Selling Gym Memberships with Les Mills
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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.
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Selling Gym Memberships with Les Mills
- 1. 1 THE SECRET TO SELLING WITH LES MILLS™ Drew Surprenant drew@getlesmills.com One Tribe – Changing the World Les Mills International © 2010
- 2. Selling Gym Memberships Time to make it isn’t EASY! EASIER!! One Tribe – Changing the World Les Mills International © 2010
- 3. The PROBLEM Is…. There is NOT enough REVENUE!! One Tribe – Changing the World Les Mills International © 2010
- 4. LOW Attendance One Tribe – Changing the World Les Mills International © 2010
- 5. Harder to be PROFITABLE … … Members are leaving … One Tribe – Changing the World Les Mills International © 2010
- 6. Another way to GROW profits? One Tribe – Changing the World Les Mills International © 2010
- 7. AMAZING GROUP EXERCISE EVENTS! Even this guy buys a MEMBERSHIP $$$... One Tribe – Changing the World Les Mills International © 2010
- 8. One Tribe – Changing the World Les Mills International © 2010
- 9. What is YOUR goal? One Tribe – Changing the World Les Mills International © 2010
- 10. 10 2. 1. $ EVENT Revenue # 3. + MINIMUM Attendance NEW Members One Tribe – Changing the World Les Mills International © 2010
- 11. SO… 11 If you need 20 new members….. Equals $10,800…annually At $45 a month... And your Closing Rate is 50%…. Your GOAL is One Tribe – Changing the World 40 qualified guests! Les Mills International © 2010
- 12. • Set REALISTIC targets for event day • Execute your revenue generating plan! 29 34 15 61 57 One Tribe – Changing the World Les Mills International © 2010
- 13. 13 Gets your 20 New Members! One Tribe – Changing the World Les Mills International © 2010
- 14. What’s the PLAN? One Tribe – Changing the World Les Mills International © 2010
- 15. One Tribe – Changing the World Les Mills International © 2010
- 16. 16 Create a “Business” Plan! One Tribe – Changing the World Les Mills International © 2010
- 17. The METRIC SYSTEM S A L E S EXPERIENCE One Tribe – Changing the World Les Mills International © 2010
- 18. Must Do’s 18 • Design a great event • Marketing Plan • Ready staff • Event Logistics One Tribe – Changing the World Les Mills International © 2010
- 19. 19 Create an EXPERIENCE they WON’T forget! One Tribe – Changing the World Les Mills International © 2010
- 20. Potential Members should have only ONE reaction… One Tribe – Changing the World 20 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 21 Les Mills International © 2010
- 22. 22 Time To One Tribe – Changing the World GET TO WORK Les Mills International © 2010
- 23. One Tribe – Changing the World Les Mills International © 2010
- 24. Come up with CREATIVE Ideas…. One Tribe – Changing the World 24 Les Mills International © 2010
- 25. 25 Les Mills Themed Event One Tribe – Changing the World Les Mills International © 2010
- 26. Co-Brand!! One Tribe – Changing the World 26 Les Mills International © 2010
- 27. 27 Build It…. One Tribe – Changing the World And They Will Come. Les Mills International © 2010
- 28. 28 Class Setup! Need 40 potential guests.. Which equals 20 new members… How many classes, including existing members, do you NEED to have? One Tribe – Changing the World Les Mills International © 2010
- 29. promote…….Promote…….PROmote……PROMOTE!!! One Tribe – Changing the World Les Mills International © 2010
- 30. ECLUB One Tribe – Changing the World 30 Les Mills International © 2010
- 31. Use the Marketing PROVIDED… One Tribe – Changing the World 31 Les Mills International © 2010
- 32. ? Invite Family, Friends, EVERYONE YOU KNOW! One Tribe – Changing the World 32 Les Mills International © 2010
- 33. 33 Email, Text, Call, Newsletter, and Social Media One Tribe – Changing the World Les Mills International © 2010
- 34. Social Media is a BIG ONE! One Tribe – Changing the World 34 Les Mills International © 2010
- 35. 35 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
- 36. One Tribe – Changing the World Les Mills International © 2010
- 37. 37 STICK TO THE One Tribe – Changing the World PLAN Les Mills International © 2010
- 38. 38 • 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
- 39. What is wrong with this registration form? Best representation of the FACILITY….? One Tribe – Changing the World Les Mills International © 2010
- 40. 40 Have enough Space for All the INFORMATION.. YOUR FACILITY NAME… Make sure THEY fill it out.. One Tribe – Changing the World Les Mills International © 2010
- 41. What we DON’T WANT…. One Tribe – Changing the World Is NO 41 ONE to show up! Les Mills International © 2010
- 42. WHAT IS THE MOST EFFICIENT ACTION TO REDUCE NO SHOWS? One Tribe – Changing the World Les Mills International © 2010
- 43. PRE-Qualify Follow Up One Tribe – Changing the World Email Les Mills International © 2010
- 44. One Tribe – Changing the World Les Mills International © 2010
- 45. Essentials 45 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 One Tribe – Changing the World Les Mills International © 2010
- 46. HOSTED AN OUTSTANDING EVENT!! One Tribe – Changing the World Les Mills International © 2010
- 47. THE SELLING PROCESS SHOULD BE ENJOYABLE, RELATIVELY QUICK AND FEEL PERSONAL… One Tribe – Changing the World Les Mills International © 2010
- 48. What did they LIKE? One Tribe – Changing the World Discuss BENEFITS… Les Mills International © 2010
- 49. Present Two OFFERS: Gear them to the one SPECIFIC to LAUNCH day One Tribe – Changing the World Les Mills International © 2010
- 50. Write the OFFERS down…. OFFER A 7 DAY PASS SPECIAL OFFER • Full access to all facilities • 3 free PT sessions • 2 quarterly assessments • 50% discount on joining fee • Monthly rate of $45 • 12-month term Which do you prefer? One Tribe – Changing the World OFFER B EVENT SPECIAL OFFER • Full access to all facilities • 3 free PT sessions • 4 quarterly assessments • No joining fee • RPM™ free for 6 months • Monthly rate of $40 • 24-month term Les Mills International © 2010
- 51. 3rd Option Available if Need be… Offer 1 – Just for Event Day Offer 2 – Week Guest Pass Offer 3 – Regular Gym Membership One Tribe – Changing the World Les Mills International © 2010
- 52. Offering more than one ITEM across the board … Is more appealing to the CUSTOMER. One Tribe – Changing the World 52 Les Mills International © 2010
- 53. LESW1804 5. SELL EFFECTIVELY AT THE EVENT One Tribe – Changing the World Les Mills International © 2010
- 54. 54 REACH GOAL! One Tribe – Changing the World Les Mills International © 2010
- 55. 55 Celebrate!!! One Tribe – Changing the World Les Mills International © 2010
- 56. 56 THUMBS Up to a Job WELL DONE! One Tribe – Changing the World And your 20 NEW MEMBERS! Les Mills International © 2010
- 57. 57 RECAP Party Time! Create a schedule to complete every necessary item! Set a realistic goal for the event day! Have a plan in place to make it successful! One Tribe – Changing the World Don’t falter away from the plan! Every step is crucial! Les Mills International © 2010
- 58. 58 THANK YOU!! If you have any questions, please email drew@getlesmills.com Visit WWW.THE-BIG-SQUEEZE.COM One Tribe – Changing the World Les Mills International © 2010