Top Lead Follow-Up Strategies

“Hi, I am interested in learning a little more about CrossFit and how your gym in particular could help me have a healthier lifestyle.

My phone number is _______. I’d love to hear more if you could give me a call.


Kaitlyn Clay”

This was an email I sent to four Boxes across the United States with the goal of learning the different strategies Boxes had in place to follow up with leads. What unique ways would people try to get my attention? I was ready to find out.

Below, are rankings, one to four stars, on different follow-up strategies used by Boxes from all over to encourage me to choose their gym.





No response at all. Three days have passed and no follow up has been made. By this point I would have reached out to another Box in the area or moved on to another gym.





I received an automated email with the following response:

“Thank you Kaitlyn for your inquiry, a staff member will contact you immediately.”

Immediately is a strong word and three days later I am still waiting to see how long immediate means to this Box, as I still haven’t been contacted. It is nice to know they have intention to reach out to me, but if there is no follow through it makes me wonder how they would follow through with my fitness if I were an athlete there.




This Box sent me a text message explaining who they were and to let me know they got my information:

“I wanted to reach out and see if there were any questions you had that I could answer as well as invite you in to workout with us. Let me know how I can help!”

This is a nice approach to take during the middle of the day because many people are at work, running errands or doing house work throughout the day. It is easier for them to shoot out an email and then give you a call when they have an opening.

However, this strategy should be followed up with another form of contact. An email the next day or a call on the weekend could show that each new client is important to this gym.




I sent the above email to a Box at 9:37 am EST. At 9:38 am I received a follow-up email with links to the gym’s YouTube channel, Facebook and the website. I also was given a link to schedule a free class. I was also sent a thorough description of the facility, coaching staff, membership options and prices.

Then, at 9:45 am, I was called. While I was away from my phone at the time, the owner left me a voicemail explaining the gym and encouraging me to call back at any time to go through any concerns or questions I have.

On top of that, the next day I was sent another email thanking me for contacting them and reminding me I have a free class with multiple options for times I can come in. They also attached a video to the email about making yourself a priority in your life.

Wow. I was blown away by how adamant this gym was to get me to come in and give them a shot. I was tempted to move states just to be an athlete here. If they cared this much about educating someone they don’t know on their gym then I can only imagine how much they educate their athletes.

So I challenge you as an Affiliate to check out your follow-up strategy to leads. These are the people that are keeping you in business, chase them.

Kaitlyn is a staff writer for Peake Media. Contact her at