The 3 Keys to exponentially growing your PT business without even generating any new leads
As I write this I am sitting at Perth airport waiting for my flight to Brisbane to
meet over 30 personal trainers from around Australia which is very exciting. As I sit here I am recalling a conversation I had with a Personal Trainer yesterday regarding monitoring your influx of leads, qualifying and increasing the quality of.As personal trainers we are constantly searching for leads, lead generating techniques and new clients but what happens when you receive an enquiry? Do you forget about them? Do you monitor your leads? Do you qualify them?
So many personal trainers receive leads and enquiries only to let them go and forget about them. Most of us have done it including myself, told someone we will get back to them and dont, or you write their details down and lose it or perhaps even forget to get their contact details before parting company.
Some of you may be thinking well thats great Jason but yes I do qualify, I do monitor and I never miss any leads. Really? Are you sure? Are you sure enough to be unsure?
If you truly want to maximize the growth of your PT business it is vital you test and measure for results, to ensure your business is achieving its KPIs (Key Performance Indicators) and targets and stick to your exciting and achievable plan.
Ok so you have implemented several lead generating strategies and you are getting some leads... What now?
Im sure there is a good possibility you already have systems in place but perhaps the following steps can assist you in even further improving your quality of leads and ensuring no leads slip through the cracks.
Step 1) Action List
As soon as you receive an enquiry generally over the phone, email or Facebook it is important to schedule them in for a free consultation to up sell personal training ASAP. Whether you are a contractor in a gym, operate an outdoor/mobile business or have your own studio quite often you will receive enquiries that require you to contact them to make an appointment. The following procedure is the procedure I personally use as well as 100s of successful PTs Australia wide including my coaching clients to ensure no lead is left untouched.
As soon as you receive an enquiry you enter them into your action list. What is the action list you ask? It is simply a spreadsheet that has 3 sections: Free consultations to be booked, Follow ups to be booked and PT sessions to be booked. For an example of this spreadsheet simply email me at livefreehealth@hotmail.com and I will send you a copy.
The reason why this action list is so powerful is because firstly you can see all of your active PT clients who are not booked in yet (lost income) secondly how often do you schedule an appointment that they cancel or not show (perhaps from not confirming) and then you never speak to them again? By updating this list everyday you can place all cancelled inductions and follow ups on the list to be called. Thirdly every lead and person you know in your business that has not been booked in for their PT session, Induction/free consultation or follow up is on the list to be seen on one page. How awesome is that!
Now if you update this daily you will almost never run out of leads or people to schedule for appointments.
Note: Whenever a prospect contacts you in any way, shape or form you place their details in the section to be booked for free consultation
Step 2) Ultimate Database
Quick update I am now flying on the plane to Brisbane typing this article, pretty cool.
Im sure as you are sat there you probably have a database. Maybe a client database, email database and an ultimate database, perhaps even others. In business we are constantly looking for ways to rapidly increase our database so when we send out our monthly newsletters and promotions our message reaches a larger population and our client base increases.
Personally when I receive an enquiry of any kind; phone, text, email, FB or other I immediately enter their details into my action list, email database and ultimate database. What we are discussing here specifically is the ultimate database. The ultimate database consists of everyone and anyone who has shown any interest in your services of any kind and can be a simple excel spreadsheet that includes all their details; name, phone, email, birthday, comments etc...
Step 3) 1/31 System (Follow Up)
Have you ever done an induction/free consultation with someone before and that person tells you they are going to sign up for PT DEFINITELY... But never do?
If the answer is yes then you will find this next system a dream.
This system is so simple yet so powerful most of the worlds top sales people use it. This system combined with the above two will exponentially increase your client base without having to generate any extra leads. The system is the 1/31 system. Some of you may have heard of this system and if you do use it you already understand the power of this very basic strategy.
The primary function of the 1/31 system is to follow up on all missed PT clients. When you up sell PT in the free consultation you then place their details sheet either in their personal profile or client file. But what do you do with the details sheets (Par Q, Pre x, PDS or whatever you call yours) of the people who you induct but never sell PT too? Do you throw them out to you place them in a file to collect dust? What the greatest trainers and sales people on the planet do is the following.
Purchase a simple file and place the number dividers in side (numbers 1-31 representing the date). Then whenever you complete an induction where you dont sell PT to the prospect you place their details sheet in todays date. Example todays date is the 7th and lets say the prospects name is Jill, I would place her details sheet under number 7 in the file. Then what I would do is on the seventh of next month when I come to Jills details sheet I will give her a call to follow up see how she is going and perhaps even offer her a free session to attempt to up sell again.
The key is to check everyday under todays date and contact whoever is in that part of the file. The recommended follow up process would be 1 month later, 3 months later, and then 6 months later. So each details sheet stays in the 1/31 file for 6 months then you can archive them. I generally just placer a notch at the bottom of the details sheet signifying where I am up to with the follow up process (how Many months).
Imagine how many extra clients you will pick up if you service people through the 1/31 system, following up, keeping an ultimate database and keeping an updated action list. All without generating any extra leads.
I understand some of these processes may seem a little tedious or time consuming but I guarantee they are not and when they are used effectively they are very powerful strategies.
For an example of the action list or any questions simply message me or email me at livefreehealth@hotmail.com
PS. The first 2 people to message me responding to this article will win 4 weeks absolutely free one on one coaching.
Yours in Personal Training
J
The 3 Keys to exponentially growing your PT business without even generating any new leads
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