So we all know that growing a business is about getting new leads, converting them and keeping them as long as possible.
I talked about it a few weeks back as well but I wanted to re-visit to share an amazing strategy session hack that I know will help you.
Each time I ask a fit pro how many new people do they need, of course, the answer is always as many as possible. I do encourage you, however, to get more specific and make sure you have a system in place not only to sell them but to make sure they come in!
This question almost always comes up in every call I do weekly, ” how can I increase my show rate?”
Awesome and important question for sure but what I have noticed is that everyone talks about lead follow up, confirmation calls, phone scripts, and software but hardly about an incentive for the prospective lead.
I also know some fitness business owners that charge $15 deposit for a strategy session that the person will get back when they show up or put it towards their membership but I don’t love this way because to me it seems like negative reinforcement and I wouldn’t like that personally.
I want to earn their business and I know that you do too. I want the relationship to start off from a place of giving.
I like to overdeliver and so do you!
Here is what I do that has worked like a charm:
First, we call it a “strategy session” and sell it that way as well. It’s NOT a sales consultation. People generally hate those. I think it reminds them of going to a car dealership to buy a car and not a person on the planet likes that! LOL
Here is the KEY…When we set up the appointment, we make it very clear that it is exactly that, a session to come up with a strategy to get the person what they want.
Sounds simple but there is a difference. Our strategy session comes with 5 tangible items that they will actually get and keep whether they sign up or not.
- Body Composition Analysis with a printout.
- Functional Movement Screen with a printout.
- Complete Nutrition Journal
- Goal Setting Workbook.
- 6-Week At Home Fat Loss Program w/ videos
You cannot tell me that this is not more of a reason for someone to come in for a strategy session than just some cheesy sales presentation. Not that our sales presentations are cheesy but we have to have the mind of the consumer.
Not only do they come it but they are excited too! It’s genius. Critics say it’s too much to give but I say bologna.
I love that fact that someone could pass on the training with us and still leave with something and actually reach their goals if they followed the plan given.
Not only that, they also have all the info they need to zero in on the goals they set! Their strategy session becomes a win-win for them and your show rate increases dramatically.
Just as a reminder: you need to know how many total leads you need each month based on how many of them set up the appointment, show up for the appointment and how many of them you close.
These are KPI’s that are non-negotiable and I would make sure that I have this part of my business down to a science.
4 years ago when I started my business in a small 1000sq ft facility, I was clueless on this stuff. I suffered for it too.
You don’t need to.
Start tracking everything asap and dial in your marketing based on the numbers and you will succeed!
Go crush the day!
To your success,