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The words are the easy part. The thing that separates good salespeople from bad salespeople is how they say the words.

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Welcome to the Jim Secrets podcast where you talk about how to get more customers,

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how to make more per customer, and how to keep them longer,

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and the many failures and lessons that we have learned along the way.

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I hope you enjoy and subscribe.

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What's going everyone? This podcast slash video is going to be more tactical in nature about

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selling stuff, and so we are privy at Jim Launch to a wealth of data.

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And so I know as an independent operator, especially if you're not in the community,

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you can operate on your own. You're like, what's going on? What's happening?

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And so we can rapidly test things. And so one of the beautiful things is now I take a call with

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every one of our Jim words every day. So that's a daily call that I do with all of our gyms I can like

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account for things quickly. We can test new things out. I can find out the next day and we can move

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much faster as a community. And so in the last 14 days, we've been able to triple the average

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upfront revenue per show up or pick up on a phone call, which is pretty big. And so we're

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continuing to just test out offers, price points, et cetera. And so I figured I would give you

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some of the findings that we have kind of discovered through that process.

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First one is not about sales at all, but about scheduling. So make sure that you are putting

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your scheduling or scheduler, whatever you have on your thank you page, or people should be

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opting into book time with you as a 15 minute increment between the actual appointments. So if

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you're, let's say, available from four o'clock to seven o'clock, instead of saying 4 4 35, it should

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say 4 4 15 4 30 4 4 45 5 5 5 15, et cetera. And so by doing that, you'll get a higher schedule

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and you're going to high percentage people to show. And I think there's a variety of reasons for

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that. And I think that's mostly because actually I'll give you a couple of reasons why I think

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that is. And I have no idea. So this is my theories. I think one, when you see 15 minute increments,

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it looks like it's more, it's not as big of a time, time commitment. So people are more willing to

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do it. Number one, number two, I think when you see more time slots available, you just feel like

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you should be able to find a time that works best for you. Three, sometimes people have pockets of

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time that they're willing to give up between things, whereas if it's the, you know, the bigger

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the blocks of time, the less able they are at a pinpoint, free moments in their life. All right,

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and I'm sure there's other reasons too, but there's the top ones that I've got. So that was number

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one, hacks that you should know about selling remote fitness or selling over the phone.

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Second, once you get the words right, once you get the script right, it's going to take practice,

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it's going to take reps. And so what we're seeing at gym lunch is once people cross that 20

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sale threshold or 20 at bats, so 20 pickups on the phone, their clothes rate is really going up.

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Now it's not going from like 19 to 20, all of a sudden, on their 20th call, they like learn magic.

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It's just the fact that a lot of you are, you know, a lot of us fitness professionals in general

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haven't sold over the phone, right? You sold a lot of times in person and it took you time to get good.

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You might have been doing this for five years and never had to sell over the phone, right?

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And so just imagine you're starting, you still have the skill of sales. You just need to learn how to do

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it in a new environment. The good news is that if you have the right words, it doesn't take that long

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and the piece that you need to learn is tonality, right? If you've if you've heard Jordan Belford,

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the Wolf Wall Street, straight line sales, the words are the easy part. The thing that separates

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good salespeople from bad salespeople is how they say the words, right? Two people can read a

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script or give a presentation and their tonality and how they enunciate things and how they

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raise their voice at certain times. Some fair, fair enough, right? Rather than that sound fair,

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it sounds and it sounds joky like no one would say that. Plenty of people talk like that,

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especially if it's their third or fourth or fifth call, it's hard for them to do that.

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The next piece on the phone is energy management, especially the guys who are working with us

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are getting 10, 15 calls a day that they're attending. And so you have to make call 14 just as

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fresh as call number two. And so managing your energy in your state during that process is going

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to ultimately make you more money. Now, in terms of price points and offers and things like that,

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what we're seeing right now is we're telling people to start with $199 and we're doing AB offers.

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So that means that we're closing $200 tickets or rolling them into continuity. And right now,

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we're seeing the majority of people actually willing to roll into continuity rather than pay

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the upfront fee. Now, that being said, there's obviously guys who are just savages and they close

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and they do a really good job with it. But we're seeing people are more able or more easily able

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to get ready to continuity. The beautiful thing about that is that, I mean, think about it.

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You're closing one or two people a day straight into continuity by the end of the month. You've got

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4, 5, 60 people who are signed up in a continuity at $200 a month for remote for 100% margin

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business, right? Like not 100% 80% gross margin because you're probably going to pay a trainer 20%

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to do the fulfillment. But like big picture, not that bad, right? So when you're getting on the phone

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having two offers and that way you make it an assumed close makes it much easier for prospect

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because it's not like yes or no, it's which one do you prefer, right? Which one's right for you?

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And that allows you and even less skilled salespeople to close at a higher percentage.

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All right, so especially if this is your first time doing it, it's a great way to kind of lead

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into the set because it also gives you downsides. Next thing is you have to have bullets in the holster,

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okay? So for you to ethically be able to charge a different amount. Like let's say someone says,

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you know what? I can't do $49 a week but I would do it for $39 a week. You have to ask yourself,

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would you be willing to take on a member for $169 a month, right? For remote services. If the answer

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to that question is still yes, right? Which for many of you probably is, you need to be able to have

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an ethical difference between what you sold at $49 and $39. So let me give you a couple of the ones

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that that I like. All right, number one. And you don't have to use all of these. You can use some of

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these. You can just switch everyone's you want. But if you're going to peel things back, you don't

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really want to peel services back because you want them to have a good experience, right? And we

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know that reaching out to them on a daily basis to checking out the mixture that you're doing, okay?

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It's going to be a really high value thing. Now you don't want to take that away because then they're

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not going to stay, right? It's important for you to keep a lifetime value. And so here's a couple

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other variables. Number one, you can remove a commitment. So instead of saying, hey, you know,

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it's $49 a week to stay stay with us at our gym. Instead of it being $49 a week, just pure

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period, it's $49 a week for 12 weeks. All right, so they're making some commitment in order to get

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that discount off the $99 a week, which is what you should be selling your remote services

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generally forward, which is what we've been selling our remote services in the general

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community since, you know, for last nine months, that's what it's been. All right. So if you're going

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to give them that that half off deal, you can do it for a commitment. So you can remove the commitment

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if you want to. That's one, one bullet in the holster. Second bullet you can use is like, all right,

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instead of $49, I'll let you do it for $39, but you got to leave me a test of money at the end,

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right? So boom, so now now they're doing something for you. So you're not taking away anything,

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but they have more hoops to jump through. All right. Next one below that might be, okay,

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not only do you have to leave me a test of money, you got to bring me a friend. All right. Now,

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whether or not you enforce that, it's going to be up to you. But this way, it gives you another

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ethical reason to listen. I'll drop you down to $29, but you got to bring a friend because that

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way at least gets me to my half off price, right? Fair enough.

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Aimos in Asian quick break, just to let you know that we've been starting to post on LinkedIn

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and want to connect with you. All right. So send me a connection request and note letting me know

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that you listened to the show, and I will accept it. There's anyone you think that we should be

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connected with, tag them in one of my or Layless posts, and I will give you all the love in the world.

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All right. So let's get back to the show.

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Right. And when you say these things, and when you make these, the kind of negotiations,

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which are sensitive with this, because it's closing a deal, it's push and pull. And if they feel

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like you are giving them a price and then asking for something in return is that's unfair.

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When you say that enough times, people stop to sound unreasonable if they keep saying no.

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Right. And so you should use that to your advantage when you're trying to close sales over the phone

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and having these things in your holster. So the three easy ones that I just mentioned,

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one is you can wave the commitment. Second is you can ask them for a testimonial. It's an easy way

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to peel back the price. The third way so you can tell them that they just got to give you a friend,

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you know, within the first four weeks or something like that. All right. And so there's those are

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three easy ones that you can use right away to help ethically negotiate a lower price if you need

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to close the sale. All right. So there's a ton of data that we are getting on a regular basis right

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now. As a community, we're going up by about $5 per pickup, which doesn't sound like much, but by

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a percentage basis, it's about 10% a day, which is huge if you know how percentage work. And so

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if these tiny little things that we're figuring out, now the guys who have been selling the most

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successfully have gone from $1.99 to $2.99. And I want to take a brief moment to talk about that

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because if you can have the if you have an AB offer, right, you're saying this is this is something

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that we call the green play in our world for a while, but just it's an assumed close, right. And

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in the book that I've coming out called building a better mouse trap, it's I have probably 30 different

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ways of making offers and monetizing off of different frontends. And one of them is called a free

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bribe, okay. And free bribe offer is very simple. You say, hey, I've got this amazing program

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that we sell for $500, right. And so you can either get that program and all that stuff for $500

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or you can just become a member today and get that whole $500 value for free, just make me remember.

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And so that allows you to position a really valuable thing to get someone into continuity, all right.

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And so depending on your objectives or whether you want to get more cash in front or you want to

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get more continuity, the way that you juxtapose this to prices or whether you that you interplay

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those two is important, all right. So if I wanted to get 90% of people to take me on my continuity

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offer because that was my objective, then what I would do is I would make that that a offer, that

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first offer, $500, $700,000 for that first offer. Now, one of 10 people might say, you know what,

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that's what I want. And it's like, cool. The nice thing though is that if you the higher up,

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you make that offer one, the people who do take pay you a lot of money. But more importantly,

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you have a nice price anchor because when you present option B, option B will be way cheaper

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because it's me a continuity player, right. And when you go there, you'll get most people will

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automatically do that and they will value option B at the same value that you had option A. And they

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feel like they're getting a great deal because right now we're in recessionary spending, right. And

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so everything's about deals and bargains. So you need to position your offers in such a way that

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people feel like they're getting a deal in order to buy, right. And so flip side, if I wanted to get

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more cash upfront than I might make the two prices equivalent, right. And so it's like it's either

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49 a week for, you know, which would be $200 for the first month or it's $200 right now and there's

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no continuity, right. And so most people will be like, well, I'll just pay the 200. And so this is how

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you can play back and forth and based on your objectives, you can cater it so like if you're more

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cash trapped, then you're going to probably want more cash flow. If you are cash trapped at all,

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you're going to try to push everything any continuity or like many gyms, they sell between $200

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to $300 for that offer. Now you may be like, that sounds low. The big thing here is volume, right.

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Like I believe me. I love high ticket. All right. I'm a high ticket guy. I love it. The thing is,

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is like, we got a confront realities that we're in a different song environment. And these people

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are cult traffic and you haven't been positioned at all in your marketplace. And so our guys are

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able to sell $200, $300 on the first phone call. One call closed comfortably. And so the thing is

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is like, because the leads are so cheap right now and Alan's working the shit out of the leads,

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like we're getting a ton of people on the phone. And so like most of the gyms have six pickups,

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10 pickups. I mean, imagine every single day of your gym having six to 10 people walk in the door.

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It's the same thing just in a virtual selling environment. Everything else is the same. All the rules

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apply. And so if you can just close two or three of those people a day in accountability, it's

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enormous for what you're going to be able to build. And what's interesting is if you look at this

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over like a 90 day period, which I think is what we're going to be looking at going forward. I mean,

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how long minimum, how long this we're going to be affected by this is gyms because we're one of the

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first ones to shut down, which means we're going to be one of the last ones to become operationalized.

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In 90 days, you can build a whole business. I'm gyms launch on 90 day timetable. So if you,

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if you look at Orange Theory, which is one of the most successful launching franchises,

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they've an amazing launch system. They do a three month launch. And they require their franchises

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to have at least 250 sign up members before they open. If they do not have that, they cannot open,

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right? And so for you, if you think about this in your own head and think, I got 90 days to get

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250 people signed up for my remote program, you may get there 90 days from now and think, huh,

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I've got 250 people paying me $200 a month. Maybe I'll just keep this business.

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And I think some interesting conversations are going to happen down the road. But anyways,

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I wanted to give you some of those hacks that you should know about sonar remote fitness.

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There's a million more things that we've kind of discovered because we have the beauty of having

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lots and lots and lots of data and lots of gyms that are testing things actively for us. We tried

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half off offers, didn't work, didn't generate the lead flow. Most lead for right now is going to be

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around free offers. And that's because that's the environment that we're selling in right now.

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Now, that being said, just because someone signs up for free offer does not mean that you don't have

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every right to upsell them into a higher value service, right? So upon more education,

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they might find out that they actually would like to pay for this other thing. That's a far more

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years just to offer that will get them their goals, right? Because that's what they want. They

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signed up because they want to lose weight. They didn't sign up because they like signing up for

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stuff, right? And so as long as you remember that, that it is okay to sell stuff, even if you

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marketed something as free, as long as you have the free offer that you marketed, if you present a

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superior offer that will get them their goals better and get higher service and get them

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their faster and guarantee it or whatever, then the likelihood that they take it is higher. And

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it allows you to get far lower cost of acquisition, far lower lead cost, far higher volume,

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and ultimately help more people and make money in the process and come out of this thing on top.

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So anyways, I hope you enjoyed some of those hacks that you should know about customer

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fitness. I will make more of them as they come up. Keep you amazing and lots of love to everybody.

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So I'm with the green screen. I'm doing some recordings over the next few days and so

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yeah, green screen. All right, get you soon. Bye.