This past weekend, the Body Boss team and I attended the Glazier Football Clinic in Atlanta. Last year, over 1,800 coaches – primarily high school and from the southeast – congregated to attend some great speakers (including Georgia Tech’s Director of Player Development John Sisk) and check out some of the latest “toys” vis-à-vis vendors like us. Oh, and like all conferences, it’s also a bit of a high school reunion for these coaches to see old friends again on an annual basis. I wrote about the experience in the post “Spreadsheets SUCK! No, really, see what Coaches wrote…”
Last year, we attended this clinic and a few others, and we admittedly didn’t have some important features in Body Boss. We heard it over and over again from coaches asking us, “Do you have an app?” (We had a mobile web app.) “Can you still printout group workouts?” (No, just individuals.) “I have younger players so we don’t strength train.” (Well, you can sorta do body weight tracking…)
This year, we were able to answer just about every question. Body Boss had evolved so much since we first launched and the 2013 Glazier Clinic and the subsequent Clinics. We heard from coaches and over and over again about specific features, and we built out those features that the most anti-Body Boss customers wanted/ needed. So imagine now our excitement in being able to sell a product that the coaches actually ASKED FOR!
- “Do you have an app?” Absolutely. We have native iPhone, iPad, and Android apps (for smartphones and tablets).
- “Can you still printout group workouts?” Yes, we still give you the ability to print out personalized workout cards for all your players or select groups.
- “What if I have younger players?” Well, players of most ages should train. Younger ages shouldn’t necessarily strength train with weight, but they can still exercise. With Body Boss, you can create Workout programs that are specific for kids and including video tutorials on how to do them. You can engage the younger players while actually coaching them on how to perform drills, and you can even upload video tutorials so parents know what to do and how to motivate their kids.
Yeah… that’s how that went. But we also had a greater time at this clinic because of the way we engaged coaches and focused in on not necessarily the benefits right off the bat, but instead, we opened around pain points. See, the old-school way of doing things was always to either write down a workout on a whiteboard or use Excel to printout workouts, and then have the time and energy to enter all that data for the team back into a spreadsheet. Clearly, you can see the annoying and time-consuming efforts in that. We challenge the old-school way of doing things by introducing technology into an otherwise low-tech world with Coaches.
We started off the Clinic with a blank whiteboard simply asking coaches to write reasons as to why the old-school way, spreadsheets, SUCKED. Our wording was chosen carefully to illicit an emotion and really capture coaches’ attentions. When you have someone tell you something “SUCKS”, you tend to perk your ears. What we got at the end of the Clinic was a number of fantastic reasons why the old-school way is a real PAIN.
We started with…
And ended with…
Our new marketing strategy hit on a number of cool things, sometimes not intended, including:
- Pain and annoying things evoke such a great emotion from prospects – it’s easy to understand
- Having a board where our customers could share a voice created a way to coalesce their emotions in sometimes succinct messages, and thus, rally any passersby and fellow colleagues throughout the Clinic
- Hand-writing the reasons also showcased the variability of handwriting legibility/ readability which in the old-school way of printout and submit, was an evil coaches had to deal with
- Made for an easier way to pull in passersby into our booth. Coaches could be pulled in not just by our handsome faces and siren-esque voices, but also by our visuals including a big TV monitor that looped through video tutorials, our app on multiple devices, and of course, our Spreadsheets SUCK whiteboard
- Can be used to re-engage with the leads generated and be a great talking point with future prospects
- Showcased the pain points of the old-school “it’s always been that way” methodology
- Definitely left an impression with coaches with a standout, memorable booth
So in the end, we got 70+ contacts… several which are very warm leads, and several who have already signed up for the free trial. Of course, the hardwork comes really after the Clinic as we engage with the contacts to convert into trials which then we must try to convert into sales. But our initial momentum has yielded 3X the leads and contacts, and we didn’t even have our wonderful fitness models from last year!
And as for the whiteboard, it was a great idea that we used, and one that came out of nowhere. It reminds me of one of the great lessons my Entrepreneurship professor, Charles Goetz, taught me while I was at Emory, and that was the difference between latent vs. active needs. Approaching an industry and individuals where technology hasn’t been a big deal until recently (unless you’re in a research lab or something), a lot of the old-school methods can be dubbed “latent needs” where users don’t know about the pain and don’t need to address till they come to that bridge. What bringing the pain-points of old-school front and center, we might have just recategorized the old-school methods as ACTIVE needs. This, now allows us to address those needs directly with Body Boss.
So what are your thoughts about your experiences at conferences and how your messaging and products get tweaked? How would you shift customers’ latent needs to become active needs?
