Building a business isn’t about convincing people to buy from you.
It’s about asking what they want, and giving it to them.
At our Charlotte seminar, I posed this as THE most important question to ask your clients, your staff, and YOURSELF:
What do YOU want NOW?
Let’s start with your clients.
They want fitness (luckily, that’s what we’re selling!) They might want coaching, might want CrossFit. They might want one-on-one instruction, or to participate with a group. They might want fat loss, or to improve sports performance. Or maybe just an hour where they don’t have to think. Maybe a place where decisions are made for them.
Are you asking them? Telling them how you’ll give them what they want? Or are you hoping they make that connection on their own?
Example: clients want weight loss. We sell CrossFit. They don’t know that CrossFit helps them lose weight. Are you bridging that gap?
Next, your coaches.
Do they want more work? More money? Less responsibility? More structure? More education? Do they want an opportunity to make a meaningful career? What would it take for them to quit their job and coach full-time? What’s their perfect day?
Have you asked?
What’s YOUR perfect day? Is it spent coaching, doing CEO work, or both? Is it spent at home, on vacation, or in the gym? Does it require more income? More coaches? A price change? A team playbook?
What are you doing TODAY to get closer to those goals?
In case you need to hear it one more time: being a great coach isn’t enough to get you to those goals. Working more hours takes you further from your “perfect day.”
Further reading: The Hustle Is A Lie.