Fitness Business School – Daily Prospect Flow

Full Transcript

Hey, Pat Rigsby here and in today’s episode, I wanna talk with you about your daily prospect flow. Let’s get started.

Welcome to the fitness business school podcast. The show for fitness business owners who want to grow their income, increase their end impact and improve their lifestyle. Be sure to listen to the end of this episode, because we have a brand new special offer exclusive for listeners. So stay tuned.

So often early in the year or anytime somebody goes and has some sort of what I would call triggering event, right? Like a New Year’s goals, like annual goals or their 90 day, or in our world, we call six week, like we use six week cycles as goals, or they go to a live event, or they attend a mastermind, and people are
motivated and they set these targets for, you know, the number of new clients they want to have the business growth they want to achieve, revenue, personal income, all those cool things.

Well, where the breakdown often occurs is translating these bigger targets into daily actions, this daily prospect flow, if you will. And it is one of those things that I think that we, we could do so much better if we just thought about, okay, what am I doing tomorrow to move people through my pipeline? So let’s
say that, that we’ve got like what I call this perfect client pipeline, right? This you know, the, this point where people enter the pipeline, usually by getting a lead magnet or you know, or, or maybe they’ve entered the pipeline because they’ve been referred by a friend or something like that. But usually in my
world, it’s, they’ve downloaded one of my books or something like that. That’s like the first stage. We’re kind of new to one another. They’re, they’re a brand new lead. And then the goal, the next step is we want them to, what I would call, become a prospect, right?

Like, we want them to actually engage and show interest in talking about how we might work together to move them towards their goals. And usually that is they, you know, they’re, they’re engaging in some sort of interactive way. So it’s not just all outbound content from me, my daily emails, they listen to the
podcast, whatever else. It’s people who reply to the super signature in the emails. They’re people who reply to the direct invitations. They’re people who might connect with me on social media and become interactive. And then the third step is somebody moving to what I would call a conversion event
where there’s actually a sales call or they invest in a workshop, or they, you know, they do something else where there’s this kind of opportunity to experience what we do. They may participate in a trial of something, but there’s a conversion of it, and then they become a client.

That’s the fourth stage. So I think of those four stages as this pipeline that I want people to go through to become clients. And then obviously there’s their client journey after that. But since we’re talking about your prospect flow what I want to think about is who is in this pipeline, right? Each, each day
thinking about this, knowing that we are working with individuals and, and this pipeline in my mind is like a community, in my mind, it’s my email community. It’s not a list, it’s not a database. There are people who are in this community, well, how do I move the people who are in that first stage to becoming interactive, right? What could I say to lead them to engage in a conversation? And then what, you know, the next piece of this is, what could I take those people who engage and interact in a conversation, how can I lead them to engage or participate in a conversion event to see if we’re the right
fit to help ’em move forward towards where they want to go?

And then finally, through that conversion event, how can I deliver enough value? How can I create a positive enough experience and deliver enough result for them to want to continue on as a client? So I look at this on a daily basis when I’m doing my, my planning in the evenings, and, you know, that’s a
whole different conversation, but I talk a lot about doing our, our planning the night before and just saying, okay, I’m gonna take, you know, five minutes and kind of map out my tomorrow so I get the most benefit for the time I’m gonna invest. Well, I look at this and say, okay, well what do I need to do to kind of move people through these stages? Like who was in each respective stage, what needs to happen to move them to the next stage? Is there a particular channel I want to use to connect with them through?

Because like, most people enter this pipeline in the same mechanism, right? Like they, they opt in for a lead magnet, but how do I get them to engage in a conversation? Well, I could change up my super signature, I could make a different type of invitation style offer. I could invite them during this podcast, I
could invite them to engage in some way. And, and you know, it, it could be as simple as saying, Hey, if you’d like a copy of my show notes for something, just shoot me an email at [email protected] with the word NOTES I could do that. Like when we do our fitness business owners weekly training in our free
Facebook group there, there’s usually some sort of prompt to, to try to get people who found a lot of value in it to engage and do more, whether it’s trying to maybe set up a call or download the notes or grab some their asset, a worksheet or something.

So what can I do to move them to that next stage? And then what can I do to move somebody into what I call a conversion event? How can I prompt somebody to get on the phone and make it, you know, make it have enough perceived value for that person, for them to say, yeah, I’m willing to get on the
phone with somebody, even if it’s, you know, out of my comfort zone, I’m willing to start a trial of Fitness Lead Academy. I’m willing to pay to attend this workshop, Pat’s hosting, you know, what can I do to move somebody to that stage? And then in that conversion event, what can I do to, to make sure
somebody is, you know, really happy with their experience in a handful of different ways? Not just, Hey, I got some valuable content. I wasn’t just pitched. It wasn’t, it’s not just that sometimes it is, you know what, this is something that fits me, my business, my personality, it’s actionable, it’s useful, it’s
something I can implement simply.

There’s not a lot of friction. I don’t have to be some sort of tech expert or I, you know, maybe I’m gonna use more risk reversal for somebody or something like that. But when I think of this, you know, all too often we, we see prospects as this binary thing. They’re either clients or not clients. And I don’t think
that that’s the way that, that, it probably works in reality in a more practical sense. I, I think that people are at various stages of interest and readiness. You know, and, and it’s no different than if they’re looking at joining a training facility, somebody who’s not even considered starting a fitness program
and somebody who is googling different businesses and reading all the reviews and, and starting to shop around are both technically not clients, but they’re at very different stages. And my, my goal is how do I move somebody through these stages?

So if you’ve not thought about that, you know, there’s probably a different way to approach moving your business forward that perhaps you’ve not tried yet. Maybe you’ve only ever said, Hey, I’m gonna make these paid offers to a cold audience. And eventually, you know, I mean, if they’re ready,
they buy, and if not, they’re a tire kicker or whatever else. Well, maybe you go out to those people who’ve indicated in an interest or join your email list, or they’re part of your free Facebook group, or they follow you on social media in some fashion. Well, maybe you just think about, okay, how do I get
this person to engage? How do I get them to be interactive? How do I start a conversation with them, learn more about them, ask them about their goals, about what, what they’re interested in. Ask ’em if they’re still looking for a gym, if that’s how they found out about me.

How do you invite them in to experience something you do through a conversion event, whether it’s a workshop you’re holding or a trial or a transformation challenge or something like, there are different stages. And if you break down this journey step by step and think about how do I move somebody from
this first stage to the second one, second to third, third to fourth, instead of just, how do I get somebody to go from disinterested to paying client is this one big swing? I think you’re gonna have so much more success. And I think you’re gonna find that there are a lot more people kind of in the middle of that
pipeline than you probably imagined. And when you start talking to them directly and answering their questions and giving them things that are appealing or interesting to them, you’re gonna find your business grow much faster with a whole lot less ad spin because you’re getting more bang for your buck. You’re getting more value for every lead that you generate. So that’s it. How to move people through that daily prospect flow.

Thanks for listening to this episode of the Fitness Business School. Before you go, I have a quick announcement. When I first connect with a fitness business owner they almost always ask me, “How can I get more leads or how can I get more leads and client?”

Well, I have an exclusive offer for you, and it’s gonna help you do just that.

As a listener of this show, you can test drive our Fitness Lead Academy coaching program for a full 30 days for just $1. FLA is a one of a kind program where you will get done for you marketing tools each and every month, plus coaching to help you execute everything you need to do to generate leads and convert them into clients.

It’s unmatched in our industry, and it’s gonna help you bring in the new business that you need, ultimately making you more revenue and personal income. Imagine having every tool template, add social media posts and script, you need all proven to convert and ready to use.

Plus you have access to coaching calls every week with the same people who run my ads and do my marketing. So that I trust them because this is who I put my livelihood in the hands of. Everything that you need to know to dial in your ads, to maximize your follow-up and convert clients, you’re gonna have the tools and the coaching you need to be successful. You get all of this and more when you join FLA.

And to help you succeed, I’m going to let you test drive FLA for 30 days for just $1. If it delivers for you, the way that I expect and more than pays for itself, you’ll likely wanna stay. If not, you’re out nothing. And you’ll have a library of proven tools and resources to keep.

To take advantage of this special offer – just email me at [email protected] and put TEST DRIVE in the subject line, and I’ll get you all the details.