Two-Brain Marketing Episode 18: Ryan O'Shaughnessy

Today we are joined by Ryan O'Shaughnessy, the former operator at Bowery CrossFit in New York City, one of the most competitive fitness markets in the world.

In his nearly two years at Bowery CrossFit, Ryan honed and systematized the gym's lead nurture and sales strategies. Last year, he spent $10,000 on ads that resulted in a whopping 2,000 leads—and thanks to his systematic approach to lead nurturing, $70,000 in front-end sales.

In this interview, Ryan explains his process from the first point of contact to No-Sweat Intro confirmation. He also discusses when and how to accept client feedback, how to cultivate community and how to deal with toxic members.

If you find sales and lead nurturing overwhelming or intimidating, you won't want to miss this episode.

Links:

https://foreverfierce.com/

Contact:

[email protected]
Instagram: @_lucidvisions

Timeline:

3:08 – How Mateo and Ryan earned their stripes together at Bowery CrossFit.

6:39 – Finding CrossFit after a collegiate swimming career. 

10:28 – Ryan’s cold-call sales experience at Yelp.

12:15 – How to onboard new clients without alienating existing ones.

13:47 – Why you should seek client feedback from both new and seed clients.

16:43 – How to cultivate community: Lead by example and according to your core values.

22:07 – Dealing with toxic clients: The soft approach.

25:33 – The lead-nurture process.

27:31 – The importance of staff communication during all stages of the lead-nurture process.

28:47 – Address roadblocks before selling to a potential client.

31:44 – How to replace yourself: Put processes in writing and teach according to how people learn.