We talk to gym owners every day. When asked what the biggest struggle they face each day is, the most common answer we get is sales and marketing.
How do I get more leads?
How do I get better quality leads?
Should I put up a Facebook ad?
Should I increase my ad spend?
These questions and more are asked every time the “sales” subject comes up. But there are a number of things that you probably aren't doing that can help you generate more sales right now.
Here are the top 5 things you need to do every day to increase sales at your gym.
1. Ask for a referral from at least 1 client. If you aren’t asking for referrals, then you are “hoping” your clients will remember to refer you to their friends and family. But your clients’ lives are busy, They have more important things to do than sell your gym for you. So you need to personally ask them all the time.
When your clients get to the gym, during the workout, or on their way out, personally ask at least 1 client each day for a name of a person that would benefit from working with you.
As simple as that sounds, it is the one thing that we get the most pushback on from gym owners. We hear things like “I don’t want to pester my members,” or “If they wanted to refer they would.”
Your clients love you (obviously), so by asking for a referral you are not bothering them. Rather, you are helping them to spread the message that your gym provides to those they love. And in turn, you are helping them stay accountable by bringing in those they care about.
2. Call 5 former members. Members come and go for a number of reasons. Staying in contact with them will allow you and your gym to stay at the top of mind when they are ready to begin a new fitness journey.
Make a list of your former members, put it in a spreadsheet, and physically call at least 5 each day. Don’t send a text or an email. Actually call them.
If they answer, don’t try to sell them right away. Ask how their health and fitness program is going. Ask if there is anything you can do to help. Come from a place of service, and if the opportunity arises, invite them back in for a session or a class.
If they don’t answer, leave a quick voicemail with the same message of finding out how they are doing. Follow this up with a text. If you do this every day, you will get some that want to come back.
3. Create a private Facebook group for your local area. Before you start spending a ton of money on ads, spend time growing your leads organically with a FB group.
Call it something like Health & Fitness in [your city]. Invite people who live in the immediate area to join. Add content, and create some free resources that add value to the group. Every person in your group is a potential new member. Treat them as prospects and create as much value in what you do as possible.
Use this group to promote challenges or other promotions for your gym. If they belong to your group, they are interested in what you do, so use this as a lead generator.
FYI, this is not a group for your current members. They are already your clients, so keep this group to non-members.
4. DM everyone who likes or comments on your social posts. If someone engages with your social posts, they are a potential lead. Send a quick message asking how you can help them in their fitness journey.
Avoid being pushy, or trying to sell them anything too soon. Nurture the relationship with the intention of getting them to come to your gym. If you offer online coaching or programming, this is a great way to increase your online revenue as well.
5. Email your list. Your email list can be a goldmine, regardless of what some people think. The average persona gets 500 to 3000 emails every day, so if you are only emailing your list a monthly newsletter, those emails are more than likely getting deleted without being read.
Reach out to your list at least once per week (daily is best). Don't worry about being annoying, they can always unsubscribe if they don't want your emails, and you don’t want names on your list that aren’t interested in what you do.
And don't stress out too much about content. You probably have plenty of content that you can reuse; from blogs, social posts, or other emails. The key is being consistent, not overly original.
If you do these 5 things each day you will add new members, and hit revenue numbers you have never seen before.
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