As personal trainers we all want to know the latest and most effective marketing strategy to generate new leads into our business however you may be wasting money . Lets say you have amazing marketing material going out into the community about your studio which generates 30 new leads for you each month however you are only converting 10 of those into new clients.
Had a conversation with a studio owner this week after doing a 3 hour sales training session with his team, I discovered that they really need ongoing assistance with the sales process. He was too acknowledge this however was also excited about the new 12 month marketing strategy he was working on (a very important part of the business).
Now this is a quick reminder that we need to be looking at the whole business when we are looking to grow, if you were to invest 100′s even 1000′s of dollars into marketing yet your sales process what not converting at least 80% of enquiries then it’s wasting dollars. Take a step back and look at your sales numbers, does that process need improving first? Some basic numbers you need to know is how many enquiries you get, how many of them make an appointment, how many show for that appointment and how many then become a client.
I chat to many personal trainers and the majority of them have no idea their conversion rates and when asked tend to overestimate what they really are, when we do implement a system and start tracking these important numbers they are generally at least half of what they first thought – it’s a real shock for them!
