In the world of the Fitness, Jiu jitsu, and Martial Arts Acedemy owner getting new sales is always on your mind. We all get that rush when someone calls, walks in, or even tries a free class or free week.


But the frustrating part is when they just disappear.

There are just 2 main reasons why a lead disappears. One, they change their mind, and two someone else gets to them first.

One is about their mindset, and the other is about timing. We will cover how to conquer both of these now.

How Do We Get Our Leads to Stick??

The first thing you have to understand is that timing is everything!! The average response time on web leads is 17 hours. If you think that’s acceptable you’re dead wrong!

According to a study conducted by MIT (smart people), The odds of contacting a lead if called in 5 minutes are 100 times higher versus calling in 30 minutes.

In other words, if you want to actually make contact with them you need to be quick!

You can’t sell to them if you can’t contact them.

Timing and Qualifying Leads

In the MIT study “qualifying a lead” meant making contact and setting an appointment for a demo.

For you this would mean setting an appointment for a free class.

The odds of qualifying a lead in 5 minutes versus 30 minutes drop 21 times. And from 5 minutes to 10 minutes the odds decrease 4 times.

The odds of qualifying a lead if called in 5 minutes are 21 times higher versus 30 minutes.

Why Is Response Time So Important?

Is pretty simple. Starting something new is scary! Every minute you wait to call them is a minute they have to talk themselves out of doing something that scares them!

Contacting them before fear kicks in gives you the chance to address those fears and reinforce their decision to take action.

For those leads that are actually motivated and ready to take action, it’s important that contact them first.

75% of prospects do business with the company that contacts them first.
If a prospect contacted you, as well as another school or fitness program down the road you’d better hope you call them before your competitor does!

What If They Still Don’t Respond?

Well that’s the subject for another post but keep this in mind it usually takes 8-10 attempts before you can actually qualify a lead and most people contact leads just 1.3x.

2 Questions You Should Ask Yourself

What would a 100x increase in contact ratios do for you?

What effect would a 21x increase in qualification have on your school?

Actions Steps:

  • Commit to contacting each lead within 5 mins
  • Create a backup plan if you are unable to return calls