Answered by Jason Odell, founder of RiseForIt
Someone who gives you their email wants to act, not just watch. A follower tapped a button.
A viewer watched for a few seconds. A signup clicked a link, typed in their email, and asked for the plan. That's effort, and effort is proof they want to do it.
Picture two people - one liked your gym's post from the couch, and one walked in, asked for the front desk and filled out the card, so which one are you calling back first? Most trainers spend all day on comments and forget the list. I get it, because comments feel like action. A guy at my gym told me he was going to answer every comment on his page before he answered his wife.
His wife said, I'm the list. And that's that guy's mentality. Think about the last time you clicked a link and typed in your email for something. You did it because you actually planned to use it, and the people on your list are the same way.
A follower might be a fan. A signup is somebody trying to do the work. That's who you want to train. So someone who downloads your 4-week plan isn't a maybe. They've already pictured themselves walking in on Monday for week one, and the only thing missing is somebody checking in. The fortune's in the follow-up. They already raised their hand. Most trainers just never call on them.
Here's a message that gets them moving, so they turn into clients. You can send it word for word. 'Hey, saw you grabbed the 4-week plan. Did you start it yet? What's the hardest part so far?' That's all it is. You're not pitching, you're checking if they did it.
They already told you they want to do it, so now you're just helping them act, the same way your content does. If they reply, keep going, and ask what's getting in the way. Then help them with that. Every day you wait, those leads get a little colder.
So here's a challenge, because your warmest leads are the closest to becoming clients. This week, open your list and find everybody who downloaded your tool this month. Message them before you answer one more comment.
Comments are people watching, and the list is people doing. So instead of chasing more comments, you're now talking to the people who are actually ready to start. And if writing that follow-up every week feels like one more thing on your plate after a full day on the floor, we write it with you - work with me.
In the 90-Day Build we make and post your content, answer your leads and close them on sales calls.
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