Podcast Summary
Belief and commitment to on-site sales:Â A strong belief in your abilities and a commitment to staying on-site for an extended period can lead to improved show rates and sales, even in challenging markets.
Having a strong belief in your abilities and a commitment to staying on-site for an extended period can significantly improve show rates and sales, even in challenging markets. The speaker, who started by filling gyms himself before expanding to help others, shares his experience of hiring a sales team and requiring them to stay on-site for 21 days. Despite investing heavily in their travel, accommodation, and ad spend, the sales team managed to maintain a 50% show rate in the first two weeks. This success story underscores the importance of dedication, belief, and the long-term approach in sales. Additionally, the speaker highlights that this strategy may not be suitable for all companies, especially those with rev share models, as leaving more money on the table could be a concern.
Creating a sense of urgency in sales interactions:Â Believing in and effectively communicating the value and urgency of an offer can significantly boost conversion rates
Creating a sense of scarcity and urgency in sales interactions can significantly increase conversions. The speakers in this discussion shared their experience of gyms where sales doubled during the last week, not due to any script changes, but because trainers knew they were leaving and wanted to make the most of their time there. This realization led to a focus on the tone, intonation, and phrasing used during sales interactions. By genuinely conveying the importance and urgency of the offer, trainers were able to persuade more prospects to sign up. It's essential to believe in the scarcity and urgency yourself, as people can sense insincerity. The key takeaway is that focusing on the way we communicate the value of our offer can make a substantial difference in conversion rates.
Effective sales techniques for gym memberships:Â Flexibility in appointment scheduling and belief in sales abilities lead to increased sales
The tone and belief of salespeople significantly impact the success of appointments. During a conversation about joining Gymnunch, a sales technique was discussed, which emphasizes the importance of same-day next-day appointments. If a gym cannot offer this flexibility, it's advised not to schedule the appointment as the likelihood of attendance decreases drastically. To overcome this obstacle, salespeople can ask about the client's preferred workout time and offer an available slot. By approaching the situation from a different angle, it's more likely to secure a schedule. This technique is effective because it shows the client that the gym values their time and is willing to accommodate their needs. Moreover, the salespeople's belief in their ability to close a sale, even when they knew they were leaving soon, led to increased sales. This demonstrates the power of conviction and confidence in one's abilities. As marketers or salespeople, we can apply this concept to our own strategies, believing in the value we offer and communicating it effectively to potential clients.
Increasing Show-Up Rates: Creating Scarcity and Urgency:Â Implement strategies to create scarcity and urgency in lead communication to increase show-up rates for appointments, as the likelihood of a lead showing up 4 days out is low (25% or less) even with reminders.
The process of converting a lead into a customer involves overcoming the psychological hurdle of getting them to show up for an appointment. According to the speaker, the likelihood of a lead showing up for an appointment scheduled 4 days out is 25% or less, even with reminders. To increase the chances of getting them to show up, creating a sense of scarcity and urgency is crucial. This means reminding them of why they signed up in the first place and emphasizing that if they don't come in now, the opportunity may be lost. By focusing on this belief and implementing strategies to increase show-up rates, businesses can help more people and ultimately provide better service.
Implement a firm appointment policy for better show-up rates:Â Adopting a no-reschedule policy and conveying confidence can increase show-up rates, helping more people and improving productivity.
Having a clear and firm appointment policy can significantly improve show-up rates and ultimately help more people. By adopting a no-reschedule policy and conveying confidence and conviction, you can increase the likelihood that attendees will keep their appointments. This approach was proven effective by the speaker's sales team and by Chris and Robin Barnett, who saw their show-up rate double when they implemented this strategy. While it may be uncomfortable to limit flexibility, the benefits of increased productivity and helping more people make it worthwhile. So, next time you're scheduling appointments, consider the power of a firm policy and the positive impact it can have on both you and your attendees.
