“We've documented absolutely everything in our sales process,” says closing king Brian Foley, owner of Activate gym in Killarney, Ireland.

Brian and his team at Activate were on the July leaderboard for close rate, which ran from 22 to 34 new clients.

In this episode of “Run a Profitable Gym,” host Mike Warkentin grills Brian on his impressive sales funnel to find out how his gym closes so many new members.

For starters, Brian has processes for absolutely everything, from the moment a lead enters the funnel to handling objections in the sales office to onboarding and beyond.

Get this: Leads booked 27 appointments at Activate, 24 showed up for their meetings, and 22 of them purchased. Of the two who didn’t buy, one was referred out to a gym that would be a better fit for her.

Brian and his team are constantly auditing their sales system to see how they’re doing, and they make improvements whenever the metrics highlight an issue.

Activate has a dedicated client success manager (CSM) who handles 99 percent of sales, and she does so with a Help First mentality. There’s no slimy, pushy, buy-buy-buy pressure. She truly wants to help people become healthier and fitter through the gym, and this attitude shines through during the No Sweat Intro (NSI) process.

To her, it’s not “selling.” It’s “helping people solve their problems.” That mindset shift makes all the difference when you’re sitting in the sales office.

Links

Chris Cooper’s “Help First”

Read more: The Prescriptive Model

Gym Owners United

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1:02 - Having a tight sales funnel

5:24 - Simplifying the sales process and pricing sheets

11:25 - Solving problems by watching your numbers

18:05 - Help First and Help Best drive sales

26:33 - Closing tips

Last year, Facebook generated US$131 billion in ad revenue, proving that paid ads work—but they don’t work for everyone.

In this episode of “Run a Profitable Gym,” host Mike Warkentin sits down with Two-Brain chief marketing officer John Franklin to break down why some gym owners struggle with paid ads while others have great success.

The most common ad mistakes gym owners make are not understanding key metrics, underspending and giving up too early.

John also details the common flaws of unsuccessful ad campaigns, including straying from proven offers, using ineffective images and headlines, and targeting too broad of an audience.

Tune in to learn how to avoid critical mistakes and successfully funnel new leads into your gym with digital marketing.

Links

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0:39 - Why do people avoid running ads?

6:26 - Underspending and advertising

11:32 - Do we need to run paid ads?

17:10 - Reasons gym owners say ads don’t work

25:27 - Don’t kneecap your ad campaign

Ivan Racic’s gym, CrossFit XV in Croatia, has tripled its revenue since joining the Two-Brain Business mentorship program three years ago, and month after month Ivan is consistently earning more.

This July, Ivan landed on Two-Brain’s marketing leaderboards for set rate and show rate—the number of leads who book appointments and the number of bookers who actually show up.

Today on “Run a Profitable Gym,” host Mike Warkentin learns exactly how Ivan managed to book so many appointments and get so many people to show up for them.

Ivan says using paid ads and hiring a client success manager (CSM) were key decisions that his mentor, Taryn Dubreuil, helped him make.

Marketing mentor Colm O’Reilly guided Ivan through setting up highly effective paid ads, which he spends just $5 a day on. Ivan’s CSM reaches out to new leads within 24 hours, and she also has a list of daily, weekly, and monthly marketing and retention tasks—and she does it all in only six to seven hours a week.

Tune in to hear the full episode and learn how to give your salespeople more chances to help clients change their lives.

Links

Gym Owners United

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0:52 - Paid ads and new members

5:36 - What does Crossfit XV offer?

9:10 - How Ivan brought people to the gym

17:40 - Ivan's ad hook

23:08 - Ivan’s plan for the future