Ep:65 Never Run Out of Leads Again: 4 Gym Floor Strategies That Work

Alrighty team Matt here from PT Profit, Leverage and a lifestyle show studio pumped for today's episode. I just actually it's had to re record the episode because funny story, my, my battery was flat this morning. I just didn't drive it for the weekend and Monday morning it was flat. So luckily I was able to take Jess's car to drop the kids off at, at daycare and cheeky. 300 bucks for a new battery. But anyway the guy just arrived as I was doing the episode so we'll start again. But super juicy topic today. I was just actually on our coaching call and a lot of people were a hot topic or hot discussion was regarding leads from in the club as in how to get leads from in from the club essentially. Now let me just start by saying leads are never an issue with commercial facilities whether you're getting them from the gym or some other marketing strategies. So I'm going to go through just three or four different marketing strategies that you can do that you can get the club to send you. There's some other strategies, strategies as well that we, that we teach our clients. But I'm just going to go through the ones that you can get from the gym because they're the easiest ones to do. So let's get straight into it. So I'll go through, I'll go through three and then I'll give you a bonus one at the end for some extra value. So the first one. This is what usually happens by the way, before we get into that, this is what usually happens. Most personal trainers rely on just new members or even new members like PT packs, you know, jump starts, kickstarts, whatever they call them these days to grow the business. And that's all well and good. They're all hot leads, super hot leads. So they've actually like purchased like $100 or $50 worth of PT from the gym, which the PT never gets paid for but the gym makes them extra money. And yeah, because they're hot leads people have paid for pt. But the issue with that is or for one it's, it's severely discounted. So it's difficult to upsell to the normal price of pt. But the good thing is that they highly qualified as in they, they want some help or they see the value in personal training. So that's what most personal trainers do. And that's all well and good if you've got a super, super long term play, meaning you might get a couple of new clients, maybe one or two new clients a month and it's Going to take a long time for you to build up to a substantial income. But for most people like you and me, we want to grow a bit faster and we want to make more money a little bit faster. So let's go through three strategies to do that. So first thing is super simple. The new members to the gym, it should be part of the members, the members membership to get a what we call a free health assessment, free strategy session, free goal setting session, free PT session, whatever you want to call it to kickstart them off in the right direction when they first join the gym. Pretty much most clubs offer this but most pts don't actually take action on this type of stuff. So this is super basic. But what you really should be doing is having at a bare minimum a spreadsheet where all the new leads or new members go into the spreadsheet and it's divided between the pts evenly for them to contact a new member and, and give them a call and very strategically book them in for their free session or free health assessment. Now make sure when you're doing this you follow this type of script. Hey John, it's Matt calling from Jets Strathline. How are you today? Blah blah, blah. The reason for the quick call is I believe you recently, recently joined our gym, is that right? Yes. Perfect. I've got some good news. As part of your membership you're entitled to a free health assessment with me to make sure you're on track for your health and fitness. So I'm just going to book that in. Do you prefer during the day or the evening? Say it like that and you're going to get 90% of people booking in when they answer the call. Now second thing, when you're calling people, my clients consistently going to pick up rate of 40% or more. So many trainers I talk to say, you know, no one answers the phone. Well that's correct. If you're not calling during the right times, best time to call Saturdays between 11 and 1pm, Sunday between 3 and 5pm or Monday to Thursday between 5 and 7pm Friday afternoon is usually a bit of a write off. They're the best times to call. So as I was saying, the bare minimum you should have a spreadsheet where all the information is gathered and if, if the club isn't doing this right, what happens is because I've owned the gym before, right I, you know, I know what it's like for retention and stuff like it's a higher chance that the, the member is going to stay with the club for Longer if they're with a PT or if they have worked with a PT before. So it would be in the club's best interest to get as many people as possible to book in with the pt. Which brings me to my next point. If you can, and in most instances we can, can you implement it? Implement this into your gym as part of the onboarding process. Meaning when someone signs up to the club and they fill in the paperwork, whatever, collect the key tag, is it part of the process that they, for example, scan a QR code? Or the club manager or receptionist or membership consultant books them in on the spot for their first introductory session. This will automate leads for you for the PT by getting someone else to do this or getting a QR code set up. Now it's super, super, super easy to set up a QR code on Canva, for example, or if you're using a CRM like we' it can all, it can all be done through the CRM as well. Now let me just paint a picture here for you. Let's just say you're in a, I don't know, a Jets or a Snap Fitness, Anytime Fitness, those type of clubs. You guys are probably getting around 40 to 60 new signups a month. Now let's just assume that there's one other trainer. So you get half, half lead. So you get maybe 20 leads a month. Now what do you think's going to happen if you're a. You're. Let's do both scenarios here. The first scenario is you get a spreadsheet and you're gonna have to call everyone manually on like a Saturday. So your usual day off, you're gonna have to call people on Saturday to book them in for the following week. You're usually busy. Members always are. Not always busy, but members are out doing stuff, so they're not really wanting to talk to you, let's put it that way. So you've got to try and call them, which is a 40% pickup rate at best. Okay, so you're getting 40% of the leads. You instantly lose 60% of the leads just by having to do this. What would happen to your business if you were to make it part of the onboarding process where it's part of their membership to book in for for their free health assessment. Now don't get me wrong, not everyone's going to want to do this. Shout out to the cat just coming in. Not everyone's going to want to do this, right? But majority of people are happy to do it. They're 50. 50. So the stats tell us that seven or six to seven out of 10 will book in at the time of signing up. Because they're signing up. It's part of the process. It's part of the onboarding process from the gym to see the PC. Okay, that right there almost doubles the amount of consultations that you are going to get. Plus it's automated so you don't have to do any extra work for it. So that is a nice little bonus there for you. That strategy alone, if you can do that, will, you know, fast track your, your growth dramatically. Now the next one, MIA leads missing in action. What this means is people who haven't attended the gym for 30 days or 90 days, the gym can pull a report that can do this. They're purely focused on retention. Okay. So usually what happens is the club is actually usually doing the phone calls to check in to make sure people are okay. They're coming in to use the gym. So usually this happens after 30 days of not being active in the gym. So all you need to do is say, hey, look, I know you're super busy. I want you guys to signing up, signing up more members. Would it be okay if I take over the calls to try and get people back into the gym? That's all you gotta say. Most of the time they're like, yeah, go for gold, mate. You're not going to get paid for it. But also the opportunity is there for you to get more clients from it. So the club's going to save money and it's another opportunity for the pts to interact with the members. Because remember, at the end of the day, people who see personal trainers get better results and they also stay at the club for longer. Sorry, I'm just distracted by my cat. He's just, he's just sat in the corner. So he's, he's on the zoom right now. He's making an appearance. His name is Zazu. Make sure you say hello to Zazu. The next one is birthdays. Very underrated strategy. Now let me just give you context. This is a low quality lead, but there's still a chance for conversion here. And if you're just starting out, very good way to get to know people in the gym. Worst case scenario for this, you get a bunch of a heap of brand exposure and brand awareness. So birthdays, let's say for example, there's a thousand members in the club. That means if you got a thousand divided by 12, that is, what's that thousand by 12? I should know this. 83. 83 people would have birthdays on average for that month. Right now we're in April. So 83 people would have a birthday on average for this month. Call them, call them, wish them a happy birthday, give them a gift. Now most like 90% of personal trainers will never do this, never do it. They just rely on PT packs as I said. So if you're wanting to stand out, it's not rocket science. Is there any very small things that you need to do that make a big difference? So I just completely lost, lost my train of thought. Okay, I'm back. Birthdays. So 80, 80 people per month. So basically if you think about it in 12 months time, if you did this every month for 12 months, you would have talked to pretty much every single member in the club. You would have talked to over a thousand people during that 12 months. What do you think the chances are if you of you growing a successful business and getting clients, if you're talking to a thousand people per year just on this strategy, chances are you're going to be doing quite well. Because it's numbers game, it's lower averages. Eventually you're going to find people who want your help and service and willing to pay. So this is what you do for the birthdays. Very similar script to the new members. You'll notice my terminology is all very simple. Hey John, it's Matt from Jets Strathbahn, how are you? Blah, blah, blah. Awesome. John, hey, the reason for the quick call is I believe it's your birthday coming up very soon. Is that correct? Yes. Oh, how did you know my birthday? Oh yeah, look, you know we keep tabs just to make sure we wish you a happy birthday. Have you got any plans? What are you, what are you getting up to? This is where you're building a little bit of rapport. A bit of a bit of rapport. Perfect. Perfect. Hey John, like I am calling for some good news. Actually we're actually going to give you a gift for your birthday. So you're going to get free health assessment plus a free protein sample to help you, you know, you know, get on top of your goals bit faster. That sound good to you John? Yep. Beautiful. Let's book in the health assessment and then I'll give you your protein sample during the health assessment. Would you prefer this time or this time? Cool. So the reason why I'm doing a sample and you can do whatever you want. You can do a PT session if you like or you can do a nutrition ebook, whatever you're thinking, what's going to be valuable for them to come in to do the health assessment which is a consultation to then upsell to PT to get X, Y, Z gift. You are going to get some people that just say no, no, I'm not interested, I'm all good. You know, save the gift for someone else, that's fine. But the people that do come in are a 50, 50 chance of upselling to personal training. Worst case scenario, as I said, you get brand awareness, you get practice selling your service and you become better over time. And guess what? When they do need help or if they know anyone that needs help, guess who they're going to go to? You. Business is a long term game. You can't be in business for short term and be successful. Okay, so these are the three. So you've got new members, your mis, and you got birthdays. Now I told you I was going to give you a bonus strategy here. So this is the fourth strategy. I want you to do 90 day reviews with your leads. What that means is once they're a new member and they've been in the club for 90 days, you're going to call them again and do them Give a free 90 day review. Review to make sure they're still on track with their progress. For the people who book this in. And again, very similar script. I'm not going to go through it again, but it's a very similar script. People who book this in tells me that they're not happy with their progress. And quite simply all you got to do in that console is slightly change it to be like cool. You've been in the club for three months, what are your results, what's working, what's not working, why do you think you're not on track? And they'll tell you everything. I'll tell you everything. Okay, cool. Well, would you be open to trying something different to get you back on track? Yeah, okay, I would. Sweet. Let me show you how it works. Boom, boom, boom. Then new clients. 90 day reviews are actually pretty warm leads for the ones that book in, the ones that and the ones that don't need help. They'll tell you straight away they're not going to waste their time. Okay, so there, well that's really four strategies there. So you got new members, you got 90 day reviews, you got MIAs, they're missing an action. And you got birthdays. Now this is one of the reasons why. And we've got some other strategies as well. This is one of the reasons why my clients at minimum get at least 40 to 60 leads per month without even doing all these. If if they if I'm including MIAs and birthdays, it's at least 150 leads a month, but the MIA and birthdays are a backup if required. There's some other strategies that we do that take a higher priority because they're warmer leads, but you should never have to complain about not getting enough leads because it's so easy. Once you've done this episode, you should never have to worry about leads again. And that's it. So I'm going to leave you there, team. Nice and nice and short. Nice and simple. If you got value from this episode, make sure you give me a shout out. Not so much a shout out, but just send me a message saying you enjoyed it. It's always good to hear the feedback and only way this podcast grows is if you share it with other people. So if you do happen to like it, please share it with another personal trainer so it gives them some value as well. But until next time, peace out. I'll talk to you later on.