Guest Post by Jeff Sherman…
There are a lot of fitness business owners who say that deal of the days are dead or just don’t work anymore. They are right to a point…
You’re not going to sell 1200 Groupons in a week and have your phone ringing every 5 minutes like you used to 4 years ago.
But you can still get a steady stream of qualified leads and convert them to paying members on a consistent basis if you do it right.
Right now in my boot camp business, Groupon is a close second behind Facebook ads for short-term programs for generating leads and getting new members.
We are getting 1-2 leads a day from Groupon and converting 27% of those into paying members. That ends up being about 28-30 prospects and 6-8 new paying members per month from Groupon alone! And the best part is it doesn’t cost me anything.
I have a very specific system that I use to consistently get those numbers and I am going to share with you step by step how to implement it.
I use this exact system for my short-term programs/promotions as well (Which is my #1 way of getting qualified leads).
After they come in for their first workout we give them a call to check in and see how everything went. We also offer them a free nutritional consultation and goal setting appointment.
Just by doing this one thing you will be setting yourself apart from 90% of the other programs out there. Most places never even sit down with their members to find out what their goals are let alone offer free nutrition consultations.
This for one, weeds out the people that just want a cheap workout or are deal hopping. Most of them won’t take the time to schedule the appointment.
After we go over the nutritional guidelines and establish a goal for them to reach during their trial membership we go over the options they have, if they were to join after the trial membership/groupon deal is finished.
We only offer a month-to-month option and yearly (paid monthly) option. I have found that having few options make it easier on the prospect to make a decision.
We let them know that if they decide which program they would want to be on, if they were to continue, and commit that day, they will get half off their first month.
There is no risk or obligation to join. If they decide between now and the end of their trial membership that they do not want to continue, they just send an email stating so, and nothing further will happen.
If their trial membership ends and they still want to become a member they just keep coming in and their membership is automatically processed on the last day.
If they forget to email saying that they wanted to cancel and their membership gets processed, we have a 30 day unconditional money back guarantee, and we just issue them a full refund, no questions asked.
It’s that simple…
Getting them to commit to continuing is the easy part. Essentially there is no risk to doing so and you have taken every reason for them not to sign at that point, away.
The key is the remaining weeks of their trial membership.
We set up auto responders to go out to every prospect that signs up as a new member. We send 2-3 emails per week for the duration of the trial deal.
The emails are designed to indoctrinate them on you and your philosophy and to get them to know, like and trust you. We also include case studies and testimonials in those emails.
Toward the end of the trial we start to send more engaging emails to them. We check in and see how their results are coming along. Ask them what they are struggling with. These emails are designed to elicit a response from them and to also let them know that you are still thinking about them and their goals.
All of this can be automated with Fit Pro Newsletter or any auto responder service.
We also schedule a follow up consultation for a week after the initial consultation. During the first meeting we give them nutritional guidelines to follow. Then we have them create a food journal with at least 3-4 days worth of meals on it and have them bring it to the follow up consultation.
During the second consultation we go over their diet line by line and then give them recommendations on how to make it better. We also let them know which supplements they should be taking.
We usually recommend that they take a green’s drink, krill oil, and a protein shake. We currently are selling Basic Greens and Bio Trust supplements.
We stock enough to send them home with a months worth. We will sell it to them at cost as long as they fill out an order form to allow us to sign them up on auto ship.
This second consult is very important in letting the new client know that you care about them and their goals and that they are not just a number. As an added benefit you will make about $30 a month in profit from the supplements every month they continue to use them. Not bad for a free 30 minute consultation.
If the client shows up for the second consultation you have about a 99% chance that they will continue past the trial deal.
The key is being consistent and following up within 24 hours of their first workout and scheduling that first consultation around the 3rd or 4th workout and then just following through with the plan as I have described above.
The longer it takes to get them in for the consult the least likely they will show up for the consult or join your program.
The good thing about doing it this way is that you weed out the tire kickers and deal hoppers and find the quality leads and prospects that desperately need your help to change their lives.
All you need to do is show them that you actually care and are there for them and you can still convert a good amount of daily deal leads into life long clients.
Daily Deal’s are far from dead, you just have to win them over and you can have a consistent lead source for years. I have been doing them consistently for 4 years now and have no plans of stopping anytime soon.
Hopefully this article will help put Daily Deals into perspective and change your mindset about them so you can generate more leads, and convert more clients so you can help change more lives!
Talk to you soon,