Accountability

Accountability is a term often thrown around in our personal and business life.  It seems like everyone knows the importance of being accountable for their actions, but very few give the term any muscle.

In the simplest of definitions, accountability means being responsible to somebody or to/for something.

How many of you truly hold yourself accountable?

How many times have you not completed a task or goal?

How many times have you not made good on a commitment?

The ability to hold ones’ self accountable is a personal choice.  It is a conscious effort to sort through the riff-raff in life – both personal and business – and identify the priorities that are going to set one apart and be successful.

Here’s a story.  “Earlier this year I ran into some car troubles – the transmission in my truck needed to be replaced.  At the time, my financial situation would not allow me to pay for the full repair.  I have used the same mechanic for years (Auto Service House), and they have always provided me with outstanding customer service.  Because of the relationship I have with them, we were able to set up a payment plan that allowed me to get my truck repaired in a timely fashion and be back in business.  The plan was simple: pay half now, which allowed them to purchase the transmission and not carry the cost, and then pay the remainder of the balance in 30 days. The repair was made and I picked up my truck with in 3 business days.  On the 28^th day I paid the remaining balanced owned.  The shop was excited that I not only paid the remaining balance, but also that I paid early.”

Here is the point of the story.  Although people say they have trust and confidence in others, the reality is that on the inside they’re nervous and distrusting.  When you make good on your word, keeping yourself accountable, people are truly impressed and have a restored belief in people and/or business. 

It is truly amazing that the act of simply keeping yourself accountable is the exception and not the rule in society.

Take this lesson and apply it to your day-to-day operation.  Create a business and time management schedule, set up goals and objectives, and become accountable. 

You will make hundreds of choices through out any given day.  Make the choices that put you in the best position to stay accountable to what you desire most.

Client Development

6 keys to client development

1. You must get in front of prospective clientele
2. Be understanding and empathic to wants and needs of your target market
3. Speak to your prospective and current clientele in benefit-orientated language.
4. Present yourself and/or your business as the answer to the wants/needs of yours clientele.
5. Be adaptable
6. Follow Up

You must get in front of prospective clientele

The business of personal training is ‘Personal,’ and to that extent it means becoming more personal.  The best known way to get personal with someone is to physically get in front of them.  Please don’t misunderstand: all the ways to market your business are important, but the bottom line is that all that internet marketing and social networking is designed to get the prospective client to have direct contact with you. 

There are many ways to get in front of prospective clientele: one-on-one, in a group setting, through word of mouth referrals, and by replicating yourself.  Just get off your butt and meet your target market!!!

Be understanding of and empathic toward the wants and needs of your target market.

Being able to grasp the struggles and concerns of your target market will allow you to communicate directly to the prospect, either through your marketing materials or in any personal situation.  Knowing the emotional buttons to push to help lead your prospect where they want to go is vital to the success of your business.  This is by NO means a harsh sales tactic. The truth is, if the prospect is willing to read and/or listen to the information you present, they are viewing you or your business as a means to an end. 

Speak to your prospective and current clientele in benefit-orientated language.

Don’t waste your time going through all your credentials and latest and greatest exercises.  Those are just features.  Talk to them in terms of what you can do for them.  Talk to them about the results they can expect if they take action with you.  Keep the conversation focused on their wants and needs.

Present yourself and/or your business as the answer to the wants/needs of your clientele.

Once you have established an understanding of the needs and wants of your prospect and have spoken to them in benefit-orientated language, you can begin to present yourself, your business or your program as a means to an end.  Show them how they will achieve the results they most desire by adhering to your guidance and direction.

Be adaptable.

Be able to match the services and programs you offer to the needs and wants of your clientele.   Not all clients’ goals are 100% the same – there is always a little variation.  So be able to adapt to those situations.

Follow Up.

Follow up is huge.  This is how you keep your client accountable to their commitment to you and how you keep accountable to your client.  This also follows under the realm of ‘Say what you’re going to do, and do what you said you would.’  This applies to current clients, prospective clients and life.   This is the critical step that allows you to solidify your position as a professional.

Dealing With Set Backs

No matter how great our intentions maybe, no matter how well we organize our time we will eventually run it to set backs.  So the real question is, how do you deal with set backs? 

Since we understand set backs are simply a part of life, we need to develop a plan of action to deal with these moments so that we can remained focused on both our business and the matter that caused the set back. So here is the quick and dirty way to deal with the inevitable set back:

1. Create a time management chart.  This chart should be used to account for each hour of the workday.
2. Create a 'To Do List' or objectives list for everything that you need to accomplish in the work day.

When the inevitable set back occurs take a step back and ask yourself:

• Does this matter really require my attention right this minute?  Often times individuals give in to panic and create a mountain out of mole hill sort to speak.  So, really think about the importance of the set back.
• What needs to be done to deal with the set back?  Create a brief game plan to deal with the situation. 
• Do I have all the information needed to properly address the set back? 
• What do I need the desired outcome to be?

You would be surprised by running through the short list of question how much more effectively you will be able to handle the inevitable set back.

There are moments that you attention will need to be immediatly divert.  It is in these moments that by having a time management chart and a to do list that will allow you to get right back in the driver seat and allow you to make the most effective use or your time when it is available.