Webinar: Lead to Member: Thinking Long-Term with Your Website

Your website is a direct tie to your business’s bottom line. If it’s not converting your leads to long-term members, you’re losing out on important opportunities to grow. In this webinar, you’ll learn strategies from experts on how to:

  • Generate leads more effectively in your area
  • Use best practices for selling trial memberships
  • Overcome common sales objections
  • Convert leads into members

Presented by Tim Sarazen, Director of Operations at 97Display & Erik Charles Russell, Membership Sales Expert

Tim Sarazen is an expert in internet marketing at 97 Display, a fitness and martial arts website and marketing agency.

Erik Charles Russell has been in the fitness and martial arts industries for 25 years. Erik has coached, instructed, sold memberships, served as a program director, and owned multiple facilities. He has perfected a new method for membership sales and marketing that he has published in his book, The Art of Selling Memberships.

15 Martial Arts Email Templates To Turn Your Prospects into Sales

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Email is critical to the sales follow-up process and can help you book more appointments and increase your membership sales. However, writing effective emails can be time-consuming.

Use my 15 martial arts email templates and follow these best practices to optimize your email communications in no time.

Tip #1: Respond Quickly

  • Send an email within 10-20 minutes of receiving an inquiry to triple the likelihood that your prospect will schedule a visit (Source: Velocify).
  • Be the first of your competitors to follow up, and you’ll get 50% of the business (Source: Velocify).

How to do it: Use a martial arts software solution to automate your follow up for web-based leads.

Tip #2: Personalize Your Emails

  • Personalized messages improve conversions by 10% (Source: Aberdeen).
  • Address your prospect by name in your emails.
  • Tailor your message to the specific reasons your prospect is interested in your facility.

How to do it: Start with our set of email templates, which gives you examples of messages for youth Martial Arts students, adults who want to lose weight and adults interested in self-defense classes.

Tip #3: Follow Up Multiple Times

  • If your first email goes unanswered, your second one still has a 21% chance of being opened. After that, there’s still a 25% chance that one of your emails will be read.
  • Unfortunately, 70% of sales emails stop after the first attempt (Source: Yesware). Don’t throw in the towel early; instead, try to outlast your competition.
  • Sending 4-6 emails is optimal when trying to get a response from a prospect (Source: Velocify).

How to do it: Create an “email flow” in your martial arts marketing software to automatically send a series of emails based on your prospect’s interests.

Start improving your email follow up today to convert more prospects into members.

About the author: Erik Charles Russell has been in the Martial Arts and Fitness industry more than 25 years. He owns Premier Martial Arts and Fitness in Watertown, NY. In 2015, he published a book based on his successes called “The Art of Selling Memberships.” The book became an international best seller — hitting number one in three categories in the U.S., Australia, and Germany on Amazon.com.

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Creating Effective Follow-Up Emails for Fitness Business Leads

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A lead fills out a form on your website for more information on one of your Fitness programs.

You need to follow up. That includes sending follow-up emails. But with literally hundreds of emails in a lead’s email inbox, how can you make it so that your email doesn’t get deleted as soon as it’s received? How can you improve the chance that the lead will take the next step to visit your facility or take a class?

Here’s a don’t-do list that can help when crafting your follow-up emails:

1. Don’t write subject lines like an advertisement.

Avoid spammy email subject lines like How to lose 30 lbs. and keep it off.

The email subject line is the first thing a lead sees. It should be relevant to the lead’s interest. For example, if a lead requested information on your Fitness kickboxing program, send an email with the subject line: “Membership options for Fitness Kickboxing with |LS|YOUR BUSINESS NAME|RS|.”

Making the subject line relevant to the request will increase the likelihood that the email will be read, and get you that much closer to converting the lead into a membership.

2. Don’t send canned, mass emails.

Continue with relevancy by making the email content about what the lead requested. Sticking with the Fitness Kickboxing example, include information on the program, the schedule, directions to your facility and other related content.

3. Don’t leave your lead hanging without a next step to take.

Every email that you send out should include a call to action— words that urge the lead to take immediate action. Common calls to action include Call Now and Sign Up Today. If you are including a link to your class schedule, you could include the call-to-action Sign up for a class today.

4. Don’t leave out your email and phone number.

All emails to your leads should have some sort of personalization to it including a way for leads to reach you. Some people prefer to pick up the phone. Others like email. Everyone is different. Include multiple contact methods within your emails. It will greatly improve the interaction between your fitness business and potential members.

5. Don’t shy away from lending your expertise.

You want to be known as the leader in your neighborhood, so tell everyone who will listen what you know. If you have an instructional fitness video, an article you’ve written on diet and exercise, any how-to materials at all, include them in your emails. Doing so will showcase your expertise and get the people that inquired about your programs inspired to take action.

Bottom line: Keep your follow-up emails relevant to the lead’s interest and provide ways for them to easily take the next step and get a hold of you. Doing so will get your leads in the door much quicker.

What kind of follow-up emails work for you? Tell us about it below.

Creating a Martial Arts Website That Gets You More Students

September’s here and I know a lot of you are beginning to plan out your marketing and events for the upcoming 2012 year. I wanted to share some of my secrets on how to turn your school’s website into the most powerful weapon in your marketing arsenal before the January rush.

I’ll be covering some of these and more during my upcoming webinar. It’s totally free but I’m limiting the call to only 97 schools, so register as quickly as you can.

A lot of you already know me by now or have at least heard of the success of the products my company creates and builds for school owners.

For the most part, besides our Licensed Fitness Kickboxing Program – the iLoveKickboxing.com program (I’ll include the link to explain it on the bottom of this blog) we build the industry’s only pure “Student Sales Websites”.

In other words, I make websites that actually enroll people online and have them pay you before they ever come into your school. And apparently I do this pretty well…

The Sales Website and online marketing programs that my company built for schools over the last 21 months have generated an incredible 47,291 online enrollments! That’s right; almost 50,000 people have whipped out their credit cards and purchased an online Martial Arts offer we created.

How many actual people is that? It’s about this many people –

It’s about the number of spectators that the new Yankee stadium holds: 52,325. Just to give you some perspective.

Have I got your attention? I hope so, because I really want to help you to get the same kind of results even if you and I never decide to do business together. You see, I’m totally committed to our industry and I’m on a mission to help schools learn how to market and recruit more students using my proven Internet strategies.

Let me first explain the difference your school’s website and the kind I’m talking about, ‘cause I know you might be scratching your head right now.

A Sales Website doesn’t list all the info that you want your students to see; the upcoming events, photo albums, lineage, full class schedule, social networks, etc.

A Sales Websites just gives prospective students the information that they are looking for so that they can make a decision on whether or not your school is for them. No distractions, no music, no shiny bells or whistles … nothing that takes their attention away from your ‘Online Sales Presentation.’

After a prospective student visits your Sales Website, one of three things happen;

1. The student reads it through and decides that it’s not for them. No worries, on to the next person.

2. The student enters their email as you have piqued their interest but they are not ready to ‘buy’ right now. You can now build a relationship via e-mail and send them cool content and show them that you are the ‘man’ (or woman) in your community when it comes to Martial Arts training. You have a chance to get them to buy later on.

3. The student enters their e-mail and decides to take you up on the awesome online offer you’ve presented them with. It’s not any type of free offer – ‘cause people don’t buy free – it’s an introductory offer.

A low-barrier-of-pain, few classes or a few weeks for a small fee and including a uniform, gloves, etc. This person is now the most qualified prospect out there; they’ve actually paid you online BEFORE ever coming into your academy.

Some people still ask me from time to time if people will really ‘buy’ Martial Arts online and isn’t it better to do a Free offer, a month, a week, a lesson, etc.

First let me tell you this. YES! People love to buy things online and Martial Arts or fitness training is no different.

Secondly, we’ve tested free offers vs. the paid offers and guess what? Paid offers crush free offers. You see, nothing in life is free and everyone knows it. So they’re always looking for the ‘hook’ or the gimmick sales pitch.

But once they pay for something, they experience a mental shift – they’ve exchanged money for good/services and it’s a transaction that makes sense to them.

Here are my 9 Essential Elements to a Great Sales Websitethat’ll I’ll be covering in my upcoming session:

Now, I’m not saying that you can’t sell lessons online without one or all of these elements; I’m just saying that these work for my clients and me. Check your Martial Arts website to see which ones you have and which ones you’re missing. I’ll cover these in detail on the Webinar.

1. Compelling Headline
2. Opt-In Box w/ E-mail Capture Program
3. Ethical “Bribe” in Exchange for their E-mail Address
4. Gripping Sales Copy (Story)
5. Success Stories
6. No Risk Guarantee
7. Low Risk Offer
8. Sense of Urgency
9. Payment Checkout System to Process Payment

Here’s one example of an awesome sales website that my company made for a cool dude named James Terlecki in Youngtown, OH. Hit him up on Facebook or contact him through his site – I’m sure he’ll be happy to share with you how he gets amazing results for his Kids Martial Arts, Muay Thai, BJJ and Kickboxing programs.

If any of you are interested in the iLoveKickboxing.com program, please check out http://MyiLoveKickboxing.com or call me office at 516.543.0041.

About the author: Michael Parrella is the founder and CEO of Full Contact Online Marketing, a Martial Arts Website Design and Development company, the iLoveKickboxing.com Fitness Franchise, MAPRONewsletter.com, and several top-grossing kickboxing facilities in New York. He is also a published author and an MASUCCESS Monthly Columnist.

Michael has several Coaching and Mastermind programs that he runs for Martial Arts school owners of all levels and styles. You can reach him on Facebook at http://www.facebook.com/michael.parrella1 , email him at Michael@FCOnlineMarkeitng.com or contact him at 516-543-0041.

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