Two-Brain Radio: How to Turn Prospective Clients Into Paying Clients

Too many gym owners spend precious time and money acquiring leads only to leave money on the table.

Maybe they don't feel like responding to a request for info at 9 p.m. Maybe they give up after the first call goes to voicemail. Maybe they just don't like selling.

But just a little extra time and effort spent pursuing those leads—people who have opted in and asked for more info—could lead to great reward.

In the second installment of our special series, Two-Brain Media's Mike Warkentin interviews digital marketing expert Mateo Lopez—our regular host. This week, the two are all about those digits. Specifically, what to do with 'em once you've got 'em.

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Timeline:

2:40 – Mike tries to swipe Mateo’s digits.

4:33 – The point of digital marketing: to get contact info.

6:27 – What should you do after someone opts in to an ad? 

7:26 – The need for speed.

9:19 – Uncomfortable selling? Remember, they’re asking for it.

11:29 – Being a real person in the age of marketing bots.

15:00 – Not everyone will want to talk to you—but you don’t need everyone.

17:16 – It’s like baseball: Fail seven out of 10 times and you’re an all-star.

19:12 – What’s a good conversion rate? 

20:41 – Putting it into perspective: LEG.

22:38 – Netflix and the loss leader perspective.

24:07 – Speed and persistence.

25:15 – When should you give up on a lead?

27:24 – How often should you reach out to a lead?

28:57 – Whether it’s you or someone else, dedicate a role to immediate response.