Lawrence Neal
How can you convert more prospects into clients effectively using warm outreach services like Bark.com?
In this episode, we’ll talk about my proven strategies and tactics that got our strength studio 53 new clients through Bark.com (this will also work whenever you’re on the phone with prospects from other sources) — we’ll cover the importance of your mindset, your step-by-step approach, and the right way to execute from start to finish, along with the pitfalls you need to avoid.
If you want to get high-quality strength training clients fast, check out this episode!
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- Listen to it on Apple Podcasts
- Stream by clicking here
- Download as an MP3 by right-clicking here and choosing “save as”
Show Notes
- 03:12 – Case Study: Optima Strength’s Bark.com Results
- 04:47 – A quick overview of Bark.com
- 05:18 – How to use Bark.com to get clients
- 05:33 – STEP 1: Build your profile
- 13:19 – STEP 2: outreach + script pointers
- 22:05 – STEP 3: Buy leads
- 25:10 – STEP 4: Execution
- 31:04 – How to approach outreach templates
- 32:51 – Why you need specific goals (plus, batching)
- 33:57 – Is Bark.com worth it? Why do some people think it isn’t?
- 35:18 – When is Bark.com genuinely not worth it?
- 36:08 – What types of clients can you expect to get on Bark.com?
- 36:43 – What types of businesses will benefit the most from Bark.com?
Note: these are the timestamps for the audio edition. For the video edition’s timestamps, please see the YouTube description box for this episode.
Optima Strength’s Bark.com Profile
Optima Strength’s Bark.com Profile (click to enlarge)
Warm Outreach Script Outline + Pointers
- Clarify problem: why are they on the phone with you?
- Summarise the problem back to them and ask if that’s accurate. They will likely elaborate and give you more useful information.
- Overview their past pain: What are you doing now? Why didn’t X work? What have you tried previously to solve the problem? Anything else?
- Summarise past pain back to them.
- Sell “Vacation” or qualify out:
- we help you achieve “stated goal” with 30-minute personalised strength workouts just twice a week 1-on-1 with an expert trainer. We keep you accountable, and use an evidence based approach to get the most out of your workouts and make them as safe as possible.
- For virtual training you will usually need to elaborate with: We watch and coach you through a full-body workout via any device in the comfort of your home. No equipment required.
- How does that sound?
- Explain away any concerns:
- Q: “I’m too busy”A: “Yes, I really appreciate how life and work can get chaotic and busy, so here’s another way of looking at it; It’s no good starting an exercise program if you plan to give up as soon as work and life gets busy. It’s better to form the habit when you’re busy, so that you can maintain discipline when life inevitably gets busy again. Moreover, we make adherence easier with very effective and efficient 30-minute sessions just 1 or 2 times per week.” (people will appreciate you challenging them when they know they need to do something).
- Q: How much does it cost?A: X per session or X per month. (then be silent).
- Q That’s too expensive!A: Oh interesting, what are you comparing us to? (Be ready to describe how you’re different). If they say they get an hour with some trainer for X, first ask them “Do you value your time?” They will say “Yes”. Then describe how you “deliver more value in 20 or 30-minutes (evidence-based approach, workout takes less time but better results, no time wasting/coffee talk, etc). When you have your free workout, you will totally understand.” If you’ve gone through the script correctly, and they balk at this, they are probably not a good fit for you.
- Schedule free workout. They will likely compromise if you don’t have their time slot preference available.
- Admin:
- Clarify last name (Bark only provides first names).
- Understand injury and medical history – Develop a good understanding, how does that manifest?
- Understand resistance training experience level.
- If virtual, understand what equipment they have. If none, reassure them that they will get a great workout regardless.
- End call
- Send follow up email with intro workout confirmation details ASAP
520 – How To Build A Highly Successful Fitness Business and Turn It Into A HIT Franchise (with Jeff Tomaszewski)
519 – Is SuperSlow The Key to an Ultra-Successful HIT Business? What You Should Know (with Dagoberto Vila)
518 – The HIT Studio of the Future — This is What The Best High-Intensity Training Businesses Will Look Like (with Slowfit and Resistance Institute Founder Lucas Leal)
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