Podcast Summary
Effective communication and scheduling strategies for remote sales in fitness: Offering 15-minute increments for scheduling appointments can lead to higher schedule rates and more shows up. Effective communication and consistent practice are crucial for successful remote sales in the fitness industry.
Effective communication and strategic scheduling are key to successful remote sales in the fitness industry. Based on data from Gym Launch, making 15-minute increments available for scheduling appointments can lead to higher schedule rates and a greater percentage of people showing up. Additionally, once the right words and script are in place, consistent practice and reps are necessary to improve close rates. After testing and implementing these strategies, Gym Launch saw a significant increase in average upfront revenue per phone call. So, ensure your scheduling system offers 15-minute increments, and remember that effective communication and consistent practice are essential for successful remote sales.
Mastering phone sales through tonality and energy management: Focus on tonality and energy to improve phone sales. Start with lower prices and multiple offers to increase sign-ups.
Selling over the phone requires learning new skills, specifically in tonality and energy management. It may not come naturally at first, but with the right approach, it can be mastered. Start by focusing on your tonality, as the words themselves are less important than how they are delivered. Additionally, managing your energy and maintaining a fresh approach on each call is crucial for success. When it comes to pricing and offers, consider starting with a lower price point and offering continuity to increase the number of sign-ups. Having multiple offers also makes it easier for prospects to choose, increasing the closing percentage, even for less experienced salespeople.
Ethically Offering Discounts: Business owners can ethically offer discounts by requiring a commitment, asking for a testimonial, or asking for a referral. These methods add value and maintain the financial health of the business.
As a business owner, you can ethically offer discounted rates to potential clients while maintaining the value of your services. This can be achieved by requiring a commitment from the client, asking for a testimonial, or asking them to bring in a referral. By doing so, you're not taking away any services, but rather adding value in other ways. It's important to consider the lifetime value of your clients and the impact of discounts on your business. Additionally, maintaining a consistent pricing structure for your services is crucial. So, if you find yourself in a situation where you're willing to lower your rates, consider these ethical bullets in your holster to ensure a win-win situation for both parties. Remember, the goal is to provide value while also sustaining the financial health of your business.
Finding balance in sales negotiation: Effective sales negotiation requires a balance of giving and taking. Techniques like waiving commitments, asking for testimonials, and AB offers can help close deals ethically and efficiently. Presenting offers strategically can also impact decision-making and increase revenue.
Effective negotiation in sales involves finding a balance between giving and taking. This can be achieved through various tactics such as waiving commitments, asking for testimonials, or requesting a small favor in return for a lower price. These techniques can help close deals ethically and efficiently. Additionally, the way offers are presented can significantly impact a customer's decision-making process. For instance, an AB offer with a high initial price can serve as an anchor for a lower continuity offer. This approach can increase the likelihood of customers accepting the continuity offer while also generating higher revenue from those who choose the initial offer. Furthermore, the sales community is constantly discovering new ways to optimize pricing strategies, with small adjustments leading to substantial percentage-based increases in revenue.
Positioning offers as deals or bargains in a recession: In a recession, focusing on deals and value can increase sales. Closing a few leads each day can lead to a profitable business within 90 days.
In a recessionary spending environment, positioning offers as deals or bargains can help increase sales. This is because people are more focused on getting the best value for their money. For instance, offering a monthly subscription at a lower price with continuity can lead to more sign-ups compared to a higher upfront payment. However, the volume of leads is crucial, and closing even a few of them each day can result in a substantial business. In fact, with the current low cost of leads and high lead volume, it's possible to build a successful business within a 90-day period. For instance, gyms often launch on such timelines and require a certain number of sign-ups before opening. So, by focusing on closing 250 people within 90 days, one can have a profitable remote program.
Effective Lead Generation with Free Trials and Upsells in Remote Fitness: Free trials can generate leads for remote fitness programs, but upselling to a higher value service can benefit both client and provider, leading to lower costs, higher volumes, and improved sales strategies.
While offering free trials can be effective in generating leads for remote fitness programs, it's important to remember that upselling to a higher value service is acceptable and can benefit both the client and the provider. The key is to ensure that the upsell offer aligns with the client's goals and provides greater value. This approach can lead to lower costs of acquisition, higher volumes, and ultimately help more people while generating revenue. Additionally, continuous discovery and testing of different marketing strategies, such as free trials versus paid offers, can lead to further insights and improvements in selling remote fitness services.
