Welcome back, we’re diving into one of the most overlooked yet business changing topics for performance coaches. Turning your leads into prospects, and why this simple shift can completely change your training business. Most coaches chase leads. Few convert them. Your money is in the follow up, get leads to walk through your doors.
ย Define the Journey
- Lead = Contact info (they showed interest)
- Prospect = Scheduled or showed up
- Client = Paid you
Focus on converting lead โ prospect. It’s much easier to convert a prospect into a paying customer than it is to turn a cold lead into a prospect. Have a process in place to bridge the gap, that process changes your business.
ย Follow-Up System (3-Day Manual)
Day 1:
- Call (donโt leave voicemail)
- Follow up with a personalized text:โHey [Name], itโs Coach Chris. You showed interest, letโs get you in for a session. Would xyz time work or does zyx time work better?โ
They raised their hand. You’re not bothering them. Treat it like you’re following up with someone who asked for help, because they DID!
Day 2:
- Call/text again at a different time (AM if yesterday was PM)
- Message: โJust checking if you saw my last text.โ
Most people are busy, distracted, or unsure. You’re helping them follow through on something they already want.
Day 3:
- Final message a “close the loop” message:โNot trying to botherโjust reaching out one last time since you showed interest. If now’s not the right time, no problem. I’ll stay in touch.โ
The message is powerful because it removes pressure but keeps the door open.
ย No Response?
Move to a monthly check-in:
- โStill chasing goals?โ
- โOur off-season program just opened up.โ
- โWant to lock in a summer session?โ
People buy when they’re ready. And if you’re top of mind when that moment hits, you’ll win!
ย If They Schedule:
- Text them within 1 hour:โThanks for booking! Canโt wait to work with you Thursday at 4 PM. Let me know if anything comes up.โ
- Send a confirmation text 1โ2 hrs before session:โLooking forward to seeing you at 4 PM today!โ
This sets the tone: You run a professional operation. You’re not just some “trainer.” Helps cut the no shows!
ย If They Ghost:
- Text 10 mins after:โHey, just checking in. Are you still coming or want to reschedule?โ
- If no reply, restart 3-day follow-up, then back to monthly.
ย Bonus: Expiration Text
30 days later:
โHey [Name], just a heads upโyour offer expires in 3 days. Want to lock in your spot?โ
This reactivates quiet leads fast, especially if you’re running a limited time offer (like a summer speed camp) and want to target hesitant parents or busy athletes coming out of season.
Want the System and Scripts?
More follow-up = more prospects.
More prospects = more paying clients.
Donโt just generate leads. Convert them.
Thatโs how you build a real coaching business. This entire follow up framework is just one piece of what I teach in Performance Coach U – a certification built for coaches in the private sector who want to train athletes AND grow a real business. Most certs give you info. I give you application, built on 10+ years of real results in the trenches. Check out the link below to learn more.
– Coach Chris Barnard | Overtime Athletes
