Hey everyone, Jimmy Davidson here with Motion Mentors. Today, I’m excited to share a proven three-step framework for making successful outbound calls for your gym’s sales team. At Freedom in Motion, our salespeople make upwards of 400 calls a month. This volume is crucial because it’s a numbers game: more calls mean more bookings and more bookings mean more opportunities for trial classes to convert into paying members.
The Importance of Outbound Calls
Outbound calls are essential for reaching leads interested in potentially booking a class at your gym. However, many salespeople struggle with memorizing scripts and sounding natural. A common issue is the inconsistency in how calls are conducted, which can lead to mixed results. By following a structured yet flexible framework, you can ensure each call is productive and professional.
Step 1: Introduce Yourself and Your Purpose
Start the call by clearly introducing yourself, mentioning your gym, and reminding the listener how you obtained their information. Here’s how:
"Hi, this is Jimmy from Freedom in Motion Parkour Gym in Murrieta, California. I saw that you found us online and entered your info on our website. I wanted to give you a call to see who in your family you had in mind when you found our parkour gym."
Why This Works: This approach is direct and avoids the generic, often off-putting "How are you today?" which can make you sound like a telemarketer. By immediately establishing your identity and purpose, you set a professional tone and build trust. For most people taking your call, this is much less annoying.
Step 2: Identify the Client’s Needs and Schedule
Next, find out who the prospective student is and when they can attend a class. Use this part of the conversation to build rapport and understand their needs:
"That’s awesome! I think parkour will be a great fit for your family. How old is your daughter?"
After they provide the necessary details, offer specific class times to choose from:
"For your eight-year-old daughter, we have a Level 1 trial class available today at 6 PM or tomorrow at 3 PM. Which one works best for you?"
Why This Works: This step personalizes the interaction, making the client feel valued and understood. Offering specific times shows flexibility and eagerness to accommodate their schedule, which helps in securing the booking.
Step 3: Confirm Details and Secure the Booking
Finally, wrap up by confirming the booking details and securing the payment. Here’s how to transition smoothly:
"Great! So, let’s get your daughter, Janice, signed up for the trial class tonight at 6 PM. To finalize your booking, the class is $30, but I’m giving you a $20 discount since it’s your first time. Which card would you like to use?"
Why This Works: By discussing the price and payment at the end, you build value and commitment throughout the call, making it easier for them to say yes. This method ensures that the client feels like they have a secured spot, increasing their commitment to show up.
Overcoming Objections
If they hesitate about the cost or expected your trial lesson to be free, be prepared to explain the value and address any concerns:
"We don't have a fee for trial classes because our program is extremely popular, and we have limited spots. I’m confident your daughter will have a fantastic time and benefit greatly from our classes. Let’s secure her spot today."
Why This Works: Handling objections confidently and providing a rationale for the fee helps reassure the client and underscores the value of your offering. This approach leverages scarcity and quality, making the client more likely to commit.
The Numbers Game: Why Volume Matters
We understand that outbound calling is a numbers game for any parkour gym. Our sales team makes upwards of 400 calls a month because more calls lead to more bookings. This increase in trial class bookings creates more opportunities for conversions into paying memberships. Consistency and volume are key to a successful outbound calling strategy. At this level of calls (with the inflow of leads to match), we typically see 30-40 new members per month, each with a healthy ARM and LEG score to match.
Conclusion
By following this three-step framework, you can make your outbound calls more effective, helping to grow your gym’s community. Remember, the key is to sound natural, be confident, and build value throughout the conversation.
When done right, outbound calls are a powerful tool for driving new business.
For more tips and resources on improving your sales techniques, follow Motion Mentors on Instagram, subscribe to our newsletter, and visit motionmentors.org.
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