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– Changing the World Les Mills International © 2010One Tribe
1
THE SECRET TO SELLING WITH LES
MILLS™
Drew [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 © 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
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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
– 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 [email protected]
Visit WWW.THE-BIG-SQUEEZE.COM
