Les Mills

– Changing the World Les Mills International © 2010One Tribe

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THE SECRET TO SELLING WITH LES

MILLS™

Drew Surprenantdrew@getlesmills.com

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 © 2010One Tribe

The PROBLEM Is….

There is NOT enough REVENUE!!

– Changing the World Les Mills International © 2010One Tribe

LOW Attendance

– Changing the World Les Mills International © 2010One Tribe

Harder to be PROFITABLE … …

Members are leaving …

– Changing the World Les Mills International © 2010One 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 © 2010One Tribe

– Changing the World Les Mills International © 2010One TribeWhat 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.

– Changing the World Les Mills International © 2010One Tribe

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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 © 2010One Tribe– Changing the World Les Mills International © 2010One Tribe

• Set REALISTIC targets for event day

• Execute your revenue generating plan!

40

29

15

57

61

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– Changing the World Les Mills International © 2010One 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 © 2010One Tribe

– Changing the World Les Mills International © 2010One 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

SALES

The METRIC SYSTEM

One Tribe – Changing the World Les Mills International © 2010

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Must Do’s

• Design a great event

• Marketing Plan

• Ready staff• Event Logistics

– Changing the World Les Mills International © 2010One Tribe

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Create an EXPERIENCE they WON’T forget!

One Tribe – Changing the World Les Mills International © 2010

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Potential Members should have only ONE reaction…

One Tribe – Changing the World Les Mills International © 2010

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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

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 © 2010One Tribe

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Co-Brand!!

“Local

Vendor”

– Changing the World Les Mills International © 2010One Tribe

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Build It….

And They Will Come.

– Changing the World Les Mills International © 2010One 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 © 2010One Tribe– Changing the World Les Mills International © 2010One Tribepromote…….Promote…….PROmote……PROMOTE!!!

– Changing the World Les Mills International © 2010One Tribe

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ECLUB

– Changing the World Les Mills International © 2010One 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!

One Tribe – Changing the World Les Mills International © 2010

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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

– Changing the World Les Mills International © 2010One Tribe

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STICK

TO

THE PLAN

One Tribe – Changing the World Les Mills International © 2010

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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….?

One Tribe – Changing the World Les Mills International © 2010

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YOUR FACILITY

NAME…

Have enough Space for All the INFORMATION..

Make sure THEY fill it out..

One Tribe – Changing the World Les Mills International © 2010

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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 © 2010One Tribe– Changing the World Les Mills International © 2010One Tribe

PRE-Qualify

Follow Up

Email

– Changing the World Les Mills International © 2010One Tribe

One Tribe – Changing the World Les Mills International © 2010

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Essentials

Everyone Must RegisterConfirm Guest Details if on a Guest Pass

Sales Team Follow Up for Each GuestKeep both Offerings Available for each Guest

– Changing the World Les Mills International © 2010One Tribe– Changing the World Les Mills International © 2010One 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…

AFTE

R

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 A7 DAY PASS SPECIAL OFFER

OFFER BEVENT 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…

One Tribe – Changing the World Les Mills International © 2010

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Offering more than one ITEM across the board …

Is more appealing to the CUSTOMER.

– Changing the World Les Mills International © 2010One Tribe– Changing the World Les Mills International © 2010One Tribe

5. SELL EFFECTIVELY AT THE EVENT

LESW1804

One Tribe – Changing the World Les Mills International © 2010

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REACH GOAL!

One Tribe – Changing the World Les Mills International © 2010

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Celebrate!!!

One Tribe – Changing the World Les Mills International © 2010

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THUMBS Up to a Job WELL DONE!

And your 20 NEW MEMBERS!

One Tribe – Changing the World Les Mills International © 2010

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Set a realistic goal for

the event day!

Have a plan in place to make it successf

ul!

Create a schedule

to complete

every necessary item! Don’t

falter away from the

plan! Every step is

crucial!

Party Time!

RECAP

One Tribe – Changing the World Les Mills International © 2010

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THANK YOU!!

If you have any questions, please email drew@getlesmills.com

Visit WWW.THE-BIG-SQUEEZE.COM