Most leads who sign up are very interested in the services you have to offer but some may not yet be ready to financially commit to the program just yet. This is the time where you need to build a strong relation with the lead by giving them more content that is strictly revolving around their core offer they signed up for.
During this period the duration of each lead could average anywhere from 1-2 weeks or even 1-2 months. Sometimes these leads who do not commit financially yet or says no does not mean they won't buy your services in the future. It just means they are not quite ready to commit just yet!
Most of our clients get their highest return on investment from leads who signed up for their program weeks or months ago. During this time period they are well nurtured and educated about the program. And we have since then maybe even talked with them over the phone and built a strong relationship with them.
It is your responsibility to call the lead as soon as they sign up. Because they're going through a decision process and immediately when they signed up they have took the liberty to give you a answer that they are interested! During this moment of excitment you have the opportunity to answer some of their questions and transition them from the phone call to the actual walk-in or sale. The longer you wait to contact them the less interested they will become., and that moment of excitement has to be re-established.
Some clients are having success selling them on the phone and some may transition them from the phone call to the face to face consultation or free taster session. It is important to use whatever works best for you and to test different approaches.
If this is a local business it is very important to use text messaging. Text messaging has an over 90% open rate vs emails being at a low 30%. Use that extra form of communication increases your chances of reaching out to the prospect and converting them into a client.
Awesome text messaging softwares:
- success engine (links with infusionsoft)
- call loop
- EZ texting
Email marketing is still to this day the best form of marketing out there. The reason is because it hits users with content and builds a solid strong relationship with them and helps them to make financial decisions in going foward with your services. Fit pros, e-commerce websites and so many other get their highest return from email marketing.
Ideally by capturing their information from Facebook you can start building a relationship with them on a short term and long term scale. By doing this you are not leaving anything on the table. You are able to cater to the needs of people who are ready to commit with you today, and who are ready to commit with you later on in the future, thus being able to consistently close leads as sales from your business.
In some cases you may have a client who signed up a few months ago and decided to join your program today!
Email marketing requires time, and patience but is very much under utilized this day and age in the fitness industry. I highly recommend using emails not to push people into a sale, but our prime objective is to build a relationship with them to a degree where they trust making decisions with us and allow us to cater to their needs as we should.
Recommended Email Marketing softwares:
- Constant Contact