‘There is a longer game to play, you have to resurrect those old prospects that seem to be dead and buried. You’ve got to be constantly marketing all of the time.’
How many potential customers do you have on your lists that you haven’t converted?
In this episode, Gordon tackles how to nurture the prospects you are leaving on the table and convert them to customers. He explains why these prospects are so valuable to you and how you can get them over the line successfully, listen in now and get started today!
‘There is a longer game to play, you have to resurrect those old prospects that seem to be dead and buried. You’ve got to be constantly marketing all of the time.’
How many potential customers do you have on your lists that you haven’t converted?
In this episode, Gordon tackles how to nurture the prospects you are leaving on the table and convert them to customers. He explains why these prospects are so valuable to you and how you can get them over the line successfully, listen in now and get started today!
KEY TAKEAWAYS
- You’ve got to continue to revisit your database, this is a better route than moving to market cold contact lists.
- If it is a cold contact you’ve got to work so that they know something about you and how you operate. If you are revisiting a prior prospect you will have already had contact with them they will know who you are.
- How many people through your marketing have already contacted you via different platforms but have not gone onto to join your martial arts school?
- Building a list, a prospect pipeline is vital.
- Think about how you can create lead magnets to enable you to capture data.
- It’s not the list that is the ultimate goal it’s what you do with it converting prospects into members.
- Email list - The object of a list is to nurture those prospects. You can provide them with value by sending them shares, video clips, tips and tricks.
- Make sure you are sharing and adding value in your email list by asking great questions and providing opportunities for them to reply and engage with you.
- Phone list - Phoning people is where you get the connection. You should be working on this list every day. Most school owners will leave this list until last because it can seem daunting, but it is through talking to people that you have the opportunity to build the most rapport and potentially the best conversion rate.
- Work on the communication aspects, it can take 3 to 6 months to really nurture someone, but you have to remember the value they will bring when they join, they might bring other family members and be members for an extended number of years.
- Through marketing you’ve created the want and the need it's just in the background you need to do more nurturing to get them over the line.
BEST MOMENTS
‘What would happen if you worked your lists consistently every day and nurtured those prospects?’
‘Although it's painful you’ve got to do the things that are necessary to get a better result, so get on the phone everyday’
‘The majority are sitting on the fence and they need your nurturing to get them over the line’
‘You’ve got to be constantly marketing all of the time’
‘It’s just an email and it's free and you might wake some of these people up’
‘You should be working on individuals on the list until they unsubscribe or actually say ‘no thanks, I’m not interested’
VALUABLE RESOURCES
Martial Arts Business Podcast
ABOUT THE HOST
Gordon Burcham is the bestselling author, 3 x World martial arts champion and award-winning Martial arts school owner. He has helped 1000’s of Martial arts schools grow and has over 20 years’ experience running martial arts schools.
Gordon has been training, teaching, and working in the Martial Arts industry for nearly twenty-five years. After earning his first black belt, he went on to win three consecutive World Titles against guys half his age. In 1998, in the midst of his competitive career, he launched his own dojo which still runs today. After retiring from the competitions, he decided to focus more on helping others in the MA business while still running his club.
Burcham has trained with industry giants like Alfie Lewis and developed his street-smart business attitude working with top business coaches. He is now considered one of the foremost authorities on peak performance in the business side of the MA industry. He has proven his techniques work through the transformation in his own personal life, athletic career, and business as well as those of his coaching clients. Burcham teaches that success is the result of forming good habits and moving forward.
He is a real-life success story going from a bullied school kid to earning multiple world titles, with his MA school currently one of the most successful in the UK. Gordon loves self-development and helping others, enjoys travel and family time. He is now learning how to fly planes and pursuing a speaking career!
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CONTACT METHOD
http://www.mabusinessmastery.com/
support@mabusinessmastery.com
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