Picture this: You get off a discovery call with a potential run client and it went so well! You really feel like you can really help this runner and that they’ll be signing up with you. You send off an email with the enrollment link and then…..
Crickets.
Maybe you even have google streak set up and you can see they read the email.
But no response.
You think: “If they wanted to get started, they would respond” or maybe “I don’t want to be pushy.”
But guess what? Following up is GOOD customer service. People except a follow up. and if they never hear from you again…. that’s not a good sign for them that you’re a good communicator.
So what should you say in that follow up? And how often should you follow up?
3 Steps for Run Coaching Client Conversion Revealed
I recommend 3 follow ups after a discovery call:
1) Immediately after the call: Reiterate their goals and your belief in them. Share why you think that your coaching will help them with their struggles. Ask if they have any questions or concerns (if they told you their main concern on the call, then ask “is the price your only concern?”) Send your enrollment link or an invoice.
2) 24-48 hours later. Create urgency and give a deadline.
Example:
Hi name! I loved talking to you the other day. I would love to help you train to run that sub 2 hour marathon at Long Beach in October – I really believe that with a schedule that is made just for you you’re going to be able to be more consistent with your training.
Do you need any more info to make your decision? Would you be able to let me know by Thursday so that we can get your first training schedule started next week? Looking forward to hearing from you!
3) 5-7 days later.
Hi name! Checking in one last time to see if you were still making your decision about getting started with run coaching this month? If not, should I check in with you later?
(If they say to check back in put it on your calendar and make sure you do it!)
What if they never respond!? Should I never contact them again?
No!
Ideally, this person should be on your email list, getting your newsletter. If you’re creating content that is speaking to their pain points, desires, objections, etc (using the Runner Rising content strategy!) then they may reach back out when the time is right!
But, you should also have a list of past leads to follow up with regularly. You could check back in with them a month later or in a few months with something like this:
Hi name! I wanted to check in with you again. How did your half marathon go? You told me you were struggling with fueling – were you able to figure it out?
I know when we talked before it wasn’t the right time but I have 2 openings for 1:1 run coaching right now and I thought of you. Would you want to set up a time to talk about your fall race plans?
And my last message: Please don’t take a lack of response or a “no” personally! It’s usually about them, not you. Remember this process is about them finding the best fit for them. If they went to another coach, that’s ok . They decided not to use a coach, that’s ok too! (If you NEVER convert any of your discovery calls then we need to figure out why – a 25-40% conversion rate is average/good).
On the most recent Runner Rising podcast I dive deeper into this!
Now…..go follow up and come back to comment how it went!
