Sales Training · Fitness & Wellness

Fitness & Wellness

Your trial members are leads. The ones who do not convert are not lost. They are just untouched.

Boutique fitness studios, gyms, yoga and pilates studios, personal training businesses, and coaching programs all share the same revenue model. Get a prospect to try the experience. Convert them to a member. Retain them for as long as possible. The studios that win treat trials like sales opportunities and retention like a sales process.

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Marketing produces trials. Class passes, intro offers, free weeks, founding member promotions. Then what happens? If your front desk hands the trial member a towel and says "welcome, the class is in studio two," you missed the sale. If nobody follows up after the trial, the member tries the studio down the street next. Wellness sells. The buyer is hopeful, vulnerable, and motivated. Help them say yes.

What we see

The pattern in most fitness & wellness operations.

Trial members handed off to instructors with no sales conversation in between.
No follow up after the trial.
Pricing presented apologetically.
Long term nurture sequences that are generic templated drips.
Retention programs that are mostly auto billing with no human touch.
Comp plans for managers that pay flat hourly with no incentive for member growth.
Front desk staff who are good with members but never trained to sell.
No referral program.

What we do

For fitness & wellness.

Inbound trial inquiry phone scripts. Follow up call cadence after trial. Member referral request frameworks.
Mindbody, ClubReady, Mariana Tek, Glofox, Xplor implementation and optimization. Trial to member conversion workflows.
Trial member welcome sequences. Membership tier presentation frameworks. Retention campaigns.
Studio manager coaching, weekly accountability, sales scripting for instructors and front desk.
Trial conversion bonuses, referral SPIFFs, retention bonuses tied to long tenure members.

Tech stack

The tech stack we recommend

· Mindbody: most widely used platform in fitness and wellness.
· ClubReady: common in larger gym operations and franchise networks.
· Mariana Tek: platform of choice for many boutique fitness chains.
· Glofox (now Xplor): strong in international boutique studios.
· Pike13: suits smaller specialty studios.

Who we work with

Sub-segments we serve.

Boutique fitness studios
Gyms
Personal training studios
Reformer pilates studios
Group exercise franchises
Wellness centers (massage, recovery, infrared)
Health coaching businesses
Online fitness coaching programs

Services for fitness & wellness

Stack the services your operation needs.

Call Performance

Half your leads die on the first ring.

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Sales Systems

Your CRM is a graveyard.

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Sales Collateral

Your pitch deck is putting them to sleep.

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Sales Leadership

You are managing outcomes. You should be managing inputs.

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Compensation Design

If your comp plan needs an explanation, your reps are already wrong.

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What changes for you

Trial to member conversion climbs. Member retention improves. Referrals start coming in. The dropouts who left in month four start coming back because someone reaches out at month three.

Questions