Run a Profitable Gym cover image

Run a Profitable Gym

Closing King Shares Secrets of Airtight Gym Sales Funnel

Oct 3, 2024
32:25

“We've documented absolutely everything in our sales process,” says closing king Brian Foley, owner of Activate gym in Killarney, Ireland.

Brian and his team at Activate were on the July leaderboard for close rate, which ran from 22 to 34 new clients.

In this episode of “Run a Profitable Gym,” host Mike Warkentin grills Brian on his impressive sales funnel to find out how his gym closes so many new members.

For starters, Brian has processes for absolutely everything, from the moment a lead enters the funnel to handling objections in the sales office to onboarding and beyond.

Get this: Leads booked 27 appointments at Activate, 24 showed up for their meetings, and 22 of them purchased. Of the two who didn’t buy, one was referred out to a gym that would be a better fit for her.

Brian and his team are constantly auditing their sales system to see how they’re doing, and they make improvements whenever the metrics highlight an issue.

Activate has a dedicated client success manager (CSM) who handles 99 percent of sales, and she does so with a Help First mentality. There’s no slimy, pushy, buy-buy-buy pressure. She truly wants to help people become healthier and fitter through the gym, and this attitude shines through during the No Sweat Intro (NSI) process.

To her, it’s not “selling.” It’s “helping people solve their problems.” That mindset shift makes all the difference when you’re sitting in the sales office.

Links

Chris Cooper’s “Help First”

Read more: The Prescriptive Model

Gym Owners United

Book a Call  

1:02 - Having a tight sales funnel

5:24 - Simplifying the sales process and pricing sheets

11:25 - Solving problems by watching your numbers

18:05 - Help First and Help Best drive sales

26:33 - Closing tips

Get the Snipd
podcast app

Unlock the knowledge in podcasts with the podcast player of the future.
App store bannerPlay store banner

AI-powered
podcast player

Listen to all your favourite podcasts with AI-powered features

Discover
highlights

Listen to the best highlights from the podcasts you love and dive into the full episode

Save any
moment

Hear something you like? Tap your headphones to save it with AI-generated key takeaways

Share
& Export

Send highlights to Twitter, WhatsApp or export them to Notion, Readwise & more

AI-powered
podcast player

Listen to all your favourite podcasts with AI-powered features

Discover
highlights

Listen to the best highlights from the podcasts you love and dive into the full episode