Today I want to teach you how to ensure your consults actually turn up.
I don’t know about you…
But the most frustrating thing I found as a PT was when you book a new consult, and they don’t turn up!
I mean, you’ve done the hard work.
You’ve found the new lead… Played phone tag and made contact with them… Gained their trust and finally found a time that works!
And then? They don’t turn up!
So, I want to share with you three tips to how to get your show rate to over 90%.
That means out of 10 consults booked, 9 turn up.
If you’re doing 90% or higher you’re doing VERY well with this.
So, here are three tips to do exactly that.
Tip #1: Contact the Lead Early
This sounds basic, but as an industry we SUCK at this. The smaller “gap time” the better.
What’s the “gap time”?
It’s time time between the opt in and the point of first contact. You want it to be as fast as possible.
(Hot tip: If you’re running ads over the weekend, but YOU are taking time off and can’t contact them, turn the ad off!)
You want to contact them as early as possible. Within ten minutes is ideal
Why? Because the earlier you get onto each lead, the higher the chance of a sale.
Tip #2: Go Deep
Tip number two is on the phone call, is to go deep.
Here’s what I mean:
A question I love to lead in with is, “Hey Sally, thanks so much for registering for the XYZ program. Hey, just how I can help you best, do you mind if I ask you a couple of questions?”
No one’s going to say ‘no’ to that question.
So, then of course you ask a couple of questions–you might ask, “So, what was it about this program that you saw that you liked?”
Or, “What are your main goals the next 60-90 days? What’s stopping you in the past from achieving them.”
So you want to ask some broad questions, and listen well. Try to listen for hot buttons and emotional things that they mention. Take note of what you can help them with.
Your goal is to help them to feel understood on the phone.
It increases the likelihood that they’ll show up, and also increases their like and trust towards you.
Tip #3: Ask them to Promise
Ok, I admit that this one sounds cheesy.
After you’ve gone deep in step 2, I want you to try this…
“Okay, so to summarise what we’ve just chatted about, I want to make sure nothing is lost in translation. You said you want to achieve [thing 1], [thing 2], [thing 3], am I right? Cool. OK, it sounds like we could definitely help you. I’d love to book you in for…”
You might offer free session or a free week whatever that is.
“I’d love to book you in for x. I can do tonight at 6:00 p.m. or tomorrow, which is better? Okay, Great.”
Now here’s the part, you are going to ask her to promise.
(I told you it sounded cheesy!)
This sounds basic. But it works!
When you ask her to promise that she’s going to turn up, the chances of her turning up are much, much higher.
So, you say,
“I’ve got you in for 9:00 a.m. tomorrow. Now can you do me a favour? Because sometimes people don’t turn up. Can you promise me that you’ll turn up tomorrow at 9:00 o’clock? Okay.”
It sounds like you’re talking to a 10-year old.
I get it. But I guarantee you it works and it increases the likelihood that they will show up.
So, there my top 3 tips and it was EEP. It was…
- ‘E’ first E for early. Get on to them early.
- Second ‘E’ was emotion. Trying to draw some emotion, go deep, and build trust on that phone call.
- And the ‘P’ was promise. Ask him or her to promise that they will attend at the time that they chose.
So, I hope this helps.
PLUS… When you’re ready… here are two ways I can help you grow your fitness business:
1. Join my Fitness Marketing group.
Once inside? You can connect with other fit pro’s who also want more clients, more cash and more impact. — Click here (Fitness Marketing Unleashed)
2. Work with me and my team privately.
Want to join the top 5% of the industry? If you want to work with me and my team and want to grow FAST… to multiple 6 figures or 7 figures… just click the image below and let’s chat. If you’re a good fit, we can move forward.
