The Dale & Kyle Show

In today's episode we're talking social media hacks.

If you’re not doing anything on social media at the moment we recommend starting with Instagram. Stick at
it and you’ll get better as you practice.

People like seeing themselves on social media so sharing pics of your clients is great (with their permission).

Dale’s tips for posting:

• Best time of day: 6-9pm at night for morning clients
• #hashtags to include: location, city, type of training, business name, fitness, fiffam, outdoor training,
• bootcamps
• Best things to post: A mix of group shots (popular) and promotions

Social media is great for helping clients keep their finger on the pulse and engaged between sessions and
while they’re on holiday.

If you want to take things to the next level, set up a private community like a private Facebook Group.
If you’re unsure whether to have a group that’s open to everyone or just existing clients, answer this
question: Are you using this to deepen what you have or just give people a taste?

If you want to do both you could always have 2 groups, one for clients and one for everyone.

One thing you must do is be clear about the purpose of the group. What is this group for? Why does it exist?

How will it help it’s members? If you don’t have one people that’s clear people won’t engage.

Links:

• Facebook Insights – check when your clients are on social media
• Adobe Spark Post (iTunes) for photo editing
• Canva.com for making awesome images

We kick off today's episode by talking about the relationships we have with our clients. When you attract like-minded people (see last episode) you’ll inevitably end up being friends with some people and that’s OK. This will also create an environment where clients will become friends with them. One thing to be wary of is inner circles or ‘cliques’ that may form in your group. Make sure you’re still trying to make everyone feel included. Keep moving your attention around the group.

Dale has found friendships have been a huge part of the success of his group.

Dale Tip: Learn as much as you can about your client. Get to know them.

Find out things like their partner name, favourite sporting team, kids names, birthdays, what they did on the
weekend. Write it down at first and over time you’ll remember these things.

We also discuss the topic of Wellbeing ie. someone’s base level of how OK they feel.

Fitness is just one aspect of Wellbeing, Nutrition is another, but there is also Mental Health (handling stress,
how do you feel when you wake up in the morning?). Meditation has come back to help with this.

Spirituality is another big aspect.

Kyle defines spirituality as the understanding of yourself and what you want. It’s also the understanding that
your actions impact the world around you.

If someone isn’t coming to our sessions the problem might not be that your workout isn’t good enough or
you’re doing something wrong. It could be in one of these other areas.

We need to meet people where they are at. For example: Don’t smash someone in a workout who has low
Wellbeing. On the other hand if someone is feeling great, let’s help push them.

Links:

• Brené Brown – Listening To Shame
• Chris Neason – Better Exercise Physiology

In this episode we're talking about marketing. The first thing we want to highlight is that there is no one formula for marketing your business. You need to work out what works best for you. 

Dale has tried a ton of different things: letterbox drops, Facebook promos, flyers up in cafes, etc. What he's found that's worked best for him is Google Ads. 

Dale pays an expert to manage all of his Google Ads, it's expensive but he still get's a good return on investment. It takes up no extra time for him so he can focus on running great sessions and his business.

This is what work's best for Dale. How can you get leads in your area? Use trial and error.

Take some time to learn basic marketing skills instead of just following a step by step process in the
latest fad.

Being able to write good copy translates across all different kinds of marketing so it’s a great skill to have.

Some tips:

• Ugly gets attention. You don’t need a graphic designer for your marketing flyers.
• Less is better. Just share enough to get people contacting you. Don’t overwhelm them. This seems
• counter intuitive we know.
• The best marketing is usually from work of mouth. See last episode.

Now on to the main part of today’s episode, are you marketing too much? Are you just spamming people?

Check out Simon Sinek’s talk or book below and get really clear about Why you are running your business.
When you know what you stand for, like-minded people will be attracted to your business and will be
wanting to sign up.

Do this by:

• Soft selling (inviting people to join you) instead of hard selling (limited-time, heavy discount, sign up
• now)
• Avoiding heavy discounts just to get people to sign up. You’ll attract the wrong kind of person.
• Letting go of leads that aren’t ready to sign up. Be understanding.
• Avoid quick fix tactics that boost you short term but hurt you long term.

Get help, read books and learn about marketing in general. It will help you either do it yourself or
communicate with someone who can do it on your behalf.

Links:

• Start with Why – Simon Sinek (I did the audio version and loved it)
• Start with Why – TED (for those who want the short version)

Welcome to Season 2 which is all about finding and keeping clients!

We’re going to pull apart each aspect of this topic and do a deep dive each episode into one aspect.

Episode 1 is on our favourite part of finding and keeping clients: Building Community

Let’s dive in:

The first thing to know about building community is making people feel part of something. Do this through
making it enjoyable and creating teamwork. Check out one of the fun workout podcast episodes we’ve done
(S01E05 and S01E10).

Here’s some other tips on helping people feel a part of something:

• Being welcomed/greeted
• Make it their thing outside of work/friendship circles
• Surrounded by people they feel like they know

So how do you create that? Here are some of our tips:

• Start at your workouts –> make them a community event (check out planning the perfect session)
• Come for the trainer and exercise, stay for each other
• Social events – they want to interact with each other in another way
• Facebook group or whatsapp style group

During session be sure to:

• Introduce new clients to group
• Create discussion among the group by remembering personal things about clients
• Find out what they are doing – make notes
• Create conversation during stretches – eg. what are you having for dinner?

Dale translation: Aks means asks

Make sure you’re getting people to buy in emotionally – do this by committing to what you’re selling. Be
yourself and you’ll attract like minded people which will make it easier to create community.

One thing Dale has been doing is creating a play environment (see book below) so people can be something
they’re not normally allowed to be in any other part of their life. Life can be stuffy, give people a place to
break loose.

Finally, do it right and people won’t even realise what you’re doing.

Links:

• Play by Dr Stuart Brown
• Dr Stuart Brown TED Talk: Play is more than just fun
• Energetic Education Podcast
• Steven Kotler on The Joe Rogan Experience talking about Flow States (language warning)