hello welcome back to another episode of the GSD show we have many different
types of shows on this podcast and today we're featuring a how-to we're gonna be
talking about following up in sales like a professional a professional
salesperson not an amateur person and I'll tell you right now if there's one
thing I've seen too much of in the fitness studio industry there's amateur
sales people and now in this episode we're gonna teach you how to turn pro
which you can close more of the leads that you drive through digital well you
actually can and I'm gonna show you exactly how the top 5% of the 2050
studios that we work with are doing it every day today my goal is to really
help you understand how you can close more of your digital leads because
digital leads are a lot more difficult to close than any other leads right
other leads that you're looking at or referrals right from members or from
partners or anything like that walk-ins it could be warm traffic that
you've had for you know they opted in your email lists or something else whom
you've done like some sort of corporate walk in anything like that right but
digital digital is much more difficult the way I've actually explained in the
past actually did a GSD episode about this and the way explaining the past is
I want you to look at you know if it were basketball referrals would be
layups walkins would be like five foot jump shots right you're looking right
away and then digital's like 3-point shots right you've got to have some real
good skill to make this shot pretty much everybody in the NBA can make a layup
but not everybody in the NBA can actually make a 3-point shot it's a lot
harder right referrals are easy you should be making ten out of ten so we
have a lot of people they're like oh Mike I closed ten out of it I closed
nine out of ten nine ten you give me somebody I'll close nine out of ten I
know really that's awesome that's fantastic
where do you get most your leads from and they brag because it's bragging
about their service but they say all referrals all referrals
okay well that says a lot about your customer experience and your customer
service it doesn't really say anything about your sales skills because if you
close the nine out of ten I want to wonder what happened to that one how'd
you lose that one these people are ready to buy right your referrals a hot lead
so hottest Lee yet because that person that referred them is probably a member
that already told them how the workout is why they're getting results why
they're come and join them maybe from comfortable because they're going to be
there with them they probably know the price
they probably know the schedule they probably know everything that they would
want to know before wanting to be sold by you and so when they come in all you
have to do is not mess it up and take the payment walk in through a little bit
more difficult right digital is the hardest wise Digital hardest because
they are further down the funnel so I want you to look at it this way right
you've probably heard like marketing funnel sales funnels that kind of stuff
well this right here is a great way to look at it your hot leads are here your
warm leads are here and then you got your cold leads here at the end of the
day they're all people that's it all three of them all three are people
what's the difference is this one crappy like he just he hates life he doesn't
understand what's going on with life and he has no money here's one invest in
himself is that what it is cuz that's what a lot of people usually complain
about all these leads aren't good they don't have money they don't wanna spend
the money they do this this that whatever are these people just amazing
is it are these people are different type of human being where they're
dressed like they have money and they just have success and they want to
invest in their life and these people are just kind of something between no
they're all people in fact if you were referred this let's say Jill if Jill was
referred to you right now she is a referral she is a hot lead okay but what
if Jill wasn't referred to you what if Jill was actually somebody that instead
of being referred to you saw your ad and opted in instead would she be just as
eager and easy to close as if she was referred no she wouldn't be right so it
has nothing to do with the person we say all these leads are crap it's not that
they're people all people want to get in shape every one of them everyone wants
to be in shape I don't care who you are Arnold sweets are hungry Schwarzenegger
at his prime wants to have a little less body fat and a little more muscle right
everyone wants to be in better shape the difference is where are they at in the
funnel where are they at in that process see right now in digital Jill started
here she's way over here and when she first met jack the customer that you
have that works with you that referred her and started talking to her
Jack is the one that brought him that brought Jill down Jack warmed her up for
you all you had to do was open the jar he loosened it all up so for you you
have to remember that Jill's way up here you have to do Jack's job as well as
Jack did it maybe even better because jack has rapport with Jill and you don't
now great salespeople really understand this and they work on that in that sales
process but everybody else they expect marketing to do that job marketing does
not do that job if marketing did that job every agency in the world would be
the most successful you see the world is all you gonna do is run an ad that's not
the way it works right well marketing and advertising particularly what this
job is is to get people to see your ad see your offer and get them to opt-in
raise their hand and say I'm interested that's all that's all advertising
supposed to do from their sales takes over okay so what do we do in sales when
it comes to the follow up process there's a couple rules that you have to
know one if you go to Google and you type in MIT 900 times form leads just
type that in that's general concept what you'll learn is it was a study done by
MIT that actually tested a wider range of different businesses and they found
that businesses that waited more than five minutes to call a forum lead from a
digital ad actually had a 900 times lower likelihood of even getting that
person on the phone that's a phone I don't know why I made an antenna that's
outdated this right here is bad right you don't want to wait long into five
minutes you want to increase that and so rule number one is you want to call the
lead inside of two minutes definitely inside of five but inside of two minutes
quickly as you can the quicker the better as soon as you get it this is top
priority if you're in the middle of hanging up socks and you only have three
more and you saw Internet lead come in stop hanging up the socks Liz if your
Pilates studio if your yoga the button stop hanging up the mats and just call
the lead you do the rest later right this is priority now if you don't
have a salesperson it's costing you money if you're doing the sales if
you're relying on people to multitask it's costing you money if you have one
person here dedicated to calling all the leads all the Jill's that come in I
promise you you're gonna make your money back on that salesperson salespeople do
not cost money salespeople make money a lot of people have a hard time with that
they don't get that but if they're just doing sales they will make you money
okay so if you call them within one to two minutes that's rule number one rule
number two is frequency this is speed
right this is frequency frequency if they if the lead came in before two
o'clock before two o'clock p.m. you want to call them three times that day I'd
call them right there I call it like came in at one o'clock call them at 1:00
call them again at 3:30 call them again at 6:00 right test different hours and
then the next day date dates day one day two three times then after that day
three two times day four two times day five two times after that you're gonna
call them one times per day for as long as you can what do I mean as long as you
can so I hear some people say oh then just
do once a week why why not call them every day just keep calling them right
it doesn't change anything if they don't wanna sign up they don't wanna sign up
you're still gonna call them there are real people for those of you that are
members of mine you actually just saw in the Facebook group we posted this one
person showed that they emailed out all of their all of their older leads that
same day and they she that'll get like 15 or 16 members from that and a bunch
of people started commenting on it saying oh yeah yeah we got that too we
do that all the time we do it all the time we get old leads all the time these
are what's called aged leads and typically typically only good sales
people that are committed actually sell aged leads great salespeople do fine
with aged leads because here's one thing they understand the average woman will
call it Jill Jill's a woman the average woman in America where starts or
restarts a diet nine times per year that means nine
times per year Jill had a thing gonna happen in her mind that said I've got to
make an impact to make a change when this salesperson called Jill on that day
on that one he is very likely to have what's called
perfect timing which you'll see a lot with follow up Oh your timing is perfect
Oh your time you couldn't be better no my timing was perfect because I called
you every time that's why eventually it's gonna work right so you want to
call one time a day until you can't hang on now I say until you can hang on
because eventually start getting in new leads and of course rule number one is
make sure you call them right away so if you have all your new leads and by the
time you finish your day you've called all your new leads with your priority
you've called as many aged leads you can you still had 20 aged leads left okay
that's fine those can roll over to tomorrow start with those people and
then just keep cycling through make sure you have a CRM okay rule number three
sales training this is super important because if you don't have this and by
the way there's a way to do it way not to do it if you don't have this in place
this and this will not be nearly as impactful sales training is super
important training is not a project it's a process meaning if you have a person
you hired you don't show them how to sell and then that's it you have to
practice at every single day we talked about basketball right these are layups
well even though everybody in the NBA can make a layup no matter what
everybody in the NBA starts before every game in a warmup line doing layups
everyone every time right because it's so fundamental that it can be easily
forgotten if you start not practicing the basics so when it comes to sales
training you've got to practice that over and over and over with your team
we're and things even just have a 15 minute sales training every single
morning with your team you get them all in you say okay here we go guys
I got five people in the room right now okay ready um Chris I can't afford it it
seems like too much money Chris starts off he goes oh yeah well I totally
understand that and then he goes on goes on then he messes up he goes off script
that you created you go wrong Jesse it's too much money Jesse goes
wrong Kelsey is too much money she does it yes perfect okay Chris Jesse which
one of you thinking you could do it like that yes go Jesse okay he does it and
you just keep going and you get your team really familiar with what the
basics are now right now you may be looking at and go and my team will never
go for that well they need their a you got the wrong team or B you've been
leading them in a way to where you can't make fundamental changes in your
business to really help kind of look at that it's important the leader
with your newer employees this is processed they're just gonna do it like
if everyday from day one they walked in every 50 for every day 15-minute starts
today with that they're gonna just do it that's just normal right so make sure
you do your sales training every day make sure you have scripts actually
dialed in and you don't want to Train everything end to end every day
you want to train pieces so today maybe we'll talk about I can't afford
objection and we'll talk about I need to talk to my spouse objection those are
the two maybe tomorrow we'll say hey let's give me a tour I just walked in
greet me give me a tour okay maybe the next day it's pricing presentation okay
query we just finished our workout Kelsey show me the pricing right so
every day could be something different but your sales process has many many
different pieces to it and you want to make sure you're training your people on
everything how to follow up how to make that initial phone call how to follow up
and leave the voicemails what do we leave on voicemail one voicemail to
voicemail three all the way to five what do we leave an email one would have
leave in text message one how do we follow up what's the script because if
you can't get this down then you're gonna have average two mediocre people
doing high-level work when I say high level meaning this stuff right here
sales is what can actually make the impact in your business look at it this
way you have two businesses business a business B business a does sales
training every single day there people are militant they're like little sales
shoulders soldiers and then you got business B that goes okay this is how we
generally sell here you guys know what to do just work hard okay at the end of
the year each one of them got 1,200 leads right it's about a hundred leads a
month which digital that's super easy to do so 1,200 leads a month at the end of
the year which one the one that went through sales training every single day
with scripts with processes every day that followed up this way every day
versus this one that didn't do this and did it maybe the way that you're doing
it I don't know who you are but you know who you are so who would have more sales
at the earlier how many more sales would it be what would be that impact on your
business going into year two when you want to
reinvest into digital who would have a bigger marketing budget with that who
would drive more leads with a higher conversion rate you can see where it
starts to compound over time right your one is really the set up here your two
year three year four those are the benefiting years your five your living
good so this is something that I don't know I think works this is something
that i 100% believe works based on working out with over two thousand fifty
studios over 50 brands we've been able to see it this is
what the top 5% of the actual studios are doing now if you guys don't know how
to do the sales training the right way if you don't know how to leave the
voicemails the right way how to follow up how to book the appointment how to
make sure people come show up to the appointments you could actually either a
hire us we'll show you how to do it go to Lateran calm or be if you want to
just learn how to do it yourself and you want to own this and really put these
processes in for your team you could do that you can go to loud rumor VT comm
that stands for virtual training and will actually train you on how the top
5% of Fitness SEOs are actually doing their sales process by the way it's not
just me I actually have the author of the art of selling memberships that will
be in their teaching I have fitness studios that have over
seven fitness studios are doing seven figures each teaching this stuff I have
people that are doing phenomenally well international speakers in the fitness
studio industry that are teaching this stuff so I'm not the only instructor
there's many other people and you can model after the one that you feel fits
best with you your style and the type of business that you run guys also make
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guys thank you so much for watching and we'll see you in the next training
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