August 27, 2010
Following up after a free intro session is critical to building a relationship with potential clients. Monique Ames explains how to do it.
During a great intro, you have shown the prospective member exactly what you’ve got and also where they stand in the grand scheme of CrossFit in your gym. Whether they join or not, there are things you should do to continue building the relationship you just started.
Remember: just because they didn’t join today doesn’t mean they will never join. Even if they go to another local CrossFit gym instead, they still may show up at your door sometime down the road. Disclaimer: I am not saying you should target other CrossFit gyms’ members. That is wrong.
Sample situation: a person comes in and says she will be checking out a couple of gyms and gives you her e-mail address because she is interested in your newsletter. She decides to join the other CrossFit gym. Just ask her if she would like to be removed from the newsletter and special-event list. Most of the time, she will say she still wants your newsletter. So keep her there. I’ve had a fair share stay connected via reading our newsletters and then decide to join at a later date. Again, I am not targeting them, just staying in touch at their request. I think that is fair. What goes around comes around, so keep your business and actions clean!