I remember back when I first got started, when I didn’t have any members coming or clients coming in at a time, instead of just sitting there, I said to myself, “I have to do something.” So I would just go outside at lunchtime, and since I was in a populated area at that time, I would just go straight up to people on the street, and say, “Hey, excuse me, how’s it going? Can I ask you something?” They’d be like, “Oh sure.” And I’d say, “Have you ever done a boot camp workout before?”
Doesn’t matter if they say yes or no, the answer is always the same, “Oh, great, I just started this indoor boot camp right here, we have AC and everything, it’s right here. I would love for you to come in and check it out, and I’d love to get your opinion on it.” People love to give their opinion, they love to help out, and they’re probably like, “Oh yeah, sure, I’ll definitely do that.” “All right, cool.” Then, ask for their name, phone number, and email.
Definitely ask one at a time, “What’s your name? Awesome, nice to meet you. What’s the best email address for me to reach out to you? Cool.” Then ask for the number. If you go like, “What’s your name, email, and phone number?”, they’re going to be like, “Oh yeah, that’s okay, I’ll come by and check it out some time”, but they’re not going to give you any information. Ask for one thing at a time.
I started doing the math, created a system for it, and call it my Three A Day. I wasn’t able to go home until I got three names and numbers, and emails, no matter what it took. If there wasn’t anybody out front, if it was raining or whatever, I’d go over to a bookstore by the mall. A grocery store. Anywhere there was people, and just kind of act like I’m shopping and then say, “Oh, excuse me,” and start talking with them. I would profile them as well. Anybody that was wearing yoga pants and running shoes – I had to talk to them, it wasn’t an option. If you’re wearing yoga pants and running shoes, I had to at least say hi and ask them if they’d done a boot camp workout before.
If you get three a day, Monday through Friday, that’s 15 solid leads a week. Out of those 15, even if you only got five to come in and try out your place, that’s five people in per week, or about 20 a month. If you got half of those to actually join your program, that’s 10 new members a month at $200 a month, that’s $2000 increase every single month. Just with that one system is how I started to grow my business, before I learned anything else. I just created that because I was like, I’m not just going to sit around. I’d be in line at Starbucks and if there was three women behind me that were … had yoga pants and running shoes on, and they were talking, I would order my coffee, and then I’d say, “Whatever these three want.” As soon as I did that, they’d stop, they’re like, “Oh wow, thank you so much” and they’d order their drinks.
I’d be wearing my boot camp shirt, and so while we’re all waiting for our drinks, they’re going to be asking me, “Oh, so you’re trainer, what do you do?” and I’d answer, “Well, actually I just started a boot camp, and have you guys ever done a boot camp before? I’d love for you guys to come in and check it out and just give me your opinion on it.” Then, I’d also have $100 gift cards, and I’d say, “Here’s actually a $100 gift card, you can actually come in and try it out for two full weeks and give me your opinion on it.” Again, once I’ve given the card, then I’d ask for their name, email, and then phone number. One thing at a time.
Again, just three a day is a minimum. Obviously some days I got more, but I never got less. It definitely gets you outside your comfort zone, especially for me. I talk fast, I mumble. Talking to total strangers wasn’t what I like to do, so I just forced myself to do it anyway. The more you do it, the better you’re going to get at it.