Gym Update #4: Could This Be The Turning Point?
I am going to be honest with you right at the start of this week’s post…
Writing all this down, sharing with you what is going on, and talking about what we are going to do, has really ignited something in not only me but the whole team
🙌 The sales team are now battling each other to beat each other on sales
🙌 The coaching team are stepping up & holding the clients accountable, setting new frameworks & working hard to keep retention high
& I am doing exactly what I say I am going to do in each of these posts 💪
One of the things we mentioned last week was the lack of sales when calling up the leads, & resorting to just calling & booking them in for the onboarding sessions
Mentioning that this was something we needed to be working this week
So we got to work ✍️ new sales script written, tweaked & tested!
& the results are in:
Jess 2 sales
Holly 2 sales
Plus we had a year payment (£500, then 5 monthly payments of £100) & we had a 4 for the price of 3 which was also another £350
Honestly, what a transformation this has given them both, confidence that they can sell while on the phone to cold leads & also confidence in themselves ❤️
We also mentioned last week about updating the onboarding presentation ready for this coming Thursday
We added in 3 success stories & re-jigged a few bits to work more stories into the presentation, to really capture the imagination of those attending who haven’t yet paid
Before we go any further, today’s post is a LONG one, so if you are short in time, feel free to save it to come back 💪
We were chatting in the gym office the other day about the funnel, with the new success we have been having with the calls, & also considering we always did well when we had prospected sat in front of us at the studio
We have updated the funnel from name, email, phone -> booking page, that allow themselves to book in for the onboarding session, where the only availability on the calendar was the onboarding session… to
Name, email & phone -> booing page, which has the option to book either a call or a studio tour, with availability all the time when the sales staff are in
Of course, we are still going to be chasing these leads if they book or not, but if we can get prospects to book sales calls or studio visits, it will cut down a little time & really put the emphasis on the prospects to keep going down the funnel
Finally, on the success we have been having with the sales this week, one of the team mentioned that they feel really motivated when we give them praise, which is something for me to keep in mind when it comes to motivating different staff members across all the businesses 🤓
Moving away from sales now…
We have really been working hard on retention this week, after all, this was the key area we felt was letting us down when we started documenting the process
Therefore we have been working hard on the marketing calendar to map out this month & the rest of the year
✅ We have all the remaining 6 week challenges/onboarding sessions for the year mapped out & the first one of 2023, we have also planned what we want to do for sales in December
✅ Sticking with December, we have planned the Christmas timetable/closing times, planned the staff rota & launched the Christmas party for the clients. We now just need to plan the date the Christmas decorations go up & the end-of-year awards
✅ We have October events all planned & pushed to the clients, including the date the Halloween decorations go up, the Halloween workouts & a Halloween DJ
✅ For all the above, we have been printing posters off to place around the studio, added them to MyZone & put them on the whiteboards, plus the staff are all talking about them to ensure we get good turnouts
✅ We also ordered some new cups with the FitHub30 logo on them
That last one ☝️ like I said, I was going to tell you everything we are doing right 🤣
Anyway… moving on
As we mentioned in the first post about the gym updates, the reason I am doing this is that I had taken my eye off the studio
The last few months, everything had been FitPro Lead Gen & LeadDec, but previous to that we had started planning a few things for the studio & one of those things was…
A Karate style fitness grading framework, it’s something we had built close to 2 years ago, planned the levels, the tests & the band colours
We just never got around to launching it 🤷♂️
Well… this week was the date of the first-ever Fitness Grading here at FitHub30
When we first announced it last week, we had a few book, but no serious interest, then as last week progressed into this week & the word got around more, more & more were booking in for the grading session
& what an evening it was, we even had a good number message to say they couldn’t make that particular session, so we ended up putting a few on the next day too 😅
Everyone that passed the first level received a Blue Band, and then we re-test again in 12 weeks, this way they have time to work on what they need to do to achieve that grading
This is also going to be a big part of our retention strategy, with a lot commenting on the night that this now gives them a new focus as they had already hit their physical goals
The 12-week gap also allows us to keep clients focused for just over a year in order to hit each grading level, as there are 5 levels, although saying that, the final 2 levels are pretty extreme 🤣
Finally, we also had a chat with the coaching team & have decided on changing our strong session layout to just Push, Pull & Legs
This was down to the success we have with the Friday workouts, which get big numbers & lots of positive feedback as they are a mixture of our Strong & Team sessions, a bit like CrossFit
So we now have them on Tuesdays & Fridays
This coming week now…
⭕️ we have our second round of onboarding sessions. We have some good numbers too, with a good number of PIF, I think 2-3 deposits & around 9 who haven’t paid anything, so hoping to finish this week off with 20 new clients for next 6 week challenge🤞
⭕️ work on the Marketing Calendar a little more, to ensure we finish the year even stronger & have firm plans for Q1
⭕️ chat about potentially changing the number of sessions each day too, will explain more on this if we are all happy with what I have planned
Until next week, you got this 💪
David 🙂
