Mark Fisher coaches hundreds of fitness business owners and runs his own Alloy studio. He walks us through the four sales habits he sees in the studios that get results: lead generation, hot lead follow-up, the consultative sales conversation, and the cold lead follow-up most owners skip.
What separates high-performing studios from the rest when it comes to sales? Mark Fisher has worked with hundreds of gym owners around the world, and the answer he keeps coming back to is pretty simple. The best studios do a handful of things every day, and they make sure those things get done.
In this episode, we sit down with Mark, founder of Business for Unicorns and an Alloy franchisee, to talk through the four sales habits that consistently drive results. He shares practical ways to build stronger relationships with prospects, improve follow-up, keep your team consistent and turn more conversations into memberships. He’s also open about an experiment he ran at his own studio that he wouldn’t recommend repeating.
For a lot of studios, the next group of new members is already in the database. People buy when they’re ready, not when you’re ready, and a lead that went cold months ago might just have been busy. Sometimes the only thing missing is a phone call. One studio had about 1,500 leads in six months, and the share of them that never got a single call is hard to believe.
If you want to increase memberships, improve your sales process or build a stronger sales culture, you and your team can start using a lot of this right away.
00:00 Intro
02:54 4 Sales Habits of Top Studios
06:27 Habit 1: Gym Lead Generation
06:58 Fishing Nets vs. Fishing Poles
09:13 A Referral Offer That Works
11:50 People Buy When They’re Ready
16:30 Habit 2: Hot Lead Follow-Up
17:19 Why Texting Isn’t Enough
21:05 Schedule Your Sales Calls
23:36 1,500 Leads, 91% Never Called
27:24 Coaching Your Sales Team
31:02 Habit 3: The Sales Conversation
32:38 Run a Better Discovery Call
40:44 Habit 4: Cold Lead Follow-Up
43:50 11 New Members in 5 Days
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