Recommended
More Related Content
What's hot
What's hot (20)
Similar to Les Mills
Similar to Les Mills (20)
Les Mills
- 1. – Changing the World Les Mills International © 2010One Tribe 1 THE SECRET TO SELLING WITH LES MILLS™ Drew Surprenant drew@getlesmills. com
- 2. One Tribe – Changing the World Les Mills International © 2010One Tribe – Changing the World Les Mills International © 2010 Selling Gym Memberships Time to make it EASIER!!
- 3. – Changing the World Les Mills International © 2010One Tribe The PROBLEM Is…. There is NOT enough
- 4. – Changing the World Les Mills International © 2010One Tribe LOW Attendance
- 5. – Changing the World Les Mills International © 2010One Tribe Harder to be PROFITABLE … … Members are leaving …
- 6. – Changing the World Les Mills International © 2010One Tribe Another way to GROW profits?
- 7. One Tribe – Changing the World Les Mills International © 2010One Tribe – Changing the World Les Mills International © 2010 AMAZING GROUP EXERCISE EVENTS! Even this guy buys a MEMBERSHIP $$
- 8. – Changing the World Les Mills International © 2010One Tribe
- 9. – Changing the World Les Mills International © 2010One TribeWhat is YOUR goal?
- 10. One Tribe – Changing the World Les Mills International © 2010 10 # $ + NEW Members EVENT Revenue MINIM UM Attenda nce 1. 2. 3.
- 11. – Changing the World Les Mills International © 2010One Tribe 11 If you need 20 new members….. And your Closing Rate is 50% …. Your GOAL is 40 qualified guests! SO… Equals $10,800…annuallyAt $45 a month...
- 12. – 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 34
- 13. – Changing the World Les Mills International © 2010One Tribe 13 Gets your 20 New Members!
- 14. One Tribe – Changing the World Les Mills International © 2010 What’s the PLAN?
- 15. – Changing the World Les Mills International © 2010One Tribe
- 16. – Changing the World Les Mills International © 2010One Tribe 16 Create a “Business” Plan!
- 17. One Tribe – Changing the World Les Mills International © 2010One Tribe – Changing the World Les Mills International © 2010 EXPERIE NCE S A L E S The METRIC SYSTEM
- 18. One Tribe – Changing the World Les Mills International © 2010 18 Must Do’s • Design a great event • Marketing Plan • Ready staff • Event Logistics
- 19. – Changing the World Les Mills International © 2010One Tribe 19 Create an EXPERIENCE they
- 20. One Tribe – Changing the World Les Mills International © 2010 20 Potential Members should have only ONE reaction…
- 21. 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.
- 22. One Tribe – Changing the World Les Mills International © 2010 22 Tim e To GET TO WORK
- 23. One Tribe – Changing the World Les Mills International © 2010
- 24. One Tribe – Changing the World Les Mills International © 2010 24 Come up with CREATIVE Ideas….
- 25. One Tribe – Changing the World Les Mills International © 2010 25 Les Mills Themed Event
- 26. – Changing the World Les Mills International © 2010One Tribe 26 Co-Brand!! “Local Vendor”
- 27. – Changing the World Les Mills International © 2010One Tribe 27 Build It…. And They Will
- 28. – Changing the World Les Mills International © 2010One Tribe 28 Class Setup! Need 40 potential guests.. Which equals 20 new members… How many classes, including existing members, do you NEED to have?
- 29. – Changing the World Les Mills International © 2010One Tribe – Changing the World Les Mills International © 2010One Tribe promote…….Promote…….PROmote……
- 30. – Changing the World Les Mills International © 2010One Tribe 30 ECLUB
- 31. – Changing the World Les Mills International © 2010One Tribe 31 Use the Marketing PROVIDED…
- 32. One Tribe – Changing the World Les Mills International © 2010 ? 32 Invite Family, Friends, EVERYONE YOU KNOW!
- 33. One Tribe – Changing the World Les Mills International © 2010 33 Email, Text, Call, Newsletter, and Social
- 34. One Tribe – Changing the World Les Mills International © 2010 34 Social Media is a BIG ONE!
- 35. One Tribe – Changing the World Les Mills International © 2010 35 Everyone on staff is IMPORTANT on Launch Day! Make sure the entire team
- 36. One Tribe – Changing the World Les Mills International © 2010
- 37. – Changing the World Les Mills International © 2010One Tribe 37 STI CK TO TH E PL AN
- 38. One Tribe – Changing the World Les Mills International © 2010 38 • 20-30 % for guests • Use pre- booking/registration forms • 60-70% should be filled a week before event
- 39. One Tribe – Changing the World Les Mills International © 2010 What is wrong with this registration form? Best representation of the
- 40. One Tribe – Changing the World Les Mills International © 2010 40 YOUR FACILITY NAME… Have enough Space for All the INFORMATION.. Make sure THEY fill it out..
- 41. One Tribe – Changing the World Les Mills International © 2010 41 What we DON’T WANT…. Is NO ONE to
- 42. One Tribe – Changing the World Les Mills International © 2010 WHAT IS THE MOST EFFICIENT ACTION TO REDUCE NO SHOWS?
- 43. – Changing the World Les Mills International © 2010One Tribe – Changing the World Les Mills International © 2010One Tribe PRE- Qualify Follow Up Emai l
- 44. – Changing the World Les Mills International © 2010One Tribe
- 45. One Tribe – Changing the World Les Mills International © 2010 45 Essential s 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
- 46. – Changing the World Les Mills International © 2010One Tribe – Changing the World Les Mills International © 2010One Tribe HOSTED AN OUTSTANDING EVENT!!
- 47. One Tribe – Changing the World Les Mills International © 2010One Tribe – Changing the World Les Mills International © 2010 THE SELLING PROCESS SHOULD BE ENJOYABLE, RELATIVELY QUICK AND FEEL PERSONAL…
- 48. One Tribe – Changing the World Les Mills International © 2010 What did they Discuss AFTE R
- 49. One Tribe – Changing the World Les Mills International © 2010 Present Two OFFERS: Gear them to the one SPECIFIC to
- 50. 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?
- 51. 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…
- 52. One Tribe – Changing the World Les Mills International © 2010 52 Offering more than one ITEM across the board … Is more appealing to the CUSTOMER.
- 53. – Changing the World Les Mills International © 2010One Tribe – Changing the World Les Mills International © 2010One Tribe 5. SELL EFFECTIVELY AT THE EVENT LESW1804
- 54. One Tribe – Changing the World Les Mills International © 2010 54 REACH GOAL!
- 55. One Tribe – Changing the World Les Mills International © 2010 55 Celebrate!!!
- 56. One Tribe – Changing the World Les Mills International © 2010 56 THUMBS Up to a Job WELL DONE! And your 20 NEW
- 57. One Tribe – Changing the World Les Mills International © 2010 57 Set a realistic goal for the event day! Have a plan in place to make it successfu Create a schedule to complete every necessary item! Don’t falter away from the plan! Every step is crucial! Party Time! RECAP
- 58. One Tribe – Changing the World Les Mills International © 2010 58 THANK YOU!! If you have any questions, please email drew@getlesmills.com
Editor's Notes
- INTRODUCTION: SLIDES 3 TO 6 2 minutes max What’s your message: Give a reminder of what you covered in first webinar. Go quickly through the slides. You are setting the scene and reminding managers about the importance of hosting regular events and linking sales to it. Stick to the point. The most important part to explain is yet to come and you’ll need time to explain it.
- INTRODUCTION: SLIDES 3 TO 6 2 minutes max What’s your message: Give a reminder of what you covered in first webinar. Go quickly through the slides. You are setting the scene and reminding managers about the importance of hosting regular events and linking sales to it. Stick to the point. The most important part to explain is yet to come and you’ll need time to explain it.
- 1 minute What’s your message: Before we discuss in details what selling process to use to make direct profit using events, remind managers that the key to success is to organize a WOW event and to deliver a great experience to clients and guests. If not, even with a great selling process, they won’t make a sale. The opposite is not true. If you didn’t, make sure you follow our webinar Organizing a WOW event. You can also use the LES MILLS™ Re-launch Manual – it provides a step-by-step, week-by-week plan for organizing great events of any scale. They could also have a look online at GF Profit.
- EXPLAIN – 30 seconds What’s your message: First, a quick reminder of our previous webinar. The first thing to do if you want to sell during your next event is to set some clear sales targets. Enhance slide with: Remember the scorecard key in the GFM seminar – if you can’t measure it, you can’t manage it. Plus. Having a specific target means you have a clear focus.
- 1 minute What’s your message: Before we discuss in details what selling process to use to make direct profit using events, remind managers that the key to success is to organize a WOW event and to deliver a great experience to clients and guests. If not, even with a great selling process, they won’t make a sale. The opposite is not true. If you didn’t, make sure you follow our webinar Organizing a WOW event. You can also use the LES MILLS™ Re-launch Manual – it provides a step-by-step, week-by-week plan for organizing great events of any scale. They could also have a look online at GF Profit.
- INTRODUCTION: SLIDES 3 TO 6 2 minutes max What’s your message: Give a reminder of what you covered in first webinar. Go quickly through the slides. You are setting the scene and reminding managers about the importance of hosting regular events and linking sales to it. Stick to the point. The most important part to explain is yet to come and you’ll need time to explain it.
- 1 minute What’s your message: Before we discuss in details what selling process to use to make direct profit using events, remind managers that the key to success is to organize a WOW event and to deliver a great experience to clients and guests. If not, even with a great selling process, they won’t make a sale. The opposite is not true. If you didn’t, make sure you follow our webinar Organizing a WOW event. You can also use the LES MILLS™ Re-launch Manual – it provides a step-by-step, week-by-week plan for organizing great events of any scale. They could also have a look online at GF Profit.
- 1 minute What’s your message: Before we discuss in details what selling process to use to make direct profit using events, remind managers that the key to success is to organize a WOW event and to deliver a great experience to clients and guests. If not, even with a great selling process, they won’t make a sale. The opposite is not true. If you didn’t, make sure you follow our webinar Organizing a WOW event. You can also use the LES MILLS™ Re-launch Manual – it provides a step-by-step, week-by-week plan for organizing great events of any scale. They could also have a look online at GF Profit.
- EXPLAIN - 30 seconds What’s your message: Moving on to Step 2. Promote the event to specific target markets and have a simple booking system so you can track how you are faring against your attendance and sales targets.
- 30 seconds What’s your message: Webinar 1 reminder
- Make sure you use various campaigns to direct to various markets 30 seconds What’s your message: Webinar 1 reminder Choose your promotional tactics to achieve your attendance and revenue targets.
- 1 minute What’s your message: Before we discuss in details what selling process to use to make direct profit using events, remind managers that the key to success is to organize a WOW event and to deliver a great experience to clients and guests. If not, even with a great selling process, they won’t make a sale. The opposite is not true. If you didn’t, make sure you follow our webinar Organizing a WOW event. You can also use the LES MILLS™ Re-launch Manual – it provides a step-by-step, week-by-week plan for organizing great events of any scale. They could also have a look online at GF Profit.
- EXPLORE – 2 minutes What’s your message: So what’s wrong about this booking sheet? Activity (Option for PRESENTER CHAT) Ask managers to send in their comments using the chat function in the webinar software. Presenters should chat and explore briefly the comments that are coming in. Conclude that ‘complete’ information on the signing sheet is vital for a successful sales process and also for complying with managing fire regulations!
- EXPLORE – 30 seconds What’s your message: So tell us which one action will be most efficient in reducing no-shows the day before the event takes place. NOTE: Presenters enter the poll content into the webinar software in advance of the webinar. Enhance slide with: (Option for PRESENTER CHAT): Allow the poll to run for about 30 seconds to create urgency in managers to give their input on the poll. Ask managers to choose one option offered in this poll that they think fits their facility’s situation right now. Remind managers that all polls are anonymous, so urge them to give their feedback without concerns about confidentiality. Note that their responses as a group will be reviewed in real-time on screen. Both presenters should chat about the poll results briefly. Thank managers for their input and move on.
- EXPLAIN - 30 seconds What’s your message: Now, the real deal! Best practices show that confirming and pre-qualifying guests before the event make a massive difference in terms of guests to members at the event. Let’s discuss how we can do that easily.
- 1 minute What’s your message: Before we discuss in details what selling process to use to make direct profit using events, remind managers that the key to success is to organize a WOW event and to deliver a great experience to clients and guests. If not, even with a great selling process, they won’t make a sale. The opposite is not true. If you didn’t, make sure you follow our webinar Organizing a WOW event. You can also use the LES MILLS™ Re-launch Manual – it provides a step-by-step, week-by-week plan for organizing great events of any scale. They could also have a look online at GF Profit.
- EXPLAIN – 30 seconds What’s your message: What does it take to host an outstanding event?
- EXPLAIN - 30 seconds What’s your message: Step up – the selling process should be enjoyable, relatively quick and feel personal.
- EXPLAIN - 30 seconds What’s your message: Let’s now discuss how to proceed on D day.