selling gym memberships with les mills
DESCRIPTION
Increase club traffic and convert more guests into members using Les Mills proven strategy for creating powerful Group Fitness events. Includes tutorials on event setup, staff training, and goal setting.TRANSCRIPT
– Changing the World Les Mills International © 2010 One Tribe
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THE SECRET TO SELLING WITH LES MILLS™
Drew Surprenant [email protected]
One Tribe – Changing the World Les Mills International © 2010 One Tribe – Changing the World Les Mills International © 2010
Selling Gym Memberships isn’t EASY!
Time to make it EASIER!!
– Changing the World Les Mills International © 2010 One Tribe
The PROBLEM Is….
There is NOT enough REVENUE!!
– Changing the World Les Mills International © 2010 One Tribe
LOW Attendance
– Changing the World Les Mills International © 2010 One Tribe
Harder to be PROFITABLE … …
Members are leaving …
– Changing the World Les Mills International © 2010 One Tribe
Another way to GROW profits?
One Tribe – Changing the World Les Mills International © 2010 One Tribe – Changing the World Les Mills International © 2010
AMAZING GROUP EXERCISE EVENTS!
Even this guy buys a MEMBERSHIP $$$...
– Changing the World Les Mills International © 2010 One Tribe
– Changing the World Les Mills International © 2010 One Tribe What is YOUR goal?
One Tribe – Changing the World Les Mills International © 2010
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#
$
+
NEW Members
EVENT Revenue
MINIMUM Attendance
1.
2.
3.
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If you need 20 new members…..
And your Closing Rate is 50%….
Your GOAL is 40 qualified guests!
SO… Equals $10,800…annually At $45 a month...
– Changing the World Les Mills International © 2010 One Tribe – Changing the World Les Mills International © 2010 One Tribe
• Set REALISTIC targets for event day
• Execute your revenue generating plan!
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– Changing the World Les Mills International © 2010 One Tribe
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Gets your 20 New Members!
One Tribe – Changing the World Les Mills International © 2010
What’s the PLAN?
– Changing the World Les Mills International © 2010 One Tribe
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Create a “Business” Plan!
One Tribe – Changing the World Les Mills International © 2010 One Tribe – Changing the World Les Mills International © 2010
EXPERIENCE
S A L E S
The METRIC SYSTEM
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Must Do’s
• Design a great event
• Marketing Plan • Ready staff • Event Logistics
– Changing the World Les Mills International © 2010 One Tribe
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Create an EXPERIENCE they WON’T forget!
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Potential Members should have only ONE reaction…
One Tribe – Changing the World Les Mills International © 2010
21 Focus on the EMOTIONAL needs of your guests or members..
Understand what YOUR people WANT.
One Tribe – Changing the World Les Mills International © 2010
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Time To GET TO WORK
One Tribe – Changing the World Les Mills International © 2010
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Come up with CREATIVE Ideas….
One Tribe – Changing the World Les Mills International © 2010
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Les Mills Themed Event
– Changing the World Les Mills International © 2010 One Tribe
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Co-Brand!!
– Changing the World Les Mills International © 2010 One Tribe
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Build It….
And They Will Come.
– Changing the World Les Mills International © 2010 One Tribe
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Class Setup!
Need 40 potential guests.. Which equals 20 new members…
How many classes, including existing members, do you NEED to have?
– Changing the World Les Mills International © 2010 One Tribe – Changing the World Les Mills International © 2010 One Tribe promote…….Promote…….PROmote……PROMOTE!!!
– Changing the World Les Mills International © 2010 One Tribe
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ECLUB
– Changing the World Les Mills International © 2010 One Tribe
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Use the Marketing PROVIDED…
One Tribe – Changing the World Les Mills International © 2010
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Invite Family, Friends, EVERYONE YOU KNOW!
One Tribe – Changing the World Les Mills International © 2010
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Email, Text, Call, Newsletter, and Social Media
One Tribe – Changing the World Les Mills International © 2010
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Social Media is a BIG ONE!
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Everyone on staff is IMPORTANT on Launch Day!
Make sure the entire team is on board!
One Tribe – Changing the World Les Mills International © 2010
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STICK
TO
THE PLAN
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• 20-30 % for guests • Use pre-booking/registration
forms • 60-70% should be filled a
week before event
One Tribe – Changing the World Les Mills International © 2010
What is wrong with this registration form?
Best representation of the FACILITY….?
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YOUR FACILITY NAME…
Have enough Space for All the INFORMATION..
Make sure THEY fill it out..
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What we DON’T WANT….
Is NO ONE to show up!
One Tribe – Changing the World Les Mills International © 2010
WHAT IS THE MOST EFFICIENT ACTION
TO REDUCE NO SHOWS?
– Changing the World Les Mills International © 2010 One Tribe – Changing the World Les Mills International © 2010 One Tribe
PRE-Qualify
Follow Up Email
– Changing the World Les Mills International © 2010 One Tribe
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Essentials
Everyone Must Register
Confirm Guest Details if on a Guest Pass
Sales Team Follow Up for Each Guest
Keep both Offerings Available for each Guest
– Changing the World Les Mills International © 2010 One Tribe – Changing the World Les Mills International © 2010 One Tribe
HOSTED AN OUTSTANDING EVENT!!
One Tribe – Changing the World Les Mills International © 2010 One Tribe – Changing the World Les Mills International © 2010
THE SELLING PROCESS SHOULD BE ENJOYABLE, RELATIVELY QUICK AND FEEL PERSONAL…
One Tribe – Changing the World Les Mills International © 2010
What did they LIKE? Discuss BENEFITS…
One Tribe – Changing the World Les Mills International © 2010
Present Two OFFERS:
Gear them to the one SPECIFIC to LAUNCH day
One Tribe – Changing the World Les Mills International © 2010
OFFER A 7 DAY PASS SPECIAL OFFER
OFFER B EVENT SPECIAL OFFER
• Full access to all facilities • Full access to all facilities • 3 free PT sessions • 3 free PT sessions • 2 quarterly assessments • 4 quarterly assessments • 50% discount on joining fee • No joining fee • Monthly rate of $45 • RPM™ free for 6 months • 12-month term • Monthly rate of $40 • 24-month term
Write the OFFERS down….
Which do you prefer?
One Tribe – Changing the World Les Mills International © 2010
Offer 1 – Just for Event Day
Offer 2 – Week Guest Pass
Offer 3 – Regular Gym Membership
3rd Option Available if Need be…
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Offering more than one ITEM across the board …
Is more appealing to the CUSTOMER.
– Changing the World Les Mills International © 2010 One Tribe – Changing the World Les Mills International © 2010 One Tribe
5. SELL EFFECTIVELY
AT THE EVENT
LESW1804
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REACH GOAL!
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Celebrate!!!
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THUMBS Up to a Job WELL DONE!
And your 20 NEW MEMBERS!
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Set a realistic goal for the event
day!
Have a plan in place to make it
successful!
Create a schedule to
complete every necessary item!
Don’t falter away from the plan!
Every step is crucial!
Party Time! RECAP
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THANK YOU!!
If you have any questions, please email [email protected] Visit WWW.THE-BIG-SQUEEZE.COM