WEBVTT

1
00:00:00.000 --> 00:00:01.720
Welcome, everyone of the Jim Secrets Podcasts.

2
00:00:01.720 --> 00:00:03.680
Today, I'm going to be talking about something.

3
00:00:03.680 --> 00:00:06.280
I, it's just near and dear to my heart.

4
00:00:06.280 --> 00:00:08.600
And I even got a coffee mug.

5
00:00:08.600 --> 00:00:11.640
There's probably three things that I would say that I say

6
00:00:11.640 --> 00:00:14.400
repeatedly from a sales standpoint.

7
00:00:14.400 --> 00:00:16.640
One is the pain is the pitch.

8
00:00:16.640 --> 00:00:20.040
So the extent to which you can create a need in a customer's life

9
00:00:20.040 --> 00:00:22.160
or make them aware of the need that they already have,

10
00:00:22.160 --> 00:00:24.880
which is the pain cycle, the more likely they are

11
00:00:24.880 --> 00:00:26.640
to buy your service, right?

12
00:00:26.640 --> 00:00:29.280
You have to wreck someone from a emotional standpoint

13
00:00:29.280 --> 00:00:32.560
in order for them to become aware enough or increase the need

14
00:00:32.560 --> 00:00:34.400
enough that they want to buy your services.

15
00:00:34.400 --> 00:00:36.320
All right, so first thing, the second thing

16
00:00:36.320 --> 00:00:39.840
that I say all the time is the set is the close.

17
00:00:39.840 --> 00:00:41.560
So if you have a two-part sales process,

18
00:00:41.560 --> 00:00:44.560
which we talk about a lot within our high ticket sales

19
00:00:44.560 --> 00:00:47.920
process, selling 2,000, 3,000 dollar programs

20
00:00:47.920 --> 00:00:51.000
at your facility, the setter is the closer.

21
00:00:51.000 --> 00:00:53.520
The set happens there, not necessarily

22
00:00:53.520 --> 00:00:55.760
when you're confronting money, but it's

23
00:00:55.760 --> 00:00:59.040
when you're edifying the person that is going to ultimately

24
00:00:59.040 --> 00:01:00.760
do the closing, because if I can say that you're

25
00:01:00.760 --> 00:01:05.200
going to meet with, you know, brand Olympic champion,

26
00:01:05.200 --> 00:01:10.720
you know, the child of Dr. Oz and, and, and,

27
00:01:10.720 --> 00:01:13.600
gosh, Michael Phelps, whatever, right?

28
00:01:13.600 --> 00:01:14.800
If you're going to meet with that person,

29
00:01:14.800 --> 00:01:17.320
figuratively speaking, what's the likelihood

30
00:01:17.320 --> 00:01:19.640
that you're going to value that person's time and be

31
00:01:19.640 --> 00:01:23.120
more likely to buy their services, right?

32
00:01:23.120 --> 00:01:24.800
So the set is the close.

33
00:01:24.840 --> 00:01:27.360
And the third one is Speed is King, all right?

34
00:01:27.360 --> 00:01:31.880
I had a sales manager who once told me

35
00:01:31.880 --> 00:01:34.680
that time kills all deals, TKAD.

36
00:01:34.680 --> 00:01:37.200
And she had her written on every single sales person's

37
00:01:37.200 --> 00:01:38.800
desktop computer.

38
00:01:38.800 --> 00:01:41.560
That was the background, TKAD, time kills all deals.

39
00:01:41.560 --> 00:01:43.720
And so the opposite of that should also be true.

40
00:01:43.720 --> 00:01:45.000
Speed is King.

41
00:01:45.000 --> 00:01:47.760
Speed is what makes deals happen, right?

42
00:01:47.760 --> 00:01:52.280
And so, and I had some, some students of mine,

43
00:01:52.280 --> 00:01:54.920
I guess you could say, before I got into the world

44
00:01:54.920 --> 00:01:57.480
that I'm in now, I just coached them from 0 to 3,000

45
00:01:57.480 --> 00:01:58.320
a month in sales.

46
00:01:58.320 --> 00:02:00.480
And they were just doing online personal training

47
00:02:00.480 --> 00:02:01.320
sales.

48
00:02:01.320 --> 00:02:02.120
That was fun for them.

49
00:02:02.120 --> 00:02:04.600
And they just went and got up at the bat and went over 10.

50
00:02:04.600 --> 00:02:07.120
And then they went the next time they did it.

51
00:02:07.120 --> 00:02:08.640
And they kept implementing up better at it.

52
00:02:08.640 --> 00:02:11.400
They did, you know, they went 3 for 10.

53
00:02:11.400 --> 00:02:13.840
And then after that, the next day, they are the next day,

54
00:02:13.840 --> 00:02:15.880
next week, they went, you know, 5 for 10.

55
00:02:15.880 --> 00:02:18.120
And then, you know, now they're at 7 or 8 out of 10.

56
00:02:18.120 --> 00:02:20.320
And now they're doing group pitches.

57
00:02:20.360 --> 00:02:24.320
So, anyways, the fundamentals are still the fundamentals.

58
00:02:24.320 --> 00:02:26.120
And so when it comes to selling and you're getting leads,

59
00:02:26.120 --> 00:02:28.960
right, in the door, you need to make sure

60
00:02:28.960 --> 00:02:32.200
that you're contacting them quickly, all right?

61
00:02:32.200 --> 00:02:36.600
Like, if you think about it from an interest standpoint,

62
00:02:36.600 --> 00:02:38.600
the moment that someone opts in for something,

63
00:02:38.600 --> 00:02:41.480
that is the moment that their need was highest,

64
00:02:41.480 --> 00:02:43.320
is that moment when they click submit.

65
00:02:43.320 --> 00:02:46.200
That's when they've made that emotional decision I'm in.

66
00:02:46.200 --> 00:02:48.560
I want to do this, right?

67
00:02:48.560 --> 00:02:51.520
And from that point on, it just goes down, right?

68
00:02:51.520 --> 00:02:55.080
And it goes down very quickly in the first 30 minutes.

69
00:02:55.080 --> 00:02:57.680
And then from that point, it's like a nice slow trickle

70
00:02:57.680 --> 00:02:59.760
over the next couple of weeks, okay?

71
00:02:59.760 --> 00:03:04.760
And if you can focus on making sure

72
00:03:06.320 --> 00:03:08.840
that every person is contacting within the first 30 minutes,

73
00:03:08.840 --> 00:03:11.840
and even better, contacting within the first five,

74
00:03:11.840 --> 00:03:14.400
I guarantee you that you will probably

75
00:03:14.400 --> 00:03:17.000
3x the amount of sales that you're getting off of your leads

76
00:03:17.000 --> 00:03:17.840
right now.

77
00:03:17.840 --> 00:03:20.800
If you're doing, face is working right now,

78
00:03:20.800 --> 00:03:24.160
and it's not quote working for you,

79
00:03:24.160 --> 00:03:25.960
I would guarantee that you're not contacting the leads

80
00:03:25.960 --> 00:03:28.440
within five minutes of them off the end, right?

81
00:03:28.440 --> 00:03:29.360
But how do you do that?

82
00:03:30.360 --> 00:03:34.080
All you have to do is send a text message automatically

83
00:03:34.080 --> 00:03:38.400
from whatever your opt-in pages to someone's phone, right?

84
00:03:38.400 --> 00:03:40.040
Super simple.

85
00:03:40.040 --> 00:03:42.520
And as soon as that happens, their phone buzzes,

86
00:03:42.520 --> 00:03:45.680
since their phone buzzes, click the number and call it.

87
00:03:45.680 --> 00:03:46.920
Real simple stuff, guys.

88
00:03:47.840 --> 00:03:50.480
When you do it that way, you should convert

89
00:03:50.480 --> 00:03:54.040
about 50% of your leads, crazy, right?

90
00:03:54.040 --> 00:03:55.160
Right off the bat.

91
00:03:55.160 --> 00:03:56.800
And the beauty of this is that when you're on top

92
00:03:56.800 --> 00:03:59.800
of your lead sheet, which is what the term that we would use,

93
00:03:59.800 --> 00:04:01.280
you actually need to do less work.

94
00:04:02.440 --> 00:04:05.040
You just need to do work when the work comes.

95
00:04:05.040 --> 00:04:07.120
Because if you only do work on your time,

96
00:04:08.200 --> 00:04:10.400
what happens is you're like, all right,

97
00:04:10.400 --> 00:04:13.200
and you're just being all out four hours, right?

98
00:04:13.200 --> 00:04:15.240
And like, don't get me wrong, if you call four hours,

99
00:04:15.240 --> 00:04:16.000
you're gonna get a lot of people

100
00:04:16.000 --> 00:04:18.000
who are scheduled a lot of people getting the door.

101
00:04:18.000 --> 00:04:22.280
But if you're available and you can take that two seconds

102
00:04:22.280 --> 00:04:25.880
to cause them immediately, literally half to three quarters

103
00:04:25.880 --> 00:04:27.600
of your work will already be done.

104
00:04:27.600 --> 00:04:29.040
And the only thing you have to do is just follow up

105
00:04:29.040 --> 00:04:30.240
the people who didn't answer.

106
00:04:30.240 --> 00:04:32.320
But usually in the moment where someone has the time

107
00:04:32.320 --> 00:04:36.840
to fill out a form online, they have the time

108
00:04:36.840 --> 00:04:39.400
to answer your phone call and tell you who they are

109
00:04:39.400 --> 00:04:41.800
and be far more likely to show up and buy.

110
00:04:41.800 --> 00:04:43.040
And then if you think about this,

111
00:04:43.040 --> 00:04:44.600
this is one of my favorite things.

112
00:04:44.600 --> 00:04:45.800
If you're selling something over the phone,

113
00:04:45.800 --> 00:04:47.920
which is usually a low-tech type of offer,

114
00:04:47.920 --> 00:04:52.440
and your speed to contact is within five minutes,

115
00:04:52.440 --> 00:04:55.520
from the time that someone expressed interest

116
00:04:55.520 --> 00:04:58.240
in your facility for a promotion that you're running,

117
00:04:58.240 --> 00:05:00.960
to the moment that they actually gave you money

118
00:05:00.960 --> 00:05:03.000
can literally be 10 minutes.

119
00:05:03.000 --> 00:05:03.900
Think about that.

120
00:05:05.160 --> 00:05:08.640
Hey, if you're a return listener

121
00:05:08.640 --> 00:05:11.160
and you have not rated or reviewed the show,

122
00:05:11.160 --> 00:05:13.600
I want you to know that you should feel absolutely terrible

123
00:05:13.600 --> 00:05:15.360
about yourself and everything else in the world.

124
00:05:15.360 --> 00:05:16.360
I'm kidding.

125
00:05:16.360 --> 00:05:17.680
But it would mean the absolute words to me.

126
00:05:17.680 --> 00:05:18.880
If you guys would go ahead and do that,

127
00:05:18.880 --> 00:05:19.880
you don't even have to pause to show you,

128
00:05:19.880 --> 00:05:21.560
keep listening and you can just do it with your thumb right now.

129
00:05:21.560 --> 00:05:22.720
It'll take you less than 60 seconds.

130
00:05:22.720 --> 00:05:25.360
And like I said, the only way that podcast grows

131
00:05:25.360 --> 00:05:28.720
through word of mouth and this is you joining hands with me

132
00:05:28.720 --> 00:05:30.320
and helping as many entrepreneurs as we possibly can

133
00:05:30.320 --> 00:05:31.480
because no one is coming to save us.

134
00:05:31.480 --> 00:05:32.920
It's just us.

135
00:05:32.920 --> 00:05:34.360
All right, so please go do that now

136
00:05:34.360 --> 00:05:35.560
and let's get back to the show.

137
00:05:38.840 --> 00:05:41.520
When the moment that someone opted in and expressed interest

138
00:05:41.520 --> 00:05:43.280
and had a desire and an emotional reaction

139
00:05:43.280 --> 00:05:44.840
to an advertisement that you showed

140
00:05:44.840 --> 00:05:48.320
and they were seduced enough by your offer on your landing page

141
00:05:48.320 --> 00:05:49.880
to actually give you their information

142
00:05:49.880 --> 00:05:53.400
so that you could take time out of their day and attention, right?

143
00:05:53.400 --> 00:05:55.720
That when their phone did ring right afterwards

144
00:05:55.720 --> 00:05:56.920
and it was you on the phone

145
00:05:56.920 --> 00:05:58.360
and then your sales pitch was sailing

146
00:05:58.360 --> 00:06:00.400
and the offer was provocative enough

147
00:06:00.400 --> 00:06:02.200
that they would say, yes, I want to do that.

148
00:06:02.200 --> 00:06:03.640
And then they gave you their credit card

149
00:06:03.640 --> 00:06:05.320
so that they want to get into the program

150
00:06:05.320 --> 00:06:07.680
from the time that they expressed interest

151
00:06:07.680 --> 00:06:09.720
to the time that you collected money from that person

152
00:06:09.720 --> 00:06:12.040
that solved their problem was minutes.

153
00:06:13.040 --> 00:06:16.000
Why is Amazon King speed?

154
00:06:16.000 --> 00:06:17.560
The time that someone wants something

155
00:06:17.560 --> 00:06:19.800
to the time that they click, they click,

156
00:06:19.800 --> 00:06:22.080
they click, you know, one click purchase.

157
00:06:22.080 --> 00:06:23.320
It's almost immediate.

158
00:06:23.320 --> 00:06:25.600
People want immediate gratification

159
00:06:25.600 --> 00:06:28.880
and the beautiful thing about how you can do fitness sales

160
00:06:28.880 --> 00:06:31.280
is that you can actually scrap someone's itch

161
00:06:31.280 --> 00:06:32.480
you can give them the gratification

162
00:06:32.480 --> 00:06:35.800
of having solved their problem very quickly

163
00:06:35.800 --> 00:06:36.760
after they've expressed need.

164
00:06:36.760 --> 00:06:38.960
Now by the time they get the result

165
00:06:39.040 --> 00:06:41.080
it's going to be totally different question.

166
00:06:41.080 --> 00:06:42.360
But it's the same thing with Amazon.

167
00:06:42.360 --> 00:06:44.480
You need something, you buy it with long click

168
00:06:44.480 --> 00:06:46.040
and then you're like, cool, I got it.

169
00:06:46.040 --> 00:06:48.040
And then you forget that you even ordered it.

170
00:06:48.040 --> 00:06:48.880
That's what's crazy.

171
00:06:48.880 --> 00:06:50.000
We forget that we even ordered it

172
00:06:50.000 --> 00:06:52.400
and it comes in the mail like, oh yeah, I wanted that, right?

173
00:06:52.400 --> 00:06:55.080
And that's exactly how it works

174
00:06:55.080 --> 00:06:58.360
within the fitness business with sales.

175
00:06:58.360 --> 00:07:00.120
The faster you can get them in the door,

176
00:07:00.120 --> 00:07:01.400
the faster you can get them on the phone

177
00:07:01.400 --> 00:07:02.960
from the time that they opted,

178
00:07:02.960 --> 00:07:05.200
the more likely you are to sell them

179
00:07:05.200 --> 00:07:06.800
more likely they are to respond

180
00:07:06.800 --> 00:07:08.160
more likely they are to buy.

181
00:07:08.240 --> 00:07:10.880
Okay, so make sure that you're still doing the fundamentals.

182
00:07:10.880 --> 00:07:12.520
If a lot of you guys are like, man,

183
00:07:12.520 --> 00:07:14.760
I like my scripts, blah, blah, blah, blah.

184
00:07:14.760 --> 00:07:16.800
Make a stack that deck in your favor

185
00:07:16.800 --> 00:07:18.520
and just call them immediately.

186
00:07:18.520 --> 00:07:20.400
Okay, make a massive difference in your business,

187
00:07:20.400 --> 00:07:21.640
mess the difference in your life.

188
00:07:21.640 --> 00:07:22.520
If you'd like to see how you get

189
00:07:22.520 --> 00:07:24.680
from zero to full capacity in 30 days

190
00:07:24.680 --> 00:07:26.640
with our facilities,

191
00:07:26.640 --> 00:07:28.440
I'd love to share four free case studies with you.

192
00:07:28.440 --> 00:07:32.000
Just go to gymloansecrets.com, port slash quiz.

193
00:07:32.000 --> 00:07:33.000
You can opt in there and we'll send you

194
00:07:33.000 --> 00:07:35.120
four awesome breakdowns of how we do it.

195
00:07:35.120 --> 00:07:37.280
And if you'd like to know how a model might be able

196
00:07:37.280 --> 00:07:39.600
to work with your gym, you can schedule a call

197
00:07:39.600 --> 00:07:40.520
on the next page.

198
00:07:40.520 --> 00:07:42.240
We don't take money on the first phone call.

199
00:07:42.240 --> 00:07:44.480
So you don't even worry about us, you know,

200
00:07:44.480 --> 00:07:45.440
hard closing you.

201
00:07:45.440 --> 00:07:47.280
All right, so hope you guys have an amazing day.

202
00:07:47.280 --> 00:07:49.320
Remember, speed is king, time feels all deals.

203
00:07:49.320 --> 00:07:51.760
And I will talk to you guys soon.