We spent an incredible week filled with exciting encounters and insightful conversations with over 40 gym owners lead by Pat Rigsby and Doug Spurling. We delved deep into the art of crafting follow-up sequences to secure those coveted discovery calls. Let me tell you, the interest and enthusiasm surrounding this topic were off the charts! So, I’m here to share some key takeaways that will help you create killer follow-up sequences of your own.
- Focus on the logical next step: Building trust and showcasing value is crucial before prospects commit to a membership. To achieve this, start by simply initiating a conversation. It’s all about taking that first step together.
- Engage through either/or questions: Tailor your questions based on the prospects’ initial inquiry. For instance, ask them if they’re interested in learning more about fat loss or stress management. This approach invites engagement and demonstrates your attentiveness.
- Let your vibes shine: Inject some energy and personality into your follow-up by leaving a friendly voicemail. Remember to smile while recording! Alternatively, consider sending a quick video to establish a personal connection. Let them see the real you.
- Communicate via their preferred medium: Some people love texts, others prefer emails, and some respond best to phone calls or videos. Experiment with different channels to find their mode of choice. It’s all about meeting them where they are.
- Simplicity is key: Don’t overwhelm prospects with endless options. Keep appointment scheduling straightforward. Offer specific time slots to streamline decision-making. Think of it as guiding them through a funnel of choices.
- Track your interactions: Whether it’s pen and paper or specialized software, make sure you keep tabs on your follow-up efforts. Having a clear record of conversations helps you stay organized and ensures everyone on your team is on the same page.
Now, let’s dive into some pitfalls you should avoid, as they can hinder prospects from responding and ultimately joining your gym:
- Be your authentic self: Using fake names to connect with prospects is a big no-no. Building trust requires honesty and genuine connections. Embrace your true identity.
- Focus on individuals: Remember, this is a relationship game. Treat each person as an individual rather than addressing them as a group. Personal connections go a long way.
- Guilt is not the answer: Avoid guilt-inducing statements like implying that someone is choosing mediocrity for not booking a call. Positive reinforcement always triumphs over negativity.
- Apply personal relationship skills: Remember, prospecting and follow-up are about building relationships. Leverage the experience you gained from your strongest personal connections to guide you.
Finally, what if your prospects start ghosting you? Fear not! Here are three ninja moves to reignite their interest:
- Share your story: Connect on a personal level by sharing your journey and why you got started. Authenticity breeds trust.
- Social proof speaks volumes: Showcasing testimonials and social proof allows prospects to see themselves in the success stories of your current clients. It creates a sense of belonging and trust.
- Give them a Gift: Show your prospects some love by offering them an eBook, a guide, or a set of starter workouts they can do on their own. By providing value, you’re helping them while leaving a positive impression that may inspire action in the future.
Follow-up sequences are the secret sauce to building relationships that convert prospects into loyal members. Embrace authenticity, stay engaged, and remember that it’s all about making genuine connections. Go out there and create unforgettable follow-up experiences that leave your prospects excited to join your fitness community. Let’s make magic happen!