experience your skills and earn their business as corrective exercise clients.
Assess Imbalances: Integrate corrective exercise into current client programming by utilizing musculoskeletal assessments during their workout or session.
Remind Clients That You Are A Specialist: If you take every opportunity to remind clients of the corrective exercise strategies you have shown them, you will gradually solidify your specialist status in their eyes. Here’s how:
- Each time you show a client new corrective exercise strategies, take a picture of the person performing those exercises. Then either e-mail the pictures to the client after their session or print them out them so they can take the images with them.
- When discussing the details of the exercises such as how to perform them or how often, work together with your client to come up with directions for the exercises. Doing this will help your client remember exactly what they’re supposed to do with each exercise and, more importantly, get them to feel more personally involved in the process with you; this will increase their adherence and motivation to want to do these new “corrective” exercises.
- Include written instructions with the accompanying photos of their corrective exercises. The pictures and instructions are a great way to give clients tangible reminders of their experience of the specialty services you provide.
- If you want to truly keep yourself in the forefront of your clients’ minds, make personalized client workbooks or homework folders for them so they can organize their corrective exercise instructions. Creating individualized client workbooks dedicated to corrective exercise homework is a great way to get your clients involved and it also helps to brand your corrective exercise services.
Follow-Up With Clients: Whenever you have shown a client a corrective exercise strategy or technique they can use to help alleviate their particular ache and/or pain, follow-up with them in a subsequent session or appointment to review what you told them to do. Reviewing exercises in this manner will enable clients to ask you any questions that may have come up as they did the exercise(s). It also gives you the opportunity to provide them with positive feedback on gains they have made since utilizing the corrective exercises in their program (e.g., pain reduction or improved movement).
As you further obtain, develop and enhance your corrective exercise knowledge it is important to not only attract new clients, but inform current clients of your specialty skills so that you, your clients and your business can benefit