We’re excited to partner with you and your gym to help grow your business by promoting health and fitness in your community.
To help make this as successful as possible we have put together this onboarding playbook so you’re better prepared on what to expect prior to meeting with your first lead. This may seem like a lot of info to go through, but the time you spend doing so can be the difference-maker on how successful your challenge is.
After your members have been registered for the challenge they will receive an email to walk them through your app. As previously mentioned, we recommend creating a test account for yourself so you can become familiar with what your members see in their accounts as well. We have also provided the tutorial videos we send to your members for you to review. Please make sure to instruct your new members to add your mobile app during their registration.
Interviews are vital to the success of your challenge! Please review the following sections to make sure both you and your clients have a great initial interaction.
What to Expect
Leads may be shy, intimidated and probably haven’t worked out in years. Be sure to make them feel assured and comfortable. It is advised to have a well versed coach or receptionist at the front to greet them upon their arrival.
Booking Confirmations
Our research has found that texting your leads shortly after they book their appointment, with an introduction, increases the percentage of leads that actually show up to it. To help with this our system will send out booking confirmations and appointment reminders, but we also require you to send each lead a short 15-30 second welcome video, as well as a short message to provide them with a more personalized touch shortly after they schedule their interview. This should be filmed at your gym, but don't worry, you can record it from any smartphone.
Example Welcome Text
Hi @@first_name@@, it's Coach [your name] from [your gym]! I just wanted to shoot over a quick welcome video to say we're looking forward to meeting you! Please feel free to reach out with any questions you may have in the meantime. Have a great day and we'll see you soon!
Following Up With No Shows
We have also found that texting your leads who no-showed to their appointment with a very short video can help get those leads through your door. This will make their experience more personal and has led to increased conversions. You can make one or two videos to use for all no-shows.
Please see the attached examples of how to create these simple text videos. The important thing is you keep it short and don't worry about being perfect. They will relate to you more if you are yourself.
Please see the attached examples of how to create these simple text videos. The important thing is you keep it short and don't worry about being perfect. They will relate to you more if you are yourself.
The Importance of Personalized Texts
As previously mentioned, sending out personalized texts goes a long way to building a great rapport with your leads before they even step foot in your gym. For some, this may seem like a lot of work, but here are some actual numbers of one of our gyms from putting forth the extra effort.
- 38 signups for the challenge @$250 each= $9,500
- 38 signups for the challenge @$250 each= $9,500
- 85% close rate to the leads that showed up
- 63% converted to membership after the challenge (24 signups)
- $1500 value per year (9 signups prepaid) = $13,500
- 15 @ $140 per month = $2100 per month/$25,200 per year
- Total potential revenue earned from a single challenge = $48,200
We can not stress how important this part of the process is and hope the numbers above speak to this. Taking the time to simply send out a few texts each day for 2 weeks can be the difference in making hundreds vs thousands of dollars for you and your gym.
- 63% converted to membership after the challenge (24 signups)
- $1500 value per year (9 signups prepaid) = $13,500
- 15 @ $140 per month = $2100 per month/$25,200 per year
- Total potential revenue earned from a single challenge = $48,200
We can not stress how important this part of the process is and hope the numbers above speak to this. Taking the time to simply send out a few texts each day for 2 weeks can be the difference in making hundreds vs thousands of dollars for you and your gym.
How to Run Them
Keep in mind that the interviews are set up in groups and scheduled in 30-minute time blocks. On average you will see up to 6 people per session, just depending on the time of day. Make sure to have a designated place to conduct your interviews that is conducive for small groups. You will also want to make sure you are meeting in an area that is quiet and free from disruptions.
we are going to provide you with your most important tools. These documents are going to help you convert prospects into full-fledged challenge participants. You will need these throughout the initial stages of your challenge. We highly recommend you either print them out or bookmark them for later.
SALES SCRIPTS
SELLING SCENERIOS
Taking Member Measurements
As a quick reminder, every gym should set up a time(s) to take member body measurements and before photos prior to the first day of your challenge. The easiest way to do this is to set up a time block or two sometime over the last couple days of your registration period (we strongly suggest going with the Sat before your first class if you can swing it). Whatever time block you decide on needs to be communicated to your members while you’re registering them, or through a mass text and/or email.
How you take the measurements is completely up to you. Most gyms go with body fat calipers, handheld readers, or an online calculator, but the main thing is making sure your members have a starting point to track their progress over the course of the challenge. For gyms that don’t have the tools to take body fat measurements, feel free to use fitness.bizcalcs.com.
How you take the measurements is completely up to you. Most gyms go with body fat calipers, handheld readers, or an online calculator, but the main thing is making sure your members have a starting point to track their progress over the course of the challenge. For gyms that don’t have the tools to take body fat measurements, feel free to use fitness.bizcalcs.com.
What to Expect for Your First Class
Your members will be excited, but most of them will also be pretty nervous. To help make them more comfortable you should be setting up the workouts prior to them coming in, at least for the first week or 2. If you ask a bunch of nervous people who more than likely haven’t touched a weight in years, or ever, to throw some weights on a barbell you’re going to get a lot of people dragging their feet because they’re unfamiliar with what to do. Setting up your workouts in stations and dividing your members into small groups is a great way to make them more comfortable and will help you finish the workout on time.
Scaling Your Coaching to Accommodate Class Size
We know that you’re great at coaching, but that can easily get lost if you try to coach more members than you can handle. Since a lot of your members will be new to your type of training they’ll need more hands-on coaching. Unless you’re The Flash, a single coach can’t adequately provide individual attention to 20+ members each class. Attempting to do will more than likely result in a workout that feels unorganized and will leave members extremely frustrated. We suggest having one coach for every 10-12 members per class (15 at the absolute) max. If you have the space for larger classes then you should have multiple coaches there to make sure every member is receiving the attention they need in order to provide them with the best possible experience.
Member Check-ins
Most of you already do this, but we can’t stress the importance of regular check-ins with your members over the course of the challenge. It shows that you’re engaged and care about their progress, but also holds them accountable as well. The more accountable they become, the better results they’ll start to see which will help improve your member retention at the end of the challenge.
Member Integration
Another great tool to increase member retention is to integrate them with your regular members towards the end of the challenge. Most gyms do this the last week or 2, but doing so will help them build relationships with your existing members which will make them more comfortable and eager to stay.
Get Social
We live in a time when the importance of social media can’t be understated. You should be posting weekly updates, if not daily, on how your challenge has been going and to acknowledge your member’s efforts. It’s also a great idea to ask them to post about their experience as well and to “check-in” at your gym to help bring extra exposure.
