383 | Navigating Slow Summers and Boosting Enrollment with Gus Lopez

School Owner Talk

Podcast Purpose Interview with Gus Lopez of Lead Hunter Media to discuss marketing strategies, lead follow-up, and retention for martial arts schools. https://youtu.be/cEWTor8cHh4 Key Takeaways Consistent marketing and nurturing leads is crucial for success, even during slow periods Following up quickly with leads and building relationships is key to improving conversions Using AI systems can help automate lead nurturing and follow-up to increase show rates Offering a small paid trial or deposit can increase commitment and show rates Focus on improving systems like sales process and retention in addition to lead generation Topics Lead Follow-up and Nurturing Speed of follow-up is critical - use AI systems to have 24/7 conversations nurturing leads Nurture leads long-term by building a database to market offers to over time Poor follow-up is often the reason for perceived "bad leads", not the marketing source Use tools like automated texts, emails, and calls to stay top-of-mind with prospects Paid vs Free Trials Free trials generate higher volume but may have more unqualified leads Paid trials filter for more committed prospects but require higher ad spend Consider offering a small refundable deposit (e.g. $10) to increase show rates Test different offers like 2-week trials, 4-week trials, challenges etc. Retention and Customer Lifetime Value Work on improving retention from the start, as it allows you to spend more on marketing The longer students stay, the more you can afford to spend acquiring them Use tools like risk-reversal (e.g. cancel before yellow belt) to ease commitment fears Consistency in Marketing Don't stop marketing, even during slow periods - build long-term momentum Cutting marketing loses any traction and momentum you've built Consistent marketing keeps your school top-of-mind as prospects go through cycles of readiness Next Steps Reach out to Gus at Lead Hunter Media to discuss marketing services and get a free sales training course Test offering a small paid deposit for trials to increase show rates Focus on improving retention and customer lifetime value Commit to consistent long-term marketing to build momentum Action Items Try the $10 deposit strategy with the next 5 leads to increase show rates Visit www.leadhuntermedia.com and book a call with Gus Lopez of Lead Hunter Media, mentioning the School Owner Talk podcast to receive a free sales course as a bonus. Consider hiring a salesperson to make calls and free up time for other tasks.