Diligent follow-up is the most underrated and easy to implement sales skill. It takes and average of 8 touchpoints to get a prospect to make a decision.
BE PREPARED! Lion king flashbacks anyone?
The most significant mistake fitness professionals need to correct when it comes to converting leads, is cutting their follow-up short.
It takes an average of EIGHT(8) touchpoints to get a prospect to buy. The average salesperson stops after 3. That means we can win, simply through tenacity and diligence. If we apply some skills to that, we’ll do even better.
Here’s the tricky part – Just 10 prospects would make that 80 touchpoints. 50 prospects in the busy season? 400 touchpoints!
It’s easy to see how people fall through the cracks.
Here’s the secret to making it easy – Open with a custom message, automate three, personalize one more, and automate the last three.
Remember, the goal is to get people to RESPOND. Once we’ve accomplished that we can focus on getting them to enroll.
Here’s a scripted example flow for ya!
1- PERSONALIZED selfie video – “Hey, Janice! Mike here, thanks so much for reaching out. I love it when people take the next step in their fitness journey. The link below goes straight to my calendar. Let’s get you set up with a complimentary strategy session this week! Talk soon, see ya!”
(Auto sequence 1 – 4 paths, depending on your clientele – Fat loss, Mobility, Athletics, Quality of life)
2- AUTO Text – Hey! Just emailed you an article about (Goal) check it out and let me know what you think!
3- AUTO Email – Greeting and article
4- AUTO Text – Hi Janice, I know it’s a crazy time of year, but the good news is, I’ve got some flexibility this week. Let me know what day works best.
5- PERSONALIZED CALL – VM if no answer. “Hey, Janice, a spot opened up last minute for tonight. I wanted to give you “first dibs” before I gave the spot to someone else. Let me know!”
6- AUTO Text – “Quick video about one of our members, I thought you’d like.” Link or Embed
7- AUTO Email – “Ya know, it occurred to me you may still have some questions. Here’s a quick FAQ to help you out.
Include 5-7 FAQ’s that overcome common objections.
8- AUTO Text – “I get the impression you’re just not ready. And sincerely, that’s ok. I’m going to go ahead and close out your spot so I can open it up for another athlete. Please don’t hesitate to reach out if you have any fitness questions, I’m always here to help.”
Pretty simple right? Yeah, there’s some timing involved and definitely a little setup, so with that in mind, feel free to reach out to the Naamly team to back you up! We’re good at this stuff!