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Gym bill format for Sales

Fitness Studio owners this is how you should be selling in your Fitness Studio if you want to get more members and that is prescription selling and today I am here with Matt beforea who owns seven Orange Theory fitnesses but before we dive in if you are a gym owner looking to get more members more money and more minutes back in your day go ahead and click the link in the description below you can get a free strategy call with one of our members success Consultants who will take you through and see if you are a good fit for our program awesome Matt so what is prescription selling for those that don't know well let's take a look at at how it's often done often it's kind of you walk into McDonald's per se right and you kind of take a look up at the menu and you kind of pick and choose what you want for the day right right oftentimes that's how it's done in a lot of Fitness Studios and they they show a price sheet and some membership options and present it to the member in a way that's kind of like they could choose what would you like right yeah well this is not McDonald's right uh people are coming in for some knowledge and some guidance and we need to position ourselves as a as a fitness professional it starts from the second day walk in the door right so that starts from if your organization's set up with a front desk who does your client intake they need to position themselves as a fitness professional all the way through the sales process when they touch that coach or instructor Again Fitness professional and then getting back to where the sale actually happens Fitness professional so holding that place as a fitness professional versus an order taker at McDonald's results right is is truly what separates prescription selling kind of from that order taking type selling so a prescription sale allows for that Fitness professional to hold that space and then present a prescription based on that prospective member's needs to get them to the goals that they want to achieve within your space right right if we don't prescribe then we leave them to their own devices and it allows them to kind of pick and choose which may or may not be the best for their business they don't know what's the best for them exactly so touching on um selling wants versus needs is this something we're only touching on the needs are we bringing in a little bit of the wants maybe tying it back to that intake form so the intake form is huge right that that's a game changer for you in your business your intake form allows you to really deep dive into why that person is here today there's two motivators one is pain and one is pleasure right 99 of the time especially in Fitness it's a painful experience that has caused them to take action right right so what needs to happen is we need to kind of Deep dive into those wants and then we need to create those needs because people will buy more than what they want than they what they actually need right right right so what we need to do is is take that deep dive into that Discovery piece of things and find out what exactly they're wanting right 99 of the time we hear like I want to lose weight and I want to be healthy right like what does that mean though right let's start to Deep dive into that stuff and then find that dominant buying motive right X Factor that hot button right and that's where we can kind of push on and and that's what allows us to tie back the prescription because now we have this emotional tie to again I need to see in here four days a week like to get you to your goal that you told me of X Y and Z right so that way we we tie to this emotional piece so now we have the the tie of the want and the tie of the need and it's presented from a fitness professional in a prescription type setting right right so it's not just hey I need you in four times a week because you said you want to lose 15 pounds it's I want to see you in four times a week because he said he wanted to lose 15 pounds because you don't want your son to be bullied because your mom's overweight right things like that you really tie it back into the both pieces which I love if we just keep it surface like that you lose a lot of that emotional tie it turns into a sale right right people don't want to be sold right they want to buy right right and our job is to be buying assistant along their their Journey here right right yeah so when we can position ourselves as that buying assistant as the fitness professional allow them the opportunity to buy versus being sold yeah that's how we kind of factor in those once and those needs to get them to where they need to go yeah exactly and for you guys at home Matt mentioned the client intake form we actually have a free cheat sheet for you guys just go ahead and click the link in the description below get a free client intake form and those are Monumental in the whole process something we teach in our 360 plus program so if you're looking to get more members more money more minutes go ahead and click the link in the description below so where do Studio owners maybe get tripped up on this yeah one of the biggest mistakes that I see is there isn't a a clearly defined sales process sales kind of has this icky connotation to it if we don't truly understand what that means right a sales process again we are we're positioning ourselves as a buying assistant through someone's Journey okay we'll go back to that pain and pleasure piece right something painful has happened something so painful that's caused Mrs Jones to get up off the couch and to take action yeah right Fitness for most people is kind of uncomfortable Barry right they think it's a whole bunch of pretty people Barbies and cans people have done this forever looked amazing feel amazing and they're gonna walk in likely deconditioned potentially overweight out of shape not feeling amazing about themselves and they're going to walk into a gym full of Barbies and Kents right so there's already some trepidation with these members so what can we do to create this welcoming sales process and that's what it is right we're assisting them through this journey and that journey is the sale the Journey of Fitness is our sale right right but we need to create this warm welcoming environment and there has to be system behind that because it needs to be the same for every client that walks in right it needs to be practiced it needs to be honed it's a process it's a skill set so it's something that can be improved upon but if we don't have that in place from go then what happens is it feels very haphazard and there's not a structured systemized process to allow this person to come in and to walk through the discovery process to go through a fantastic workout and then come back and and be prescription sold into what's going to get them exactly what they want while fulfilling the needs as well right and I think a lot of times what we see is maybe Coach Joe does it perfectly but coach Karen is in you know there's no system so he doesn't hurt his way she does it her way this person does it their way and there's no system behind that that method and um you know even coming from my experience I'm you know involved in Fitness even when I start a new gym I'm still like nervous like oh God sure I need someone to be you know guiding me through the whole process because I have no idea and you've got to assume that the person that's in your studio has no idea what what's going on and what to do so um awesome anything else you wanted to add about prescription selling and why Studio owners should you know do it yeah tough to prescription sell if you just hear it one time yeah right so there's a semblance and again it ties back to this entire process right but it makes the it makes the final sale so much easier if you start the prescription cell from go yeah right and some people are gonna be like Matt how does that even make sense how are you going to start a prescription cell from go when I haven't even had the opportunity or ability to sell this individual yet but it's in a lot of the language that we speak right right so um you know the the language of four is something I love so McKenna if I tell you to come in four days a week four days a week four days a week four days a week how many days a week are you likely going to come in probably four and you would be an amazing client if you came in four days a week the reality is despite me saying four four four four four four we don't have ideal or perfect clients like that so we're gonna hear four four four four four four McKenna's lying she's got to come in three days yeah four for a lucky day well lucky week three days a week right which is great yeah right but knowing that knowing that I'm gonna start by speaking the language of four McKenna do you have at least four days a week to commit to your Fitness goal of dropping 30 pounds and getting back to X Y and Z how you felt ten years ago when you felt super confident and you felt great about yourself when you looked in the mirror right yeah great so we start speaking the language of four four four four four four and that starts from the very beginning of our process as we dive into that client intake and then you hear from your next Fitness professional and that's your your instructor your coach right and they're talking about McKenna four-day sleep four days a week four days a week four days a week four days a week and then when you go back to that front desk individual and they're like well coach Bob you're fit as professional just said McKenna for you to reach your goals we need to see in here four days a week right for you to be taken all the way to your fitness goals I need to see in here four days a week and that's huge right right I have no prescription sold you based on your goals right no longer are you walking into McDonald's and choosing off the menu right based on your goals I need to see in here four days a week right right I'm still not gonna get her four days a week but if I can get three knowing that right it's good and this is where it's it's just small tweaks and this is what we really talk about in the 360 program too is is those small tweaks and how you say things and how you do things and really outlying an entire process right is Monumental in the growth of your business or not right and that's how you can touch on the process it's just that the full process what is what you know drives the needle for the business so again if you guys haven't post the link in the description below get on a free strategy call learn more about the 360 plus program it's awesome and if you like this video and you want more free content go ahead and subscribe to this YouTube channel plus all of our other social media channels we're always constantly giving you guys free information free stuff because we know how valuable it is for you and your business so go ahead and give this a like subscribe and we will see you in the next video [Music] [Music] thank you