CoachBot Video Transcripts- 28
Lead Generation Overview
Okay, let's talk about the Legion overview for this challenge. Now, there are five ways to generate your leads, a k, a signups, okay? Number one is emails. So the emails you can download in the videos later, you'll see the emails. You can download the document for them or they're going to be built out and go high level for you. The Facebook posts, those are going to be same as the emails, so you want to have those and just take those and you can post them into your group. You can schedule them out inside of your group. We've got texts. You can also download those. There's a video on that specifically, and it will be built out and go high level in conjunction with the emails, so you have that set. The one thing that you will definitely have to manually do is the Facebook post no matter what.
So if you're using go high level, we'll have the snapshot for the emails and the text, but the Facebook posts are on you. You got to make sure that you post those. The other piece is live videos by coaches or you, I suggest you do it first and then your live coaches. Your coaches do lives next. Now, the point of this is to recruit. Now, since this is a team challenge and are going to be captains, then what they're going to do is come in and they're going to do a live video inside of your Facebook group and they're going to be recruiting for their teams, and their goal is to make it funny, engaging, laugh, have 'em read the emails so they kind of sense the idea of what that is and all that stuff. And if you don't hate children, blah, blah, blah, and have them do that.
Now, the goal of this is you can literally use the comment section of the lives by having them do a call to action in the videos by saying, comment below I'm in, and we'll make sure that you get all set up. We'll go ahead and charge you on the backend so you'll be set and you'll be on the winning team or whatever they want to say, but make sure that they have a call to action of comment below, and then whoever comments below, you can just go. Your team can take that and then just set them up in your system, charge them for that amount. Make sure you allocate the funds correctly, all that stuff for both toys, for Tots, and for the holiday party, but you can take care of that. Now, they can obviously come in and pay by cash or check if you want to, but this will make it seamless.
But the live videos, they should be engaging, they should be funny, they should be hilarious. They're trying to recruit for their teams and they can do that. Okay? The next piece is obviously in class recruitment. So if you're in person, this should be happening. Every single class your coaches should be fighting to try to do this and make sure that they're trying to sign up as many people as they can for their teams. Write this down right now, what I'm about to say. Zero commission for your coaches. You're not making any money on this, so do not pay commissions on this. Half of it's going to Toys for Tots, half of it is going to the holiday party at the end of the year. You do not give commissions on this. They should not. If they ask be like, this is for charity, and literally the rest of it goes, the gym makes zero money on this.
The point of this is to increase retention so we don't see a drop off so that we can continue to get back to our clients and get ready for a massive January. Okay, now marketing calendar. Here's how this works. Seven days out, text one is going to send six days out. The next day you're going to have the email, one is going to go out in the morning. Then what you'll do is text two. You're going to do a few hours after that email and then you're going to want to do a Facebook live midday as
The owner hop in, announce it, talk about it, and get that ready. Now, email one with email one when that sends out in the morning, you can also make sure that that's posted in the Facebook group and then follow up with a Facebook Live. Again, just like any play, the bigger you make it, the bigger success it will be. You got to make it a big deal, otherwise your team won't treat it like a big deal and your clients won't treat it like a big deal the next day. So five days out from the start of the actual challenge, your coaches should start going live in the group and recruiting. You should start recruiting on as soon as the first email is sent out, they should start recruiting in class. So six days out, they should start recruiting in class for it. Five days out they do this and just follow the sequence from there.
Okay? It's laid out and you can walk through it. You can see it exactly in the documents as well as it's already built out and go high level. So you'll be set. Now the marketing calendar from a calendar standpoint, because of Black Friday, you do not want to start this, start your actual marketing sequence until 29th. So that's is Cyber Monday. So if you have a deal on Cyber Monday, that's cool, but you're only sending out one text, so you should be okay on this one. No worries. If you're doing a Cyber Monday deal, you could send this out later in the day and talk about that. Hey, I've got something else special. You can tweak the text if you want to, but you want to start this, the advertising seven days out on the 29th of November, and if you're watching this in the future, just remember you want to do it after Black Friday, then the challenge will start on the sixth, and then it will end on New Year's Eve.
Okay? Now you can do your holiday party wherever because you're going to collect the cash up front, so you can do your holiday party wherever you want. It doesn't really matter. Obviously, you want to announce the winners, so you might want do it maybe early January if you wanted to. It's still technically a holiday party, but just because of the way it works out here, you can do it right here. Now, I've had some people ask, and you can do this if you'd like, you can make it a 21 day challenge if you wanted to keep the same price point all that stuff and do 21 days and have it end on New Year's Eve or Christmas Eve, and then have a holiday party later the next week. But it's up to you. I prefer the 28 day. It covers basically the entire month and you're good to go. And so the challenge ends there. Alright, now on the next video I'm going to show you this. So this little teaser, how to add 20 plus referrals with this simple referral hack. So watch the next one and you guys will be able to see that. And obviously after you go through the emails, the text messages and all that stuff, you're going to want to watch this and make sure that you're following through.
Email & Facebook Posts
All right, let's talk about the emails for the holiday accountability challenge. They're all in the document that is below. These are also the Facebook posts, so you can adjust these to make the Facebook posts a little bit different and fit. But your title would be the subject, basically. Okay. Obviously take out first name if it's there. But the biggest thing with these, the email's already written out. What you want to do in this video is not going to be long. What you want to do is always, always read through every email that we have. Always, okay? Read through every single email that we have. And if you don't like it, that's fine. These work really, really well. But if you don't like it and it doesn't sound like you're kind of the way you communicate the vibe or anything that you want portrayed inside of your gym, don't send it.
You can adjust them and change them if you would like to, but they work phenomenally well, and they are hilarious as well. But bigger thing, you can see this, please read all the emails before sending for accuracy and update anything in yellow. So I've highlighted things in yellow that you're going to need to update automatically, but again, read it because you're not sure. You might find things that you don't like. So if you don't like this, do not open. If you hate children, it's kind of, obviously, listen, I know that subject was ominous, but I promise it's for a good cause. We're trying to get people's attention here. We're trying to make sure you get a hundred percent signups. Some of these, you got raised eyebrow emojis, so make sure you add emojis. Some of these are like, what will they win? You ask. So these are winners.
You want to make sure that you check these out and make sure that these fit into what you're actually going to provide. The pricing, everything else. So you want to make sure all that's in there. So the pricing is going to be in there. So they're going to know the price. There's no sales in this whatsoever, so they know it. It's just a sign up. It's very simple. So you can use these for both email and Facebook. You can obviously shorten them if you need to for Facebook. But for me, what we did, we always just sent out the emails same day. We always put the Facebook posts up. It was that simple, and it made sure that everyone saw what we needed to see. Okay, so hopefully that helps, and I will check you on the next video. We'll go over the text.
Text Script
Welcome back. Let's talk about the text sequence. Okay, so please make sure you update anything in yellow. As always, please make sure that you read these and go through these prior to doing anything. You can see that the texts are labeled out seven days out, six days out, two hours after the first email. Hey, so I just sent you an email. Did you get it? Five days out? We got another one. Let's highlight this real quick, the head exploding emoji to make sure that you have that. And then this one, right? Don't be like this guy. I don't care if I gain weight over the holidays three days out, one day out. So the biggest thing with this is obviously if they're not part of it and they don't want to be, if they opt in, obviously if you reply and they reply to the text, it can take them out of the campaign and go high level. But just make sure if they're signed up that you just remove them from the campaigns as they go. But these campaigns are available. You can just download them below in this document. If you don't want to use go high level, but they're also built out inside of go high level so that it's super easy. Just upload your clients into it and then the campaign will send for both emails and the text messages. So I'll see you on the next video. We'll talk a little bit about referrals and how you can grab more referrals.
Add 20+ New Clients with this Simple Hack
All right, let's talk about how to add 20 plus referrals with this simple referral hack Using this challenge, it's a phenomenal time of year to grab referrals, and here's why, because it's the holidays, and you can utilize the donation piece to grab referrals and then put them onto autorenew so that they start as members in January so they can come in and do the workouts with their friends for the price of whatever their family, their team member or friend, whoever referred them, paid. If you want to increase the price, that's fine. You can definitely do that, but if you really want to make sure that you crush this and add a bunch of referrals, this is a phenomenal time of year to do this. So how to get referrals. Number one, ask for two of them. Every single member, every single member that signs up, you're going to ask them, cool, who are two friends or family members that you would love to have join you at the same cost for this challenge?
Who else loves kids and loves making sure that they're staying in shape and getting ready so they can crush it in January, right? That's it. Then when you get those, what you're going to do is you're going to go to the member when you're having this conversation be like, cool, awesome. Tell me their name. Who's the person? Great, can I get the phone number? Email? Awesome. Here's what we're going to do. Can I grab your phone? Can I borrow your phone? Awesome. Then you're literally just going to take a selfie video with you and the member right there just sitting down and just being like, Hey, Susie, my name's Kale, blah, blah, blah, right? I'm sitting down with your friend X. They said that you would love to be a part of this incredible accountability challenge that we're doing here at our gym. It's absolutely amazing, and what's the most amazing part is that we're going to be donating a ton of money to Toys for Tots.
We're doing this all for an incredible cause as well as to be able to help people stay accountable and to not only maintain weight, but potentially lose weight during the holidays, all for fun and to give money back to charity. Your friend said that you'd be the perfect fit for this and love to have you join. I'm going to go ahead and be following up with a phone call in a few minutes. You'll get a call from our team and we'll walk you through how to get set up. That's it. So you make a selfie video on the member's phone, not yours, on the members, and have them send it to their referrals that they said. Then you follow up with a phone call and get 'em signed up. Now you charge them the exact same amount as your clients, so whatever it is, $49, $99, 1 49.
Here's why, and I understand this, I am very much a fan of let's charge more, 50% more, a hundred percent more. You can definitely try that, but again, this is not your time to try to grab a bunch of money. The whole point of this is to get a bunch of people, and if you're going to grab referrals and you want the opportunity to do that, this is a perfect time to be able to do that. So you can fill your gym, get them. But here's the kicker. When you meet with them and sign them up, you're going to let them know, cool. This is going to auto-renew into our membership. Here's our pricing. Here's everything. Let's talk about your goals right now. Awesome. For this 28 days, it's going to be amazing. If at any point during the 28 days you don't like it, you don't want to auto renew, that's cool, but I know for a fact that you're going to be looking for a gym in January to start. Everyone does. You have goals, we're going to help you crush it. Just like we've done with your friend and family, we're going to make sure that you have an incredible experience. It's that simple. So
For two of them, make a selfie video with the friend. Make sure that based on their phone, on your member's phone, make sure you make that on their phone. They send it to the referral. You call 'em up, you get 'em set, charge 'em the exact same amount as your clients and then have them auto renew into a membership. So think about it this way, if I have a hundred clients and let's say 50 of them give me two names, just half of them, 50% of them, give me two names, I've got a hundred people, and let's say only half of them actually come in. I've just added 50 new members to my gym just for the month of December, and yes, I understand you might be like, yeah, but kale, I'm not making a ton of money. Well, guess what? You can sell 'em supplements.
You can sell 'em supplements. It's a phenomenal way to make supplements right there, have them do it, and all of a sudden you made 80 to $200 off of them by selling them supplements for the challenge, and you could do that, and then you auto-renew them in and you make sure you overdeliver, you're having a blast, all this stuff, you still want to resell them before it starts. You don't want to assume that it's going to auto renew and that they're going to stick, but resell them again, and all of a sudden you've added a whole bunch of new members for free heading into January, and you can absolutely crush it. So for many of you, you're going to charge more money for them. You're going to do, instead of this, you're going to add more money, and that's totally fine if you want to do that.
So my suggestion would be if you're going to do that, it's anywhere between 50 to a hundred percent more than what you're charging, but it should be below what your actual rate is. Here's why it could actually be your same rate, but you're going to give money to charity. So if they join, half of it's going to go to charity, but they're going to pay their same rate that you typically have so you can know that they have the money to be able to afford you every single month. You could do that. That's the only other option I would say, if you're going to charge them more than what your clients are going to pay them. So hopefully this helps. You'll see posters, we're going to talk about posters and all that stuff and examples in the next video.
Poster Boards + Breakdown
All right. Let's talk about the poster. Now, before I get into the Canva poster, you can use this template, this as just an example to use. You can also print it out if you want, but I'm going to be real with you. It's a lot more fun if you just go ahead and go grab poster boards from Staples or whatever your local store and have your teams team captains make them. It's just a lot more fun. But one thing when you do make them, you don't want to, you could draw, you just want to have a permanent marker when you draw the lines. Use a ruler, make sure they're super straight. It's super simple. You could also use tape. We've used tape in the past to do stuff like that, and then grab a whole bunch of stickers. So you want a whole bunch of gold stars or really cool stickers that you want to add in.
Okay? But if you're going to use this, this is just an example. What you're going to do is you're going to open up the link that's down below this video. This is going to open up and into Canva. You can use this template, and you're going to go in here, and then you can edit this. So this allows you edit access into this entire program. So it's loading right now, but you can see, you can edit all of this stuff, change team names, do all that stuff. Now, with this, you could also adapt the way that this is set up, so you could resize it, change it to whatever it is that you want, and then you could also add, instead of week one, week two, week three, week four, you could also just go work out 1, 2, 3, 4, 5, 6, 7, and just make it in a landscape instead of horizontal.
You could do landscape or instead of vertical, just landscape and have it that way so that you can track it. And so every workout you're tracking and they get one sticker. Or in here, they would need three stickers in each box, if that makes sense. And then names would go here on the teams and do that. It's really big. Anytime you're doing a competition or anything, you always want a scoreboard. So just make sure that you have one, whether you want to print this out yourself and have this sent to a printer or to printout, but again, I'm going to be frank with you, it's most likely going to be easier, faster to just go to a store, grab poster boards, and then just have those made and create it two options. With that, you could do one poster board for all of your members.
My suggestion is if you have, a lot of members could get a poster board for every team and have them set it up, have them all put up where everyone congregates in the gym so that everyone can see it whenever they come in, and that they can track it, and that they go put a sticker up and make sure that it's done after they complete the workout and make sure that they post a sweaty selfie after the workout and tag the gym in it. They have to tag the gym. They can't just post a sweaty selfie. They want to tag the gym and do that. That's it. Hopefully this helps.
GHL Overview
All right. I wanted to go ahead and give a full overview of the accountability challenge, how to get it up and running and what you need to go ahead and pay attention to. So once it is uploaded inside of your account, you will be able to navigate over to the workflow section. So on the left hand side, go ahead and click on workflows and you will see the accountability campaign inside of here. What you'll want to do is go ahead and click on that accountability campaign. Now the first thing that you will want to go over is setting up your event time. So because this is a timed event, you will want to make sure that it is, the event is set for the 6th of December and it is set at 4:00 PM That is when the first text message will be sent out. So sometimes this can get messed up when snapshots are imported.
So I would just double check this event date and then you can hit save action. After that, you will be able to go through all of these different messages. If you want to see the messages that are being sent out one by one. However, you will want to go to each email and you will want to add a from name and a from email. So this is just entering the email that you want to show up. Now it's going to send via your domain, but this is just going to be the visible email up top. So make sure you go ahead and fill that in for every email. So you don't need to do it for SMSs, but you'll see when you get to email steps, they're blank on all of these. So you will want to go through all of these, look through all of them and make sure you are updating that.
So once you are fully done, you'll want to hit save in the bottom right and then you will want to scroll up towards the top right here where it says draft. You will want to hit publish and then hit save in the top right and that will go ahead and publish this workflow and make it able to be used. So from there, we're going to go ahead and navigate back to our main go high level window. And the next thing that we are going to want to do is scroll down to settings in the left hand panel and then go to Custom values. So there are going to be some custom values that are uploaded with this snapshot. Those are going to be gym name and gym owner name. So with those you will want to go ahead and fill those in. There's a couple spots in the automated email sequences.
You will see there's some code in there and it just says Custom values, gym owner name, custom values, gym name. If you update them here, it will update them throughout all of your email sequences. So these are the two that we use. So go ahead and just hit the little pencil icon and give them a value. So for gym name, you can do 3, 2, 1 Fitness as an example, and then gym owner name. We'll just go ahead and put Jake and everywhere that it's supposed to say the name or the gym name, it will automatically input these values. Once you have set that up and looked through your messages, you should be good to go. The next thing you will really want to do is go over to
Contacts. So if you want to import a contact list, all you have to do is go to this little arrow up here, import contact list, and you can drag and drop your CSV file in here. If you currently have a group of people that are tagged, maybe current client or anything like that, all you need to do is navigate and find who you want to send this to. You can go ahead and highlight them, or you can click this little button up here to highlight all if you had a bunch of names. But you'll just highlight whoever you want to enter into the campaign. Select add to campaign or workflow, which is this little robot icon. Go ahead and hit okay and proceed. Drop down your workflows and your test, find your workflow for the accountability campaign and go ahead and select that. So from there we can go ahead and it'll make you put an action step in.
So I am just going to put testing campaigns and we can go ahead and select add to Campaign and Workflow, and then it will go through your list and start adding all of your contacts. So once you have added your contacts, if you want to check and just make sure everything is good, you can go ahead and navigate back to workflows and you'll actually be able to see how many people are enrolled, how many people are actively enrolled. We could click on this one button and you'll be able to see where they are in the process. So currently they're waiting for a specific time and you can see when the next execution is going to be. So we know this campaign starts on November 29th at 4:00 PM So right now it is just waiting to see if they hit that. If you go ahead and go back to actions, you'll actually be able to see this little person icon, which will show you where people are within this certain sequence.
So if you want to monitor it as it starts going out, you will start seeing people kind of jump. You will see this execute, so on and so forth. And if you ever want to see the history of kind of what's going on, you can click history and you can get a brief recap. So you can see I was added to the workflow, it executed waiting, and now we are on the waiting step. And that's pretty much it in terms of once all your people are added, you should be good to go with the campaign.
Reactivation (Diamond Sale)-OVERVIEW
All right guys, welcome to the reactivation play overview. Excited to dive in and make money from your list of leads. Alright, so what is the reactivation play? It's a strategic offer that you'll deploy to inactive members and your full leads list. All right, so outside of your active members, these are the next lowest hanging fruit. You've got these contacts sitting in a database. You already own this traffic source, so it's time we go ahead and turn them into paying customers and start changing some lives. Why do the reactivation play? Well, you see former clients and prospects already have established that they know and trust you. It's just that many were not in enough pain at the time they became a lead, right? So you texting out of the blue is exactly what they need to just kind of get that little nudge and to consider getting that jumpstart they probably need.
So who should you run this to? First bucket of people that we're going to run this to, like we said, our former clients that exited at least 90 days ago, and you can see a little bit of pile of cash here. Not much. You may have a former member return. It's not the main source though. Okay? You can see way more money is going to come from the leads list people that did not buy. So these are the people that opted in and never scheduled, right? Maybe they scheduled, never showed. Maybe they showed and never actually were sold. Now you're going to combine all of these into one master list and we're going to send a new offer out and we're going to get rocking. Alright? It's crazy to think that of all the gyms that run paid ads, typical gyms close 10 to 20% of leads into clients, 20% being the absolute best in the industry.
So this means that 80 to 90% of leads just sit on your list collecting dust. So it's time that you turn these ghosts. People have ghosted you not talking to you into paying clients. So again, this is who we're going to run to. We're going to turn that into cash. Alright, so you might be thinking, when should we run this? Well, it is an evergreen campaign, meaning you can run this any time of year. Now you're watching this now, so I'm assuming you want to learn the module and get rocking and launch this thing. So what you should do is you should just spend one day of learning, like that's today. You can finish every single video, set up the campaign, and then go ahead and schedule it to start on Monday. So you can start the week fresh and just start working those replies.
So how's this going to work? Well, as you go through the module, you're going to see that you have done for you offers, done for you, emails, done for you, text messages. Alright? So just deploying this is actually kind of as easy as possible. We've done as much as we can for you in addition to this, to make sure you have the absolute best, ROI. We've got a sales training in here called the Diamond Sale, alright? It's a small shift on the normal consultation sale to create price anchor and be able to close higher ticket clients. Now we designed this and we tested all sorts of closes and all sorts of in different sales. In our original 10 location beta, the diamond sale had an average ticket of $881, which is absolutely incredible, and the average cash collected was $8,223. So excited for you to dive in and start seeing some high ticket sales from this.
So the way it's going to work is we're going to go ahead and deploy those offers. Target former clients and lead list, and we're going to schedule a welcome back appointment for anybody that's interested to learn about our new programs. Alright? Once they come in, we're going to close $1,000 deals using the diamond sale, which you'll learn more about in the sales training. We're going to get 'em crazy results. We're going to send them into long-term memberships, and we're going to do all this without any ad spend at all. Now, a couple of important details. There are costs associated with this campaign, even though there's no ad spend. So there's no ad spend, but there are some costs involved in running this campaign. There are Twilio and SMS fees involved. So Twilio is kind of the backend to the texting system. Currently, as of shooting this video, the average gym will spend 75 to $125 in additional SMS fees per week.
Now remember this, you will lose money if you don't work your leads. All right? So we did see plenty of gyms spend even less than this and make 1500, 2000, $3,000 a week on this campaign. But just remember, even though you're not running ads, there are some fees involved. Now, I want to do a little bit of an international disclaimer right now because Twilio and SMS fees are usually higher outside of the us. So if this is you, go ahead and pay attention. It's important that you follow the Twilio monitoring training. Alright? We've included that in the tech section so that at the end of each week you can compare your cash collected from sales to your Twilio costs. You should have a positive return. If you are losing money on this play, you have a nurture or sales issue. Plain and simple. Now we've got a rule.
Jim Lords don't lose money. You're an adult. This is your business and ultimately it's up to you to turn it off if it's not working for you, okay? This goes for anybody in any country, right? If you're running this in the us, you want to make sure that you have a positive ROI. Alright? So to be clear, there's no ad spend. This is not an ad play. We're texting and emailing your contact list. You will have fees associated with texting. The average cost is 75 to $125 per week. When hitting your list, Google the pricing of your exact text solution if you really want to kind of dig into that. On average, we saw an eight to one, to a 10 to one return, meaning if you spent $75 for the week, you made $750, or if you spent $125, you made over a thousand. So return the overall ROI has been absolutely incredible, but I want to always be transparent. Alright? Alright, cool. Let's jump into the strategy. So the way this works is we hit 'em with an offer on day one. We remind them on
Day two. Then if they ghost us a cleanup offer on day three, it's a different offer. So we don't keep hitting them with the same exact thing. It's really cool. You'll find that some people ghost you on day one and two, and then the second offer that comes in on day three, they actually reply to. So one of our strategies here that we cracked in the r and d phase of this, so two offers in three days, then it's over. You don't want to spam your list. Very important. If they reply, the campaign stops for you to take over. So for many of you that use kind of an automated lead nurture system, whether we built it or you built it, you know that a stop on response campaign means that the system will automatically reach out. But if the lead replies like, Hey, I'm interested, the system turns off so you can take over.
That's how this works. It's a stop on response campaign. Now, if they ignore you, if they ignore the outbound messages, it just keeps reaching out for only 72 hours. So anyone that shows interest, what you want to do is go ahead and set them up to a consultation. As always, we'll be selling them into one of three new programs. It's just a slight shift. We're not just talking about the same old program that we run ads for. That's why we get responses on this. So for instance, if you're running a free six week challenge on your ads and you sent out a text asking if anyone wants to join a free six week challenge, it just doesn't sound that interesting. They already knew about that, right? So we're coming from a different angle. The campaign and sales details are in the next video. You can adjust offers pricing service to fit your business, but ultimately, please don't adjust it too much because what we provide has been tested across dozens and dozens of markets.
So when I quote the 10 location beta, that's just of the winning framework. The winning solution that we presented here, we went through iteration after iteration to get here. Let's talk about the automations that make your life easier. So the way this is built is that we load this into your go high level campaign. You can set the rules with the tech videos and turn it on, and what it is, is it is what we call a drip style campaign. A drip style campaign allows you to focus on only a certain amount of your contacts per day. So for instance, you can say, Hey, there's 10,000 people in the list, please only text 100 people per day. So I'm not overwhelmed, right? That's how that works. It's a drip style. We're going to do this. The rules are set up, so it's going to be Monday through Friday. Again, all this is in the tech setup. It's a fully automated outbound campaign, meaning once you set the rules, it will go through your list and email and text everybody until it hits the end. All you need to do is just wait for replies and turn them into appointments. The tech training is simple and fast. A couple things though that are really, really, really important, you've got to make sure that you do not message people that have opted out or unsubscribe from messaging an email. Okay? It's an
Obvious thing, but I've got to call attention to this because as business owners sometimes we take shortcuts. But remember, you've got to play by the rules. So please do not message, do not text, do not email people that have unsubscribed for your list. Only reach out to people that you have the right to reach out to. Okay? Alright guys. Immediate next steps, dive into the campaign and sales overview so you really understand the offer and how the sale works itself. Then you're going to go into the sales training where the script and the sales deck are located. And then last, the lead follow-up lesson, which just a little bit of a refresher on how to nurture your leads to get the most out of this campaign and set as many appointments as possible right after that. It's just a few simple tech videos scheduled to start. And from our beta, we actually saw responses in sales flowing in within 48 hours. So go crush it guys.
Campaign & Sales Overview
All right guys. Welcome to the Reactivation campaign and sales overview. So the goal of this play is to turn dormant leads into paying customers. We've all had leads Ghost us. It's time to turn them into some dollars. So we're going to do this by reaching out to see if anyone is ready to make a change and be the best version of themselves, right? We're going to let 'em know that there are new programs, getting people insane results within New Gym and offering them some time to come in and learn about them. So what'll happen as this campaign goes on is that those that have been thinking about it, or maybe in pain, but maybe they've had their head in the sand, they'll see this and it'll kind of wake 'em up and almost be the sign that they got to do something. And so you'll get some replies of people that are interested.
They'll start to separate themselves from the pack and then you'll work them and set them to a one-on-one consultation where we can sell them into a life-changing program. So before we get into learning the specifics of the campaign, the sale, let's just talk about why Reactivations fail. So if you've ever tried to do this before within your gym, you take your list and you put something out there, you may not have had awesome results. One of the reasons is that most people don't have a compelling offer, and it's not also paired with an optimized sales process, which I'll explain as we get into the sale. But basically we figured out a way where you can sell only 1% of your list and still make a solid amount of money. Most people have a lack of organization, so figuring out who to text when, who to follow up with, it's just hard.
It is time intensive to pull the list together and manually reach out to everybody. In general, most people have high effort reactivations and low ticket offers, meaning you're doing a ton of work, but you're not asking for much on the front. You're trying to do a free pass, a free month, some kind of low barrier offer, which ends up being really not worth it because you don't make money in the end. Most people really fail here though. Even if you have a solid offer, you end up not replying fast enough, not replying within five minutes, not even replying in the first day. We've seen a lot of different teams work leads through our beta processes, our r and d department, and unfortunately we see the most common thing that leads to people failing is just not working their leads. So regardless of everything that we do here inside of this training and what we've built for you, at the end of the day, you absolutely have to nurture your leads. Alright, so let's talk about our winning formula here and what we've cracked took about nine months to test all the different pieces and all together, if you execute on this training, you should make a solid return. So we have a fresh new offer that gets people's attention. We've built automations to save you time. We've tested the messaging to make sure that we get
A predictable amount of responses. We typically, in every single market saw over 10% reply rate in most markets over 15%, which is great. The sale itself is personalized to the client, which means we can charge a bit more than average. It's a higher price, which means closing only a few still moves the needle. On the bottom line. The average gyms, like I said, closed less than 1% of the leads on their list and they still made on average over $8,000, which is solid. So those cover some expectations. So the truth is, with this reactivation play, and most any reactivation play, some people will unsubscribe, they will reply negative, some will respond positively like they're interested and some will continue to ignore you. In fact, most people will ignore you. What you want to do is focus on the ones that are positive, treat a response like it's worth thousands of dollars because it is.
You can expect a 10 to 20% reply rate. Of course that does vary. I'm not going to say there aren't people that are going to go at less than 10. Maybe there's some people that get more than 20, but on average I can say with certainty, 80% of markets we see fall in here. Okay? Now this is largely based on your list health. When you're looking at your reply rates, and if you've never heard of list health, list health is the amount of relationship capital you have had with those on your list. So if you have not been providing any value at all, expect lower returns. So if you've collected a lead from an ad, they didn't opt in, they didn't sign up, and they just sat there on your list for say a year or two years. When you reach out of the blue, do you really think they know who you are?
Probably not right now. They still may reply and they may even reply positively, but it's the gyms that have been nurturing their leads, reaching out, giving value over time, that certainly get the highest response rate. All that being said, we've had many gyms with ice cold lists make 7,000, 12,000, even $18,000 with this exact play. Okay, so let's go over some hypothetical numbers. Let's say you have 1500 people on your list, meaning 1500 people with emails and phone numbers. You could expect to get about 30 responses, book about 25% of those responses, meaning you get seven people to book an appointment. And let's say of those seven, you close 60% with the new diamond sale. The menu close that we provide here in the training, which means you close four people at a thousand dollars 9 99, which is the lowest price ticket in the sales training, you still make four grand, right?
So that's a hypothetical, but let's actually walk through some real numbers with actual results. Now, as you can see, this is the 10 final BA of clients that we ran through this exact version of this play. And I want to make this clear. When we were testing reactivation campaigns, we did this for nine months with different iterations of the offers, the way that we did the automations, the way that we actually structured the sales, and ultimately this came out as the winning model. And so what you're looking at is the average of 10 gyms that followed the plan. So you can see on average the average results here were 9.9, about 10 new members. Alright? The frontend cash averaged out to be $8,223, and the average ticket was $880 93 cents. You can see some people closed one, some people closed 21, and anything in between, I want to call it a couple different gyms specifically.
So you can see that even though if you follow the training, some people did tweak it to kind of make their own little adjustments. So this gym right here sold at 5 99 on the front end only. So they didn't necessarily follow the diamond sale framework. They sold at 5 99 and then they upgraded four of them to a higher ticket on the back end afterwards. So they got a total of 18,000. So that was their approach. Again, I recommend following the diamond sale to a T, but I do want to be transparent that there's some wiggle room here. Now, this gym had 21 sales, but only 5,000 in front end cash. But what they did is out of the gate at the consultation, they sold 12 month contracts at $189 a month, close 21 of them, so that they wrote $47,000 in membership revenue. That was their approach on this.
And I do want to call out this one specifically. This gym did not believe it was possible, but in the diamond close training, you'll see that we use a price anchor to anchor really high to make the other options seem more affordable. The high anchor, the highest anchor is typically $5,000 4,999, and this is strategically done in the diamond sale. You'll learn how to do it, but this gym actually closed a $5,000 package in three weeks inside of the beta, all right? And previously they had only been closing kickboxing memberships valued at about $160 a month. So this was incredible and really broke their beliefs. They sold 10 more people on top of that at an average ticket of 1200. This gym specifically is a great example of the diamond sale. You get the best of both worlds, right? They got a solid volume, but also high front-end cash, really great average ticket. So you can see that. Alright, cool. So let's jump into the campaign details. So first we are going to text and email our full lead list regarding new programs. We're going to book only those interested to a consultation. We're going to sell 'em using the diamond close. This works with any size list. The bigger the list, of course, the more money, the warmer
The list, the more money you'll make as well. And that goes back to the list health I talked about before. So how it works is you're going to upload the entire list. The campaign hits them only for 72 hours, day one, day two, day three. So it looks like this day one is an offer, day two is a reminder. Day three is the we're full, but then you do a cleanup offer like you heard about in the previous video. Okay? So offer one is a transformation pass to come in and learn about the new programs offer. Two, the cleanup offer that hits on day three is basically just a free fitness session. We don't always recommend that, but for the purposes of this strategy, it worked really well. You can certainly edit them to your liking. Okay? I strongly suggest not editing and not deviating from the plan too much.
Okay, so below this video in the portal here, you will see the actual downloadable document of the actual campaign itself. And this will be loaded directly into your go high level account so that you can read through the document itself. But really what you want to do is go into your go high level campaign, follow the tech videos, and you can edit it to your liking. Basically, the idea here is that message number one talks about the fact that we have a new member that's lost 30 pounds in eight weeks on one of our three new programs, and we're giving away 10 free passes to come in and learn more about these new programs. And then what we do is we basically talk about what's included, free body fat and muscle mass scan free one-on-one with yours truly, plus a quick walkthrough of the new Jumpstart programs, plus a $10 Starbucks gift card because hey, everyone deserves a treat that is optional. Obviously it is your business, but I highly suggest leading with that, you end up only giving out a gift card if somebody walks into your building. If they walk into the building, it's highly, highly likely that they are going to close. So what we do is we hit them with three messages right up front, boom, boom, boom.
It's a new strategy that was tested against a bunch and it's worked pretty well. We follow up with an email, then we follow up with another text and email on day two. And then day three we clean up with a couple of texts and you'll see those in the snapshot, in the text video, in the tech trainings. So it is a new style drip campaign, right? It does go out like this. So you get these three texts first. Alright? These are versions of the initial text, right? Hey Lulu, it's Coach Lindsay from Grit Life Fitness. Wanted to send this to you. Let me know if you're interested. It's this week only kind of thing if you have a fitness and weight loss goal that goes out. And then immediately after that, here comes the big offer, text boom, and then finally a third one goes out right after that. It says, sorry for the long text, I wanted to fit everything in LLL. Let me know and I'll set a pass and a gift card aside for you. So that's what hits them. It's three texts back to back, boom, boom, boom. So it's a little aggressive, but again, it was split test against a bunch of things. So then what you'll see is you'll see people
Reply, some people will reply negatively, but then boom, the email goes out. An hour later you'll see some people reply to that, and of course you can see we're bringing dead leads back to life. These dead leads are coming back to life by just reaching out with this offer. So you can see this person says, Hey, and yes, thanks. No problem. I am interested. And then you can get into the conversation and start setting them. Alright? So again, it is a drip campaign. You don't send that out to a thousand people at once. That would be no good. That is a bad idea. You would get marked as spam. Also, it would be there'd be a lot of loss with poor nurture. If all of these responses started coming in, you'd really lose out. So there is a better way all we're going to drip to only a hundred people per day.
It allows you to play within the rules, not get flagged. Also gives you the ability to have maximum attention on your lead nurture, which is the most important piece for best ROI. Okay, so I want to walk through specifically about how a drip campaign works. Now imagine each one of these lines is a contact on your list. So the way this works is imagine you had an assistant named Julie. Julie texted only the first 10 people on your list on Monday with an offer. Okay, so just these 10. Then on Tuesday, Julie texted the next group of 10 people an offer while also still following up with anyone that didn't respond on Monday, just checking in and creating some scarcity. Then on Wednesday, Julie reached out to the next 10 people with the offer, while still following up with everyone from Monday and also from Tuesday.
By now, Julie's gotten a few replies, which you would take over and nurture and set to an appointment. Okay? That's exactly how this campaign works. Once the tech is set up, the campaign will work through your list day by day, moving through at whatever pace you tell it to. We recommend a hundred a day, alright? This means the campaign will last one week for every 500 contacts on your list, Monday through Friday, five days, 100 each. If you have a smaller list you can do 50 per day to maximize the attention you give to nurturing each lead. So just for example, a gym with 1000 contacts could run this and it would last two weeks. It works through 100 a day, 500 per week. Monday through Friday. A gym with 13,000 contacts could literally run this and it would last 26 weeks, six months. We actually still have a gym running from the beta that has this many contacts.
Pretty awesome. Cool. Alright, let's dive into the diamond sale. You've heard a lot about it. It's not really complicated, it's just a small adjustment to how we're going to go ahead and sell. The diamond sale is made up of three packages, also known as a menu close. First, you present an extremely high price program, also known as a decoy price. This is your price anchor. We should create the gasp effect when we say this. So the price anchor is meant to be so high that somebody literally their jaw hits the floor, okay? They spit out their coffee and they can't believe what's happening in front of 'em. Remain calm when this happens. This is how you shatter the ceiling on what they thought they were coming in to talk about. Taking them from thinking, maybe I'll try something for like 150 bucks. They're walking into the gym.
Ah, $99, 150 to pitching, say a $5,000, six month transformation package. Next, what you do is you slide that price anchor off the table and present two much more reasonable starting points. So you don't actually wait for them to make a decision on the $5,000 price anchor. You just let them know that is an option. But let's actually look at two more options that are a bit more reasonable and more popular starting points. Now, when they come back down to earth from that price anchor, these prices in front of them look much more affordable. They look more affordable, even though they're still five to 10 times what maybe they were originally thinking, right? If they were coming in thinking, I'll spend a hundred, 150 bucks, check out what this gym has to offer, we do a price anchor for 5,000, but then what happens is we come back down and only present things that are a thousand or 1500, $1,500.
This is how we sell higher ticket to cold leads. Let's get into it. So I called the diamond sale because I first developed this at actually my own gym and we developed it because the team was struggling to close and I said, Hey, what if we put a price anchor to make everything look more affordable? And it absolutely worked, and in my head, this is how this worked. This is how I saw it in my head. First you present the premium package price anchor. Next you slide that off the table and you present two one more of a mid-tier package and a short range package, meaning one would be maybe eight weeks and the other would be like 12 or 16 weeks. And then there's a hidden step down offer as the final one if you need to pull that out. Okay? So that's how I see a diamond in my head.
That's why it just was dubbed the diamond sale, right? So remember this is really important. We want to avoid paralysis by analysis. We do not want to present all four things at once. This is a lot to look at. The client never sees four options at once ever. What we do is we present one high ticket package, like a $5,000 six month VIP. Then we'll slide that off the table and present an AB option with the lowest option being a 9 99. The AB option will see much more affordable. Now after seeing the price anchor of 5,000, you're going to stay here for the remainder of the sale. This is where you're going to make more, most of your sales. So it looks like this six month VIP lifestyle. This is an example I highly suggest you stick with this what was proven in the beta and has worked over and over for many gyms.
Then you slide that off the table or using the slide deck we provide you just go to the next slide and then you present an AB option with these two prices. Alright? So these are two examples. The prices are more important than the actual terms. So what you're going to do is in this video, you're actually going to pause and you're going to build your own package. We'll do that in a minute, but what you'll have is an option, a full body transformation for about 1499 or an option B jumpstart challenge for 9 99. It's important to make these at least 9 99. So your smallest package should be 9 99, and then the other option should be between 14 point 99 and 25, 2500. Okay? Now, if you're losing the sale, you should have an earn it free kickstart, which is kind of the classic example of a challenge.
So this is where you'll close most people, right? Be sure to connect the people that you're sitting in front of, okay? To the testimonials on the slide deck that we provide, if you use the slide deck in the script that we provide, it will literally walk you through this word for word and you'll be closing deals. Okay? So we give you a slide deck and you can actually tie back these packages to a person's transformation. So it looks like they're buying the outcome, alright? And they're not just staring at the price. Very important. I would highly suggest you sliding in your before and afters of your people. That's always the best bet. Please don't just use people from other gyms. Okay, cool. So it's time to plan in your package. Pause it. I hit as every green arrow appears here, and think about what is each package.
So you're ready to rock. Don't overcomplicate it. So the major price anchor. Now obviously semi-private and privates should absolutely be priced differently. You know your margins, you know your pricing. You don't have to go with a six month VIP. I will say that we did prove a $5,000 six month VIP option with a group kickboxing studio that offered just customized nutrition accountability, and they threw in a free pack of supplements with it, okay? So you can get creative with this. Cool. Just to break some beliefs, this is the actual proof that this fitness kickboxing gym that historically sold memberships for $160 broke through and absolutely shattered what they believe was possible closing $5,000 packages with this new sale. Okay? Hey, heads up guys. I'm adding a $5,000 sale to our recordings, right? Here's another one. Just sold another six month package. Shout out to Maria, selling a six month today. So these are the $5,000. Hey. Hey Mike, I know you're probably busy with your brother. I'm sending you prayers today for him. I was going through some stuff. I wanted to bring a smile to your face. I sold a 5,000 package today. So just to break your beliefs, all right? If you put together a great offer and a great program, someone will buy it. You just have to ask, cool, pause it, write down what's involved.
Alright, move on to the next one. Your option A, what's it going to be? Alright, is it going to be a 12 week, a 16 week full body transformation? What are you going to include in there? And what timeframe does it need to be for? Alright, and then option B, what is your lowest amount? The eight week 9 99 is what moved. I absolutely would suggest this. And again, that's pricing for group fitness with nutrition and accountability included. If you're semi or privates, you certainly need to stick to the pricing model that your coach has given to you and certainly at least double these prices. Okay? And then of course a hidden dropdown. If you want to do a earn it back challenge, earn it free challenge, you would put down a deposit and then they can then credit that towards one of these bigger packages on the backside if they stay cool.
Again, if you need to pause, plan this out. Piece of paper, we're going to move on. Alright, so in this module you'll see that you have a presale application, which I'll walk you through on how to use when somebody comes in from this reactivation campaign, you should be using this. You should be using that in every sale actually. It's certainly extremely helpful to kind of pre-frame them for what's next. Then we've got the sales script and framework itself. I'll walk you through that. And then the deck that accompanies this, if you want to go ahead and use that, it's proven as well to close deals. Nice and simple. Alright, so next steps, review the following trainings, the diamond sales, sales training, the script itself and the deck. The lead follow up lesson just to make sure we're setting appointments. And then you're going to jump in and tackle tech and launch. Remember with tech should be only about four to five videos scheduled to start. And we've always seen responses in sales within 48 hours. All right, go crush it. Go.
Text and Email Walkthrough
All right guys, let's dive into the actual reactivation campaign itself. So in this video, I'm going to cover the text and email campaign, mostly going over the initial offer, offer number one, and then the cleanup offer. Okay? So you can certainly read through this document yourself, and editing the campaign would happen directly and go high level by following the tech videos. So I won't read this whole thing to you, you can read it yourself, but a couple things. I want to make this really clear. The approach here is to send three texts immediately back to back. So we tested a bunch of different opening hooks, offers and approaches and cadences to texting and emailing. And this one proved to get the highest positive response rate. So it is a little aggressive, but then we back off and we actually kind of cool down. So, alright, so we're going to open up, right?
Hey Susie, it's Mike from 1 2 3 Fitness. Wanted to send this to you. Let me know if you're interested. It's this week only kind of thing if you have a fitness weight loss goal and we leave 'em hanging for a second. It's like a little cryptic, and then a minute later we hit 'em with this, right? Which is, okay. So to celebrate one of our newest members losing 30 pounds in eight weeks on one of our three new programs, we're giving it away. 10 free transformation passes. So notice most people run a six week offer. And so now we're already talking about, it's a new program and there's several new programs, and this was eight weeks, so it already kind of feels different than what most people are accustomed to. Then we go into what a transformation pass is. It includes a free body fat muscle mass scan, a free one-on-one with yours truly to talk body goals, plus a quick walkthrough of our new jumpstart programs.
Everyone loves something new. Also a little $10 Starbucks gift card because hey, everyone deserves a treat. So I do suggest doing this, it just kind of mixes it up and a lot of people that are on the line are like, yeah, why wouldn't I just stop by just to get a gift card? Anyway, so what we found is as we were testing this, basically the people that do walk in the door from this close at extremely high percentage. So don't be afraid to offer a $10 Starbucks gift card to it. Get people's attention. Or if there's a local coffee shop that everyone knows, just because it does help, start the conversation, get the shows. So if you've got a fitness weight loss goal and you want one of these passes, please reply why There's the call to action, I promise I'll take care of you.
It's pretty busy with the special, but I will get back to you. Okay, hope. Well, let's crush these next 60 days or 90 days. So what we're going to do is we're then going to realize, whoa, that was a long text. I can't believe how long that was. And then you're going to apologize, sorry for the long text, wanted to fit everything in. Let me know, and I'll set a pass and gift card aside for you. Cool. So that kind of makes it almost feel real. And then we wait. So that's the opening one. And then we move to an email. Email goes out an hour and a half later
That basically reiterates the same thing a little differently. We talk a little bit about the different programs. So for instance, in the sales training, we go over, the standard was like an eight week program for a thousand or maybe a 15 or 16 week total body transformation for 1500. So you can go ahead and edit these in the campaign itself just to kind of match what your a and b packages are. Okay? So again, always go into high level and edit these. Alright? Now, day two. So we texted them here, boom, boom, boom. And then we left them alone. Now, day two, we let 'em know, Hey Susie, we had a lot of responses for our free transformation pass and we're still scheduling everyone today. And then we just go ahead and ask them what would be a dream come true fitness goal if we could help you make that happen.
And then, hey, typical results are seeing this. Cool. Then we move to an email on day two, and then we go into closing the doors. So it's like a cart closing kind of thing. We're running out of time. And then on day three, here's a text. Just want to let you know we're full, our new transformation consults filled up, but then we go to the cleanup offer here, since I'm still getting responses, I decided to let 20 people come in for a free X. So you could say free fitness session, free personal training session, whatever you want to offer. But what's going to happen is you initially get people responding to this. And then for those of the people that didn't really want a consultation, they weren't down for that, this will get the attention of other people in the group. And then boom, last one. Whoa, we just booked 14 people for the free X, right? The session, the whatever. I've got six spots left. Want to give you a last chance snag one of these. Let me know what day's best. Okay, and that's it. That's the whole campaign. All right, so make sure you dive into the sales section and make sure you're nurturing your leads to get the best ROI and go crush it.