Identify Your Sales Funnel
Everyone uses a process to drive sales. Some companies have a written sales funnel others are more nonchalant. What’s more important is that you recognize you have one and are constantly using it to interact with high quality leads.
The Sales Funnel was created to help us screen through prospects. We have understood that not everyone is not right for our program.
Trying to make yourself relevant to everyone only makes you relevant to no one.
Just because you receive a two sentence inquiry from an individual who wants to sign up doesn’t mean you should meet with them on a Sunday to only find out that they couldn’t afford your program or didn’t know you were located in a warehouse gym.
The funnel was created to siphon the serious prospects through a system that would offer them the greatest opportunity to experience my program with little to no barrier to entry. There isn’t much that I offer free anymore but the Complimentary Introduction is one of them just because how powerful it can be in bringing in new high quality members.
There are multiple avenues that we use to generate leads. Many of these you do naturally. Posting pictures on social media or writing original content on your blogs is a form of lead generation.
More specially I want to help you understand the reason why we don’t book every prospect for an Introduction.
Reason #1: Bargain Shoppers
Many prospects are looking for the lowest priced gym that offers programs like CrossFit, High Intensity Training, Boot Camp, Strongman, etc. It’s unfair that you give them a direct answer to this question without them meeting you first, checking out your facility, and trying your program first hand. Otherwise, you will lose the conversation every time. This becomes a commodity driven conversation. Lowest price wins everytime. If they are comfortable with the range of your program typically set at $100–200/month then booking them over the phone for an Introduction is the next step.
Reason #2: Accidental Shoppers
Because we have a great website with SEO features we receive phone inquiries from individuals looking for a “gym” to workout. These phone calls are very interesting because it typically includes questions like: Do you have showers? Do you offer Zumba classes? How many treadmills do you have? For these prospects I briefly explain what we offer and nicely encourage them to read more information on what we offer on our website. If they are still interested at that time we would love to set up an Introduction.
The Sales Funnel allows you to work with high priority prospects. This is done by screening the prospects every step of the way until the moment they sign up.
This funnel will be your business bible to assessing where each prospect stands and their coachability long term. The further they make it the greater the coachability.
About Mario Ashley
Mario Ashley is the owner of Naples Strength & Conditioning. He holds a Bachelor’s Degree from the University of Florida. He has certifications in the following CrossFit Courses: Mobility, Gymnastics, Football, Kids, Goal Setting, Endurance and Level 2 Certificate. He is also the creator of WarehouseGymExpert.com where he helps gym owners professionalize the warehouse gym one lesson at a time. He also has created an Ebook that fitness professionals can use to help improve their clients flexibility and reduce the likelihood of injury called mobilitydrills.com.
