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WELCOME TO THE SHOW. THREE RING CIRCUS:. THURSDAY. FRIDAY. POP THE QUESTION SALES GAME.
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POP THE QUESTION SALES GAME Write the stupidest question you have ever been asked by a GFM, HLD, Owner or Director that relates to selling a new facility or adding an additional program. Roll-up the paper very small. Put it in the balloon. Blow up the balloon. Throw it in the middle of the table and then everyone grabs a balloon different from their own. Pop it by stabbing it, biting it, sitting on it, stepping on it, etc. Then going around the room you must read the question and answer it. At the end … the group nominates 5 of the best answers, and whoever has the most votes from the crowd wins.
People will pay for Value and Brand • Brand is a promise • Value is experience and is very subjective
All Buyers have a price benchmark • Exceed it and you have to fight to win the business • They are not rejecting your brand • Buyers use price as an excuse to move you to their benchmark
Need to create Value • Not just money but dependability and trust = the relationship
Process • Continually excite the prospect to go from appointment to meeting to demonstration • Listen to client to find out what they are not telling you • Never bad mouth competitors • Emphasize benefits
Business will build if you construct agreements that are good for yourclient first and you second.
A strong brand will result in easier sales.☆Keys are communication and education
License Fees • One program • Bundling programs • Discount for paying all up front • Ability to trade programs ... write that into the contract (switch a 2nd program every 6 months) • GRIT • BTM
Training Discounts • $100 off • ½ Off • 2 for 1 (refer a friend)
Barbell Discounts • Free solid plates • 1/2 price hand helds • Tax in IL only • Shipping costs (+ $100 if time specific/cheaper to business address)
Value of GFMs, and how to manage them: could they be used for aquisition AND retention?
Value of sample classes and how to manage them ... acquisition and retention?
What is the facility’s mission statement? • What is their price point? • What does the facility look like (condition/age/equipment)? • What is a typical member? • Town/location/population • Local competition (YMCA, Rec Center, Anytime)
GOAL SETTING • What are the goals of a fitness facility? • What are the goals for members? • How long to set goals? • Finding $3,600 reason for why they will invest in program • Short term vs Long Term • How to achieve goals
Once you know this information you can then... • Suggest additional programs • Know the price point – Don’t leave money on the table (can get $200 for an additional or $100) • What trainings are on the books or coming up (The potential for BJ training maybe totally unrealistic in Fargo ND) • Benefits of adding more than 1 additional program • Sell to their members not the owner/manager/GFM
Emotional selling proposition • Sales are based mostly on emotion and the decision is backed up with logic. • The counterpart is Unique Selling Proposition, the benefits that your prospects and clients can look forward to receiving when they purchase your product.
USP is logical and should be used to back up ESP. • Your ESP’s are your products/service/companies emotional levers that help the prospect to buy. • They are the “beneath the service” triggers to creates emotion.
Focus on making your client feel that your product can make them: • Feel important • Feel valued • Feel part of a unique group or select band of people • Feel whole • Feel remembered • Feel attractive • Feel trendy • Feel hip • Feel safe • Feel accepted
Using ESP to create excitement • When a client is excited, logic comes second. • Figure out what excites your client • A party like atmosphere? • Being a part of a world wide community? • Top of the line marketing materials to spice up their facility? • The thought of a packed group fitness room with people coming in droves? • What else?
THE LIMBO LAUNCH GAME Scenarios will be presented to you and the selected BDM or Coach must come up with a way to Launch. Sara and Mike will hold the rope (which will be long enough to hang yourself). Beth will be our music master! These fatal (but fun) launch scenarios must be addressed. The person who is up, must pick a scenario out of a hat and come up with one (and only one – and make it the BEST one!) great idea to get the facility launched quickly. Then the others in the crowd vote on how good an idea it was, and Mike and Sara either raise the rope for a great idea or lower the rope for a rotten idea. Then the person needs to do the limbo under the rope. At the end … the group nominates 5 of the best launch ideas, and whoever has the most votes from the crowd wins.
REANNA DEMPSEY The Highwire (The Effortless Experience) How Can We Impact Customer Loyalty?
PIRATE HIDE & GO SEEK In this fantastic game, Sara will read off various signs that indicate how people around the Midwest are bootlegging the Les Mills programs. Each BDM and Coach will be given one sign. The individual will place the sign around their neck. Dressing appropriately, the BDM and Coach will put on their pirate tattoos, headbands and eye patches. The group is given one minute to hide inside the office, studio, warehouse – but not outside. The Pirate Killer (Sara) starts the timer and waits one minute before searching through the office where people have hidden. Each time a pirate is caught, they must return to the boardroom. The last three people found are the winners!
REANNA DEMPSEY Trapeze (Bridging the Gap) Sales and Club Coaching
DINNER AT J ALEXANDER'S 4077 Lake Cook Rd, Northbrook, IL 60062
MIME GAME WHAT IS YOUR BIGGEST CHALLENGE WORKING EFFICIENTLY AT HOME? Write on a piece of paper one of your biggest challenges for working from home. We will pull names out of a hat one at a time. The person’s whose name we pulled out must put on the mask and the cape and mime the challenge... and the group then must provide the solution to this working-from-home fiasco. The best mime-r wins!
CIRCUS FREAKS Launching New Clubs
JUMPING THROUGH HOOPS Communication Quiz Three signs - “Call me back”, “Return my test” & “Answer my email”- are placed in the center of the ring that is resting on the tabletop in the studio. In the boardroom, have everyone write on a piece of paper three different suggestions responding to: - Most creative voicemail to get someone to call you back - Most creative text message to get someone to text you back - Best subject line to get a client to email you back Then the BDMs and the Coaches go into the studio and put their suggestions into each of the pre-marked hoops. Then Sara will read off the suggestions, one by one, and the group has to figure out who wrote it. There are three winners from each hoop.
UNDER THE BIG TOP Welcome Call Site
STICKY CIRCUS CANDY Retention Call Site
