1. Create your Program! What specifically do you want to do? How often would you like to meet with employees? How much revenue are you looking to create? Do you want to offer alternative services (such as one-on-one training with employees who want some extra help)? What kind of businesses do you want to target? White Collar/Blue Collar? Large or Small businesses? You want to create a specific business plan including details about the actual Wellness or other program you’ll be offering. While you can make adjustments as necessary, you need to have things well thought and laid out before moving onto the next step.
2. Once you’ve established your business and marketing plan you’ll want to compile a list of businesses that meet the criteria you are looking for. I suggest targeting medium sized businesses the beginning, large enough that the business has ample revenue to consider your services, and small enough that you can handle their needs without hiring additional help from other trainers (unless you’re already at that point). You’ll want to find out the appropriate contact at the company, preferably the decision maker and have their contact info including phone and email if possible.
3. Next, draft a letter detailing your services, including a short introduction about your self and/or company; what you are specifically offering and the potential benefits to the employer (i.e. less sick days, more effective employees, etc). Most importantly talk about the financial benefits of having a corporate wellness program. Be sure to keep your letter short and precise, anything longer than a page would be too time consuming for the business. Also I would wait to talk about your fees and cost until you have an interview with the appropriate contact. Lastly it’s a good idea to have a few options for the business to consider based on their needs, budget and interest in the services you’ll be offering.
4. Follow up! Don’t expect the phone to start ringing with companies contacting you about the services you offered in your letter. Exactly 1 week after sending the letter, follow up with a phone call to the appropriate contact at the business. This gives them time to read the letter you’ve sent out and they’ll likely remember who you are and what you’re referring to when you call.
5. Don’t be discouraged by the likely rejections you’ll receive and remember that the only key to the letter and follow up is to get an in-person meeting with someone who can make a decision about investing in the services you provide. The in-person meeting is where you’ll want to really sell yourself and your services and be ready to provide them with the right information to make a decision. If you don’t get a commitment find out the best way to do a post-interview follow up; then follow through with any agreements you made during meeting. Best of luck, it’s worth it!