Most fitness industry folks are convinced that their single biggest area for improvement is lead generation. If only they could get more people to know about their gym – and possibly even take a tour – then they’d absolutely blow up.

I hate to burst your bubble, but while your lead generation might need work, in the overwhelming majority of businesses, systems and retention are where the biggest opportunities for improvement exist. You see, if you shore things up on these two fronts, you’ll create a better product and dramatically increase the number of word-of-mouth referrals you get. Over the life of your business, word-of-mouth should blow any direct mail or Facebook advertising you do out of the water, so why not work on the things that impact it the most?

Now that I’ve gotten that off my chest, I should actually talk a bit about lead generation, as the truth is that it’s probably more complex than it’s ever been.

If you look back 15-20 years, a lot of folks weren’t on the internet – and they certainly didn’t have social media. It was really, really hard to get in front of people affordably if you were a small business. If you didn’t have the cash to pay for radio, TV, newspaper, or billboard ads, your only option for generating leads began and ended with pounding the pavement to shake hands and kiss babies. Nowadays, things are a whole lot different; you can get in front of just about anyone pretty quickly and easily.

If this wasn’t the case, a kid from small town Maine named Cressey – who didn’t even play high school baseball – wouldn’t be training more than 100 professional baseball players each offseason.

This modern marketing world creates opportunities, but also a lot of noise. People are bombarded by more marketing messages than ever before because we have more devices (phones, tablets, computers, radios) and mediums (Facebook, Twitter, Instagram, Pinterest, Email, etc) than ever before. There is so much noise that people are completely desensitized to the marketing messages that are being sent their way. That means that top of mind awareness is substantially harder to achieve.

What does this mean for lead generation in the fitness industry? You have to get in front of people regularly and via a number of different marketing channels. If you’re reading this blog, you probably hear from me here, on various social media channels, and via email. Perhaps you read an article by or about me on another website or print magazine or newspaper. We might have interacted with one another at a seminar, or we might have a mutual friend who recommended that you check out EricCressey.com.

The point is that you have to stand on your head to make expertise easy to perceive. It’s just not good enough to just pay for a newspaper ad and hope for people to show up.

This is particularly complex because everyone will perceive expertise differently – and in different places. Teenagers aren’t really on Facebook very often, but it’s a great marketing avenue for those over the age of 30. Some of the people there might like video content, and others may prefer writing. Every lead must be generated via a unique marketing mix, and that can make it very challenging to be really successful across multiple niches. At Cressey Sports Performance, we can easily market to baseball players, coaches, and parents, but it’d be really hard for us to build a successful discharge program for cardiac and pulmonary rehabilitation patients. It’s an entirely different demographic that we’d struggle to access.

Bringing things all back together, some closing thoughts:

1. You probably generate a fair amount of leads but need to do better at making sure they aren’t disappearing out the back door while you’re so focused on getting more people in the door.

2. You may need to prioritize optimizing your systems to put yourself in the best position possible to deliver a high-quality product (both training and environment) that will yield more word-of-mouth referrals.

3. Make expertise easy to perceive across a variety of marketing mediums, especially if you’re trying to cater to multiple demographics.

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