Finding leads is an important key in any sales funnel, as important as your services, conversion and retention, the lack of leads flowing into your sales funnel will give you a hard time growing your health club. And as important as the number of leads you have coming in is the quality of your leads.
What you want are leads that are pre-interested, pre-qualified and pre-motivated. In some cases your leads would have just a small amount of interest and that’s ok what you want to do is orchestrate and develop this amount and motivate your prospects by deepening relationships, basically showing them why your health club is the best choice. Although you might be encountering prospects that are ready immediately, those that are interested and motivated but there will be some that you will have to put some work on. This process may take quite some time to develop in cases it might take more than 12 months but the key is stay in front of these prospects so when the time comes that they are ready you become an obvious choice to them.
Here are a few tips how you can stay in front of these type of prospects.
- Through booklets or articles
- These are content that add value to your prospect that will help set-up your club as the authority for certain needs and topic. This is something you can do once a month or even every two months.
- Newsletters
- This is broader in a sense that you could input more than just an article. An interview or a case study. In this way you are able to provide useful information on a monthly basis. Also to save on cost this can be done electronically.
- A weekly video
- Focusing on improvements you are making in your health club or training tips maybe even interviews and testimonials, something that you can put in your newsletter or even send direct via email. With this you are able to address your prospects from different perspectives.
- A live seminar
- Done in your health club with various topics that can attract both members and non-members to check out your health club. This also serves as a lead generator.
- An online webinar
- The perfect spin off for your live seminars, but with a broader scope. For those who don’t have time to go to your health club they can join you for 1 to 2 hour live session.