One of your primary responsibilities as a gym owner or operator is to make sure the door is swinging, the phone is ringing, the email is dinging and the text is pinging.
Do you think your membership sales team could benefit from the expertise of a lead generation company to get things going, but you’re not sure you’re there yet?
Should you wait until membership sales or private training reach a certain level before bringing someone in? Should you just ride this slump out? Like anything in the the gym business, you want to be confident that you will see a return on your investment.
With that in mind, here are 4 telltale signs that you may be ready to bring in the outside help of a proven lead generation company for your gym.
1. Your Membership Sales Have Dipped (and overall traffic is down)
This is the most obvious issue.
Your sales numbers aren’t where you want them to be. However, you’re still confident that you have a strong sales team (including management) in place and you want to ensure that you’re giving them everything they need to succeed.
Bringing in the gym experts can give them a chance to examine your policies and procedures to find any gaps or opportunities, while they can also look at your sales culture and selling capability.
2. You Feel That You’ve Plateaued
Maybe your sales numbers are fine. But they’ve remained “fine” for months and you feel like your team is capable of more.
You may have done an expert job of recruiting and training your current roster of membership sales superstars, but they have gone as far as they can with the resources you have in-house.
Many times a fresh perspective can be invaluable when you’re looking to take your gym to the next level.
3. You’re Chasing Unqualified Leads
Everyone wants a sales funnel that is overflowing with nothing but qualified leads. However, we don’t have to tell you that this is not how the real gym world works.
Unqualified leads remain a major challenge in every gym. In fact, half of surveyed gym owners say that increasing their lead-to-customer conversions is their biggest challenge and their top priority.
A team of lead generation gym experts can help you gain access to more leads and ensure they’re qualified.
4. Your Sales Team is Spending Less Time Selling
Is your full-time sales staff only selling part-time?
This is another major issue that plagues many gyms. The average membership salesperson today is only spending about a third of their time on actual selling (or even less). The rest of the time, they’re performing non-revenue generating activities like prospecting leads or writing/ responding to emails.
Of course, these other tasks are crucial to their ability to sell memberships and do their jobs. But should they really take that much time? Two-thirds is too high. You can do better.
A lead generation company for your gym can help you streamline your processes and get your team back on the phones and selling more memberships.
Too many gym owners will only consider bringing in a lead gen company once their leads have dried up. There is always an opportunity to get help long before you get to that point. If you’re noticing your sales slowing or plateauing, now is the perfect time to seek outside assistance. Or, you can reach out if you simply feel that your sales team needs to spend more time selling.
In addition to considering the signs that it’s time to bring in a lead generation company, take action today and start exploring your options. Don’t wait until your sales have dried up or your team is burned out. Remember, the sooner you bring in the experts, the sooner you’ll see results and start generating more revenue for your gym. So why wait? Start selling now! Don’t wait until it’s too late!
An Outsourced CEO and expert witness, Jim Thomas is the founder and president of Fitness Management USA Inc., a management consulting, turnaround, financing and brokerage firm specializing in the gym and sports industry. With more than 25 years of experience owning, operating and managing clubs of all sizes, Thomas lectures and delivers seminars, webinars and workshops across the globe on the practical skills required to successfully overcome obscurity, improve sales, build teamwork and market fitness programs and products. Visit his Web site at: www.fmconsulting.net or www.youtube.com/gymconsultant.