June 2011
Sales Mastery
Last month Amanda Bracks from Bracks Consulting organised a fitness industry first: Sales Mastery! The leading fitness industry sales consultants came together to share their tips and strategies to improving sales. Mike Warren from Zento shared some powerful tips on the end to end sales process. Petar Lackovic (fresh from turning 40 and weeks before a trip to Las Vegas to celebrate) from Impact Training emphasised how important it is to tell the truth in the sales process. He also provided some great scripts. Amanda explained the way to sell a memberhship in just 90 seconds! She uses emotional based selling techniques that Martin Lindstrom talks about in his book Buyology.
I presented Outreach Ideas for Clubs – some oldies but goodies! But also some brand new ones! You can download my presentation at my Slideshare channel – click here to download.
Happy Birthday Active Fans
This month we want to wish the following Active Fans a cracking birthday in June
- Max from Markson Sparks
- Gerard from Genesis Health Clubs, Victoria
- Kellie Sanders from Queensland
- Paul from Club Physical, New Zealand
- Bryan O'Rourke the social media guru, USA
- Glen Taylor from Fit Into Shape, Queensland
- Mel my dad's personal trainer, NSW
- Emmett from CFM & My Zone, now the USA!
- Lauretta from Fitness Australia, NSW
- Tanya one of great Mystery Shoppers, NSW
- Belinda from Inside Out Personal Training, NSW
- Gareth from Star Fitness, Victoria
- Louise from Logans Beach Spa & Health Club, Victoria
- Rhys from Anytime Fitness, NSW
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! This email address is being protected from spambots. You need JavaScript enabled to view it.
Social Media Still a Fad?
What do non-gym users think of gyms?
At Filex this year, we tapped into the minds of 9 non-gym users in a live panel discussion where I asked questions and people in the audience asked questions. The panel ranged in demographics – age, sex and socio-economic status. I asked a couple of attendees to share their insights:- Perspective is everything! People form their own idea about what a gym is like or how much it costs without seeing for themselves what the reality is. That perspective will then often prevent them from finding out what it's actually like or how much it actually costs.
- People seemed to warm more to the idea of a 'wellness centre' rather than a gym or fitness centre. These terms seemed to conjure up negative responses to what people think a gym is like, what goes on there (Sweat!! Boring!) and what type of people go there.
- Money was a big issue. Surpring that people would limit their opportunity to be proactive about their health because of the perceived 'expense'.
- It was very clear that people aren't interested in the hard sell, but rather want to feel 'safe' and deal with friendly knowledgeable staff who will not do 'whatever it takes' to make a sale!
- When asked what was the first thing they thought of when they heard "personal trainer" one man said "idiots." His perception was made from ONE experience with a trainer and it wasn't even in the training environment!
- Of all the gyms/health clubs, Fitness First was the only one mentioned in terms of what marketing they have seen.
- With different age groups on the panel, you would expect a greater difference of reasons for not joining a gym/health club, but they were all quite similar: time to get results, money and friends.
- Marketing and advertising with real people. People can relate more to them, relate to the "real" story being told, the "real" results, the "real" experience of working out and being part of a gym/health club.
- The group could not recollect any story on Today Tonight or A Current Affair or in the newspaper about gyms.
- 75% of the group did not know who Michelle Bridges was and 100% of the group did not know who Shannon Ponton was!
- When they see your marketing piece they will research you on Google and then come in. They won't call first, they will just walk in.
We are hoping that we will have another live panel in 2012 posing the question: what made you quit your gym!
Facebook Affects Your Self-Esteem
According to Claire Suddath, the way people present themselves on Facebook mirrors how they view themselves in real life. Here is an info-graph of how Facebook can impact your personal life.
Source: http://www.allfacebook.com/infographic-facebook-hurt-relationships-2011-05
REX Launched in South Australia
For the past 6 years Peter Conroy has run the South Australian Round Table. Last month I took over running the group and to signify the change, we re-launched as REX SA!
We had a fantastic meeting with the hi-light for me being the trust in the group. A key fundamental in any networking group. Whether it be a BNI group, a master mind group, even your Team or a REX, trust is the base foundation. Once you have established trust you can then enjoy robust discussion with no agenda.
This is the basis of Patrick Lencioni's Five Dysfunctions of a Team. Check out www.TableGroup.com for more information. And if you are interested in joining either REX SA, PT REX or one of our national club owners' REX, then This email address is being protected from spambots. You need JavaScript enabled to view it. .
Where Do Affluent Consumers Connect?
Data from the Affluence Collaborative study also reveals that the affluent aren't using the same social networks as the general population. Facebook was the No. 1 social network used by all groups surveyed, but LinkedIn and Twitter attracted affluent internet users at nearly double the rate of the general population.
Wealthier internet users connect with a brand not necessarily for offers, sales, gimmicks but rather to be 'linked' to the brand. This means they need to be seeing a consistent message – just like non-digital marketing. E-Marketer warns us "watering down the brand in order to gain a large social following may drive away the very people trying to be reached."
June Webinars
14th June: How to plan, resource and run your social media program with Sam Mutimer
Social Media is a powerful means of communicating with your customers, prospects and broader community. Many Australian brands are already using social media as part of customer service, selling directly, building brand awareness and attracting new business. Some organisations are still struggling with properly planning and resourcing their social media programs. Whether you are simply putting together a staff policy on social media usage or have devised a detailed strategy you are looking to roll out in 2011, it is possible to come unstuck without a clear vision and dedicated resources.
Click here to register.
28th June: The Lifeline To Our Business – Incoming Calls! With Justin
Everyday your phone rings with potential new members and in this session you'll learn how to maximise every contact on the phone. But then also learn the skills to convert a soft enquiry to a hard lead! You will even receive a fool proof script to get you started on converting leads to sales!
Click here to register.
8th July: Smart Returns – Understanding the importance of cash-flow with Simon Hall
Your PT business needs regular clients that pay on a regular basis to guarantee Smart Returns. Find out how important it is to manage the dollars in your PT business. This webinar will cover pricing strategies, regular cash-flow from direct debiting, following up on failed payments, budgeting and the benefits of online payments. This webinar is powered by Ezypay the award winning and leading direct debit provider for the fitness industry.
Click here to register.
What is Geo-Locations Value to You?
In the past 6 months many of our clients have been surprised to see 'someone' has set up a 'Places' profile up on Facebook for them. This means as your members or customers arrive they can "check-in" and this sits on their Facebook wall. Their friends know where they are!
But many club owners are surprised what their 'Places' looks like on line. Make the effort to tailor the location page on Facebook. Brand it!
And while many people have not yet started using the geo-location concept some businesses are really tapping into this – for example, at Grill'd Cafes in Sydney, when you check in, you receive free chips.
And while we are a fan of Foursquare – click here for a FourSquare summary – most people are using Facebook places:
How can Active Management Help You?
The most common question we get is "How can you help us?" so in bullet points and website links here is the executive summary- REX Round Table
- Masters of Business for Personal Trainers – the only PT mentoring program that is real time coaching for employees and business owners
- Mystery Shopper Service – get 2 free mystery shopper calls this month
- Lead Boxes
- Social Media Consulting Service – we can tailor a package for you.
- Staff Training
- Business Coaching
- Business Consulting
- Heaps of FREE resources – reports, emails, Facebook page and more!
- Selling Fitness Boot Camp
- Classifieds
- Facebook Content Material
Top 5: PT Business Tips from Chantal
Last months personal training webinar was presented by Mike Warren from Zento. Chantal our Dean of the Masters of Business for Personal Trainers would like to share the 5 key points she took from the webinar:
- If you are 'selling' PT, you need a good System, Skills and Staff.
- Keep your PT package options to 2 choices only when presenting to a prospective client.
- Typical Price band currently in the market for a 30 min PT session is $37 - $42.
- During the 'presentation' phase with your prospect ensure you have relevant questions.
- Understand the main objections as to why people say no to PT and have a system to empathise, isolate and resolve these objections.
You can listen to a recording of the webinar by registering: Package, Price and Present!
You can see all the webinars for personal trainers here. And if you would like to know more about the Masters of Business for Personal Trainers then This email address is being protected from spambots. You need JavaScript enabled to view it. .
Justin Tamsett.com Live!
Thanks to Adrian, Sam and the development Team from Think Tank Media, I have launched my new blog site. There is so many cool things you can on the site but more importantly, you can read my business thoughts, consumer thoughts and opinions on work, life and sport! My blog will definitely entertain you, anger you and excited you! Check it out now www.JustinTamsett.com.
Power of You Tube: Greatest Marriage Proposal EVER
If you have any questions about your business or if you want more information about any of the topics discussed in this issue of Active Report, email This email address is being protected from spambots. You need JavaScript enabled to view it. or call me direct at 02 8007 0347.
Until next month, be well and stay active!
Justin Tamsett
[Just click the business card to add Justin to your Outlook Contacts]
