Josh Vandergrift | Growth Engineer
@joshmvandercom
Scaled an MMA Gym Past $3M
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The first time I challenged an objection. The persons life changed by Martial Arts. Drastically. I'd rather you hate me for pushing a little too hard, then letting you miss out on a life you could have had.
One thing I have learned after a thousand sales conversations... Don't get cute - even if you think this person doesn't need to go through the steps. Take them through them anyway. Or it's over.
A simple hack for picking up the phone. Don't ask "How can I help you?" Ask... "May I ask who I am speaking with?" Then you can control the conversation from there. (Otherwise they control)
One of the dumbest things you can have on your website as a gym owner is a contact form. I know, I have one. It's just a place for people to cancel and ask for price.
One crazy thing that I learned hiring for my gym (silicon valley style). Money & perks caused entitlement not loyalty. This was a bitter pill.
Always focus on the member, not their membership.
Sparring shouldn’t be a cliff. It should be a ramp. Pads -> Dutch Drills -> Defense -> Controlled Drills -> Sparring For most you have to slowly acclimate them to vi0l3nce!
One of the most powerful things I have learned in sales is to have childlike curiosity.
Too many Martial Arts Gym owners are afraid to sell.
Some businesses can look at LTV:CAC ratio but for Martial Arts gyms you should maximize your Month 1 Cash to CAC ratio. 4:1 is a good place to start.
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