8th April - Converting leads and enquiries to Ongoing Clients - with Petar Lackovic
There are some huge mistakes personal trainers are continually falling into when trying to gain more clients. Knowing the latest strategies to maximise every opportunity from web or internet enquiries, phone enquiries, referrals or walk-in enquiries and making sure these strategies are replicable is the cornerstone of all successful trainers.
Be prepared to find out the most effective and easy techniques that will have you too busy and have you being able to charge what you truly believe you are worth…if not more.
28th April - Selling in a Tough Economy - with Casey Conrad
With membership growth flat, a growing competitive landscape and a challenging economy, health clubs have fewer calls, walk-ins and ultimately tours. As a result it is imperative that the sales team maximise every single lead, improving the statistics of that prospect becoming a new member. In this session attendees will learn:
The "Core Competencies" that every club salesperson MUST have mastered.
How to create a consultative approach that establishes high levels of rapport.
How to build value into your products and services so price isn't an issue.
How to pre-handle objections before they de-rail the sale.
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March saw the celebration of IHRSA30 in San Francisco. I was there for over a week as I first met with Will, Eddie & Fausto from REX Round Tables. We all run REX, so we discussed how we can make REX even better for the members. We came up with a few ideas, so if you are keen to find out about REX,
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.
After taking new REX member Jess and her 2IC Jolly across the Golden Gate Bridge on push bikes it was down to work!
I think the educational content this year was strong. There were some great presentations on social media and how it can help your business. The hi-lights here were sessions by Casey Conrad, Steve Groves and Bryan O’Rourke.
Congratulations to REX member Paul Richards, Club Physical in NZ, who did his first presentation at IHRSA. I attended his session and it was very good: great insights on getting PR for your business.
As usual the key notes were exceptional! I found Daniel Pink & Patrick Lencioni very inspiring and educational. But Tony Hseih from Zappos was just sensational! You can see all my thoughts on these presentations at my blog – www.JustinTamsett.com.
To see the culture that Tony has brought to Zappos and is now sharing in the business world, check out this 5 minute rap that took Laura just 45 minutes to write:
Socially, we co-sponsored with Fitness Australia the Aussies @IHRSA night. We had over 70 Aussies stay for a while or a short time. But as one of the few non-drinkers, I was able to snap some shots! Check out the photos at the Active Management Facebook Page – there may be someone there you know!
You can also see my daily thoughts from IHRSA at JT TV.
Next year IHRSA moves to LA, so maybe start saving to get there! I know I will be!
6 Marketing Statistics That Could Change Your Marketing Strategy
These are some very interesting stats that give us insights on how and when to market!
Around 12.6 million Aussie access the internet each year, with 64% of those using it to buy or order goods and services – Source: Household Use of Information & Technology, Australian Bureau of Statistics 2009
65% of Australian businesses don’t have a website – Source: MYOB Business Monitor
35% of Australia’s mobile population own a smart phone with this figure expected to reach 50% in 2011, pointing to a more mobile friendly website - Source: Nielsen Australian Online Consumer Report 2011 and Telstra
Over 80% of Aussie consumers prefer email as the main method of communication with companies -Source: From the Inbox Report, Merkle 2009
Average open rates for emails in databases with 5-499 contacts in Australia is 34.2% and 30.3% for 500-999 and 23% for 1000+ - Source: Vision 6 Australian Email Marketing Metrics 2010
Sending emails at 8am generates average open rates of 51.4%. Sending at 9am decreases the average to 33% - Source: Aweber Delivery Results
Friends of Active Management celebrating their birthdays in April, whom we wish the very best to, are:
Amanda from Bracks Consulting
Ben from BPActive, NSW
Sue from Port Macquarie, NSW
Emma from Fighting Fit FNQ
Kate from Northside Nutrition and Dietetics, NSW
Tim from FitPro in the UK, via NZ!
Brad from SpringBoardHP
Gina from Revive, SA
John from the several Genesis clubs in the Hunter Valley, NSW
Kris, the author of Interactive Instructor, NZ
Helen from Anytime Fitness, Australia
Xen from My Zone, Asia
JK from Anytime Fitness, USA
Rita from Bellissimafisica, Queensland
If we missed your birthday, then we are sorry but we don’t have your birth date. Feel free to drop Alicia an email with your birth date and we promise to mention you next year! FYI – we just want the date, not the year!
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!
MBPT: Top 5 Tips for PT Sales by Chantal
Last month, Amanda from Bracks Consulting share with over 40 people how to turn complimentary PT sessions into immediate clients on the day. Here is what I took from the webinar:
Consider including Social Media (Twitter / Facebook) as avenues of new client lead generation
Have a planned system and questionnaire for complimentary sessions to ensure the session follows a clear structure in order to reach your desired goal
Go beyond technical knowledge and connect with your client. “People don’t care how much you know, until they know how much you care”
Conduct a thorough needs analysis to understand your client and remember to use ‘W’ questions. Who, What, When, Where and Why
When closing the sale – give people options. A two option close makes it easier for your client to decide
This month our webinar for personal trainers is on Friday 8th April. It is also on converting leads to sales from Petar Lackovic from Impact Training. To join me click here!
Creating Headlines That Pop!
If you have ever heard Justin speak on marketing, you will know what he thinks about your headline in any marketing piece. It is of the UTMOST importance! Last month, we found these great ideas from Susan Harrow, Media Coach.
1.The How-to.
"How to Get on Oprah in 10 Easy Steps."
When people want to learn about something they turn to "How-to" information as their quickest source. Using numbers is one way to let your audience know that what follows will be easy to digest.
2.The Command.
"Become an Internet Millionaire!"
Though this is a frequent cry, it still has an immediate effect. Why? Commands assure you that there is a way to get what you want from the advice that follows. They touch the "I want that!" place inside you. They tell the reader that it's possible to achieve the benefit you're "advertising."
3.The Shocking Statement.
"Wives Who Don't Want Sex."
Bring up the unlikely, the counterintuitive. Provocative statements get our attention like an electrical shock. They make you sit up and say, "Really?"
4.The Question.
"Do you really know your mate?"
People often unconsciously answer the question you pose in their minds. Your body copy will piggyback with an answer that includes statistics.
5.The "New" News Item.
"Find out about the only drug that cures unhappiness."
The latest news flash needs to introduce something truly new in order to be valid. To be newsworthy, "new news" promises excitement, informs, or states something helpful that will benefit a lot of people. Words like "only, new, introducing, powerful, and first," are a few words that insist on attention. If you say you're first, it needs to be true.
Email Still Works for Marketing
Last month E-Marketer shared stats from the US that indicate you can still market the business through email.
According to research from customer relationship marketing agency Merkle, 87% of people checked their email daily last year. Among those with a separate email account for commercial email, 60% checked daily, down just 1 percentage point since 2008.
And if you thought social media was strangling email checking, think again! Social media users are significantly more likely than other internet users to check their email four or more times per day, and less likely to check infrequently.
And as we all get Smart phones, the mobile access has encouraged email to be checked more often.
Just Wrong!
Chantal, our Dean of MBPT sent this through to us. What would be your caption?
Filex Preview
The southern hemisphere’s biggest and bestest fitness convention is on again this month. As a friend of Network, I have the inside running on what we can expect and you simply cannot miss the opening & closing presentations! They will be amazing with a very cool announcement with a new initiative from Network.
As usual the presentations are extensive with Derek Barton & Victor Brick! But make sure you also check Bryan O’Rourke – he was great at IHRSA!
I am also doing a panel discussion in the business summit where I have asked leaders to predict what the fitness industry will look like in 2016!
The real hi-light for me, will be a live focus group meeting of people who have never joined a gym! I will be asking them what their perceptions of gyms are and of exercise in general. This should be a cracking session.
Our friends at Market My Club have developed an interesting suite of products to help you mange your Facebook page. There are 4 different packages, so there must be one to suit your budget. Check them out here.
8th April - Converting leads and enquiries to Ongoing Clients
12th April - FREE Webinar: How to engage your Facebook Page Visitors 
28th April - Selling in a Tough Economy
IHRSA Wrap
Happy Birthday to . . . 
