My Personal Lead Management System - All Yours!
Years ago when I first started my Studio, my lead management system was terrible. I was writing down a prospects name and phone number on a post-it-note.
In fact, it's embarrassing to think about it now. I had NO IDEA how to manage my leads.
I was great at getting them in the door because I was passionate about what I did and people wanted to train with me. I would get probably 20 enquiries a month for the first year I was open, they would walk in, call up or email me for information on what I did and how it all worked. I was great over the phone, chatting in person, but after that initial call/meeting I was lost.
In fact, I loved being a Trainer, I was great at it.. and I didn't mind getting in front of people and telling them about it all either.
What let me down was not being able to keep the relationship going with a lead IF they didn't join up with me.
Now, my conversion rate was pretty good. I mean I was signing up 16/20 prospects each month.. 80% wasn't bad.
However, let me show you my OLD lead management system and you can see what's so embarrassing about it.. try not to laugh :(
1. Lead engages me via phone, email or walk in
2. I converse with them, collect basic info (name, age, phone, email details) using our Membership
Qualifying Questionnaire
3. Get them to take home the PEQ and book in a formal consult before they leave
Now, I know what you're thinking... why did he let them walk out the door without selling them on the spot??!!
Well, it wasn't my strength to be honest. I didn't feel comfortable with that process, so I let them walk out with the 'hope' of them returning.
Lucky for me, most of them did due to my personal, non-desperate, and natural attitude (I was told later!).
OK, so this is the really embarrassing part.. what did I do with the paperwork of the prospect after they left/joined?
I stored the ones that joined in one manilla folder, and the ones that didn't I threw out!
WHAT???? I hear you say.. those that didn't join could have been put on a mailing list, been re-marketed to,or at least be called back over the next 30 days to check in and see how their other prospects worked out!
I KNOW, I KNOW, I KNOW!!
'If I knew then what I know now' I constantly say to myself.. although it was a massive learning curve for me early in business and it gave me the drive to develop my OWN lead management system that blows everything else out of the water.
Check out the video below to see it in action, then claim it as your own here https://crm.fitbizhub.com/console/signin.perform
Yours in Fitness Business Success,
