CoachBot Video Transcripts- 29
Diamond Sale Script & Deck Training
All right guys. Welcome to the Diamond Sales training. I am going to try and make this as simple as possible, but no simpler. All right. If you have watched the other videos, you know that the diamond sale is basically a menu close where we start with a price anchor of some sort, and then from there we move to an AB sale immediately. We don't try and close that price anchor, we just present it, slide it off the table, and then show them the two more reasonable prices. What's great about the price anchor is it makes the AB look more affordable, even though the lowest price is going to be 9.99. Alright, so if we're losing the sale, only once in a while will we pull out a hidden step down and earn it free kickstart. Okay? So just a quick thing, the terms and the price points are proven over and over again, so I would highly suggest to stick with as close to this as possible.
This is for group, okay? This is for group fitness. If you're running semis or privates, obviously adjust accordingly to three xds prices. You're familiar with the ratios in terms of semi to group or one-on-one to group, so you can kind of work with that. Now it's it's key to remember that this is where you're going to stay and this is where most of your money is going to be made on the earn it free kickstart. You can sell whatever you want as a step down. You could do a membership, you can do whatever. I like to earn it free kickstart because 5 49 is still a nice chunk of change. And then what you can say is you can do the risk reversal of like, Hey, if we can get you, let's say X result in about 30 days, would you be up to consider coming on for the full program?
Most people, when you say it that way, they would say yes. You say, cool, why don't we get you ready for the earn it free kickstart, or why don't we get you in on the earn it free kickstart 28 days, 5 49, and then we can roll that towards one of the larger packages so you don't lose out on that. It's basically just credits towards one of the other ones, so that way you're still getting a decent amount down and you're pre-framing them for the longer program already. Cool. Alright, so I want to go into the three different documents, the deliverables that you have available to you to make the sales system even smoother. So we are including the presale application. If you use this already, you're super familiar with it, great. If you've never used a presale application, what this is is when somebody first comes in for their appointment, and you can use this, I highly recommend using this not just for everyone in the reactivation, but certainly all future appointments from here forward.
When they first walk in the gym, before the sales consultation, you should have them sit and just fill this out because everyone's busy day to day, their mind is really not where you want it to be, and this forces them to think about their struggles, their goals, how serious they are, and you really get them in the frame of mind and primed to be sold. Alright? Now this bottom area here is for you. So as they step on scale, you can put their weight and their body fat percentage. What's really, really great is, I would highly suggest is what we did in the beta, it worked really well for a lot of gyms, is you want to actually ask them two different goals. Definitely solidify what their long-term goal is. Genie, fitness Genie, and a lamp comes out. If you could snap your fingers and just reach any weight body fat percentage, what is that?
Write that here. Okay? That's a long-term goal. And then once we choose a program, depending on the length of time and what program we're on, we then set a goal for that program specifically. So maybe somebody wants to lose 70 pounds, but they start an eight week program and we set a goal of 20 pounds here. This is great because first off manages expectations accordingly, but also when it's time to renew them at the end of the eight week program, then we can go back to the 70 and be like, Hey, this was your long-term goal. Clearly, let's say you're down 22 pounds, so you have 48 left. Why don't we look at a program to knock that whole thing out? So it just brings them back to what they told you in the beginning. Cool. Alright, so that's the presale application. So let's go over the reactivation diamond close sales framework.
If you have a sale system script that you love and you don't want to disrupt and don't want to change, by all means don't change anything. Just present the three new packages. But if you don't have a lot of structure around the way you're selling and maybe different team members are selling differently or you just know that you haven't leaned into really creating a solid framework for your sale, then here it is for you. Okay, so I'm not going to go through line by line on this. I'm just going to pull out a couple things. So what this is is this is a simple framework for you to go from them walking the building, Hey, the purpose of today is X, Y, z to moving through the different pieces of the sale. If you're familiar with the closer framework, we pull that in here in the beginning, clarify why they came in, label them with a problem, overview their past failed attempts, make sure that they feel heard, and then what we do is we move into explaining the three pillars of success. This is the aha moment where they realize, Hey, I've never had fitness, nutrition and accountability in one place. Yes, it does make sense why I'd get better results with you than at the Planet Fitness down the street or the online program or the whatever.
We've inserted a couple things here to always remind them that we have three different programs that we're going to talk about here after we explain the three different pillars. We talk about the timeframe and that we can basically decide today what kind of timeframe they're going to choose. And so we're really making sure that the text that went out talking about the three programs, the sale that they're hearing, and then of course the way that we present the programs, there's some continuity in the messaging there. So if you notice here, it'll say slide one, slide two, slide three, slide four. It'll move through. So what we've done is we've included a slide deck, and what's interesting about the slide deck is there was a team selling with the slide deck. They made this and walk through the sale with the prospect. This was on a laptop facing them, and they followed this exact framework and then they would move through this deck.
What was crazy is when I first saw this after they closed a bunch of high ticket deals, I was surprised. It's just kind of ugly, right? It's hard to read. It's really the design is pretty subpar, but their closing rates were incredibly high, and I would say it's not so much the design, it's just that there is structure to the sale and it kept both the client engaged and focused and also the salesperson moving through. If you're going to copy this and use this, I would suggest, yeah, certainly brand it, make it your own, but don't change the framework of it, right? Number one, the first part of it is purpose of today. Then it's talk to me, right? The client will be able to open up and go through these different things. Then you move into the three pillars of success. Now, notice inside of the actual framework in the script here, when we get to show slide four, when we get to fitness, and we're talking about the three pillars of success.
When we talk about sustainable fitness, we use that as a time to get them to commit and say, yes, I can make a few of those a week. The reason we want to tackle that right there is we don't want a smokescreen. We don't want an objection down the road when you start talking price and packages and then they backpedal and say, oh, well, when are your classes? So just certainly read through this. You'll probably pick up at least a couple nuggets to improve your sale. So again, the slide deck starts with purpose of today. Talk to me. We go into the three pillars of success, get the commitment that they can make the sessions, and then extremely important, extremely important. Four case studies of clients that went through these programs or are currently in these programs, all different types of people at different ages and different goals.
This is absolutely critical to close these higher ticket packages because what they do is these images help people really see that they're buying a result rather than buying fitness, right? They're not looking at the price they're choosing and buying the result. It makes it way easier. So after that, you're going to move into what's included in these new programs. Then the price anchor itself, you sit there, wait for the gasp effect, let their jaw hit the floor, and then don't try and sell it. Just say, yep, and there's that. But what I'd like to do is show you the other two starter programs. Now, I will say many gyms have done this on the high ticket, include a giveaway, like a protein or something like that. What's really crazy is how excited people get when they get to pick the cookies and cream protein on a $5,000 package.
When you're able to just slide that across and be like, this is also included free, what flavor would you like? So if you can have something on hand like that, it makes the sale a lot more fun. You'd be amazed at how something little like that helps close bigger deals. Cool. So you'll slide that across and then you'll move to the smaller, but still solid ticket packages. All right, so the eight week and the 16 week where the proven one's over and over again at 9 99, the 16, you could go certainly 14.9 to 2,500, whatever it is. Again, these are all group rates and just make sure the relation to each other makes sense. You don't want the 16 week to be 2,500 when the eight week is 9 99. You would want to up both of them, right? Again, your business, just make sure what's included, and then you have a step down that is only pulled out when needed and you're going to lose the sale.
Really, really important on the step down, make sure it's a kickstart program. These other ones are not. Earn it back, earn it freeze. If you can tie in a service guarantee, I think that would be great on these, if you guarantee in the eight week that they'll lose 15 pounds or 20 pounds or you'll coach 'em for free or the 16, this is your business, you can always sweeten the deal and make it fit the results that you know can get your clients alright, but on the kickstart program, I highly suggest making this a earn it free by at the end of it, if they want to stay on you, roll that towards any of the larger packages. Cool. So on a reactivation campaign, you're not going to get a massive influx of appointments. So it's very, very, very important that you stick to higher ticket packages so you can get that ROI.
Okay? So go ahead and use these three documents, the application, the sales framework, and the sales deck itself. Now, one thing I do want to cover on this is this process. If you're not doing this, start doing it. This might be the basics to you, but it's a good reminder. So when somebody comes in for an appointment, okay, when somebody comes in for an appointment, I just messed that up. First thing you want to do is preframe them. Hey, Susie here for your transformation appointment. Great. Alright. So the purpose of today is when you tell 'em that, then have them sign in, have them sign in on a clipboard with a
Sheet of paper that should say name and phone number. Every single time somebody comes into your gym, you should be doing this, and then never throw those papers away. Have them stack and stack and stack and stack. So people are like, I can't believe the number of people that come through this place looks busy. This is the place to be cool. After that, you're going to hand them the pre-sale application, which is this document here, and also hand them a social proof book of before and afters and positive reviews on social, Google, whatever. So that after they're done the application, you give them a minute or two to really take in the type of results and the social proof that you have. It's really going to reinforce their decision on why they actually should start this program. Alright? After you've given 'em a couple minutes to look through that, move them over to the body fat scan, get their weight body fat percentage, start to talk to 'em about goals, then you move into the sales area.
That's the process and it should happen every single sale. Cool. Alright, so last piece of this. We're just go through the major points on the sections here and then you guys can get rocking again if you have a solid sale, absolutely do not fix what's not broken. I'm just trying to provide you guys arm you with all of the tools so you can succeed. Okay? Alright. So then you sit down in the sales area, you've got the slide deck open, boom. Alright, and then we just break into it. So Susie, the purpose of today is to talk about your goals, go over the details of our three new programs, and of course match you up with the best choice to help you crush it. Cool, great. Then you move into clarifying why they came in, right? So great to see you again after all this time.
I know you shared already, but what brought you in today, right? Get 'em talking. So how can we help? What are you looking to accomplish? Let 'em share and then ask why right now versus last week or last year, 'em talk. You're like, cool, so you're currently 200 pounds and you want to get to 150, so a goal of 50 pounds. Get 'em to obviously say that. Then ask him why it's so important and when was the last time you were at that goal? Wait, it's usually a very long time now you want to label them here, so then you're going to absolutely say it out loud and get them to say, yes, absolutely. That's it. Then you can say, love it. I know one of these three new programs is going to be perfect for you. I've already got the one in mind, and they're like, oh, cool.
Now you getting 'em a little excited to find out what's ahead. Now we want to dig a little deeper. We're not really in pain yet. So here we're going to overview their pass fail attempts. So catch me up. What have you tried in the past and obviously that I'm sure. Then you move into why do you think that failed or didn't work for you? Usually they don't really say everything, so you may have to ask, what do you think has been missing? Is it the fitness part? Is it the nutrition, the accountability motivation? Tell me more about that. Then once you feed this to them, boom, light bulb moment, they'll realize, wow, you're right. I didn't have the right accountability or the fitness wasn't fun, or whatever. Right? Cool. So now we're going to ask 'em how serious they are on a scale of one to 10, and of course most people are going to say 8, 9, 10.
Awesome. So then you say, well, the reason I ask is we do guarantee results, but only if you guarantee you try your best. Can you do that? Now you're starting to get commitments from them. Cool, great. Then you're going to crush this. I'm excited for you. Start complimenting them. They've already started the program, right? We're getting momentum and traction here. Now again, things like this, the fact that you guarantee results only say this if that's true, we can't write a script for every single gym, but we can give you frameworks and things that absolutely do work to increase sales and help you close. Cool. Now what we want to do is now that we're deep into pain and they've realized the thing that's been missing for them, now we're going to go into the three pillars of success and we're going to draw the contrast.
We're going to basically create that gap between what they tried before and what exists here in your gym. This is where they're going to have that aha moment of like, wow, I've never had fitness, nutrition and accountability all work together, all in one place. This is it. I finally found my solution. That's what you've got to create here. Okay, so you are going to read through this here. Just really, really important. You want to have kind of your go-to stories or lines on how you simply and easily explain your approach to fitness, your approach to accountability, your approach to nutrition. It is so important not to get into the science, not to get into the details. So super, super, super key. Just make sure that you talk about fitness in a way that sounds exciting for them. Just obviously it's like just Netflix. You wouldn't sit and watch Netflix if it was not enjoyable.
Fitness has got to be enjoyable. So we're going to try and make it Netflix something that you look forward to doing. Now, this is the place when you're talking about sustainable fitness, that you would show slide number four and get them to agree on the minimum attendance. This is where you would actually have your schedule of whatever it is, and you would get them and be like, yeah, totally. I can absolutely make that happen. That way it's not a smoke screen later on down the road. Cool. Let me explain pillar number two, accountability. You may already have a great way of explaining this, but I always like the GPSA lot of people for all of us. If we're going somewhere we've never been before, what do we do? We immediately reach for our phone. We pull out our GPS. Yet a lot of people are trying to go somewhere within their health, fitness, their weight that they've never been before.
Imagine you had a GPS for your health, for your body, and that's what the coach is, right? We're going to keep you on track, we're going to guide you, and we're going to show you your shortest and easiest route to get there, and people are like, oh, that makes sense. And move to the personalized, convenient nutrition. People don't want to hear that. They're going to be restricted. If you can make it simple, customizable, and also know that they can have their chocolate and wine along the way, you still got to live. That right there makes people feel good. Again, don't say anything that's not true within your specific program, but these are just little tips for these parts of the sale. Alright? Another piece on this, especially for this reactivation campaign, is that you're going to talk about the timeframe. Okay? There's three pillars and then there's one specific thing that makes this different is that we need to decide if this is going to be a lifestyle you're after, a jumpstart or somewhere in between.
So because we're going to now look at the programs and we're going to decide what one's best for them. Cool. Now from here, you're just going to kind of move into the other slides. Look at the actual clients that have gone through the program. You're going to tie those stories back to the different programs, share quick stories and say a few things about them. Make sure they relate to the person in front of you. So if somebody wants to lose 25 pounds, 30 pounds, what you want to do is go through the stories quickly and then stop on the person that is closest to them. So it's like, Shannon did the 12 week program or the 16 week program. I'm just going to make this match the deck there with the option, and all of a sudden it's like, wow, I want to do what Shannon did.
I want to look the way, Shannon, I want to have the transformation Shannon had. So boom, that's going to be an easy close when we move to talk about the 16 week program. This is what Shannon did, right? Cool. All right, so you can read through the details here, copy, edit it to your liking. Again, never ever use, never blow up a sale. That works. So if you have a sale that you really like, definitely don't mess with it, right? Cool. So the biggest thing is when you're transitioning into the different packages, all you're going to do is say, cool. So now what I'm going to do is I'm going to show you exactly what's included. I'm going to show you all three packages, and then you can decide what one's best for you. Cool, cool. Go into your stack of what's included and then look them right in the eye and explain your highest tier program.
So for the purpose of this show, this slideshow, it's a six month VIP ultimate transformation program. It is $4,999. It is a $5,000 investment. No further. It includes X, Y, Z, 1 23. Cool. Now, really important, definitely include some bonuses that they can get excited about and take home that day. Right now, when you're on, this is the most important thing about a diamond sale. When you're on this price anchor, let them sit with that and do not just swipe it off too fast, just let them sit and then say, alright, so there's that. What I also want to do is show you the two other starter programs. We can pick what's best for you. Cool, cool. Then sit here for the remainder of the sale. Cool. That's it. Always bring in their goal, their long-term, their short term, and then sell 'em into it. Do not make this lower than 9 99. We've proven with the price anchor and then making sure that the abs are 9 99 or higher, the average ticket is going to be a thousand or more, and it's a proven sale, so don't mess with it. Alright guys, go crush it.
How to Work Leads
All right guys, let's go into the reactivation follow-up workflow. Now, you're already probably pretty good at nurturing your leads, so this is really just a reminder of some of the basics. One of the biggest mistakes we saw in running this reactivation in dozens and dozens of gyms in all different markets is that not every team nurtured their leads the same way. And the number one determining factor of success in terms of cash down and ROI was whether the team worked their leads or not. That was it. We've gotten response rates across the board that were pretty solid. The list health varied all over the place. We had people with cold lists make a ton of money. People with cold lists make no money, hot lists, warm lists that were nurtured all the time with emails and reach outs. And you would be surprised that even those lists, there were gyms that made no money because they did not follow up with their leads when somebody replied to this campaign.
So I'm going to go through this, and again, I would say this, if you have a system in place that works really well, do not blow it up. Don't fix what's not broken. But if you can grab a nugget or two here, then that's always good. Cool. So when you deploy your campaign, what you want to do is when somebody replies, I would suggest doing a video immediately. Now, this is a lot of work. There's no doubt about it to actually do a video to every single person, but imagine the impact. Somebody reaches out at a gym, eight, nine months, you haven't talked to them, you haven't been there, and they send an offer out, and all you do is say, Hey, you know what? I'm interested. Tell me more about this. And the owner or a trainer literally sends a video to you and says, Hey, what's up Julie?
So awesome to hear from you. It's been what, a year now? Yeah, really excited to get you in. I can get you in tonight or tomorrow morning for an appointment. I'll carve out some time. I'm going to call you in just a second. Cool. Send that video, right? Imagine you got that. It really increases the pickup rate if a video comes first. So go ahead and do that, and then hit 'em with a text, calling you in a few, and then call 'em. Obviously you want to open up, ask 'em how they've been. This is not somebody that just opted into an ad. So it's somebody that's been on your list for a while, so hopefully you can kind of just maybe remember them. If you don't remember them, that's totally cool. Okay, show interest in them since it's been a minute. Work to book them same day or next day. This is very important. Same day or next day. Don't set 'em for next week. It's got to be within 24 hours, maybe 48, and that's it. Now, when you call them, if they replied to you and then they don't answer, right? They're like, Hey, I'm interested. And you're like, boom, you call 'em, don't leave a voicemail, just text. So you just hang up. Hey, while my phone's blowing up with
The promo, okay, you're probably busy right now, but text is easy too. I have this time tonight and also this time tomorrow for you to swing in. What's better for you? And then try and get that conversation moving. Now, if they did respond and they just go cold, they continue to ghost you call 'em, leave a voicemail and say, Hey, it's Coach Mike from 1 2 3 Fitness. Looked like you were interested in one of the spots for our new transformation programs. I'm just going to fix that here. Text me back if you're serious about some goals, and we'll get you in here. Cool. So just on the voicemail, you would prompt them to text back. Okay? And of course, you can always follow up with another text as well, right? So one more thing. I assume you're always confirming your appointments, but if you're not, absolutely 100% you want to text, you want to call them, okay? Some people just let the system do its reminders. It's not enough. So lean into that at least, at the very least, text and call them. If you can do a video message, it's even better. And that should do it guys.
Tech Overview
All right guys, welcome to the tech overview section of the reactivation play. Let's dive in. So what lies ahead are just a handful of videos where you can learn exactly how to set up the campaign and go high level and get deployed. So a few things. You'll learn how to edit the reactivation campaign itself, okay? So going in and changing the wording if you need to, and just kind of making it on brandand for your gym. Now, I would really recommend not changing the offer, not really editing the cadence or how many messages go out too much because we do load in what's been tested numerous times and give you the winning formula, okay? You'll learn how to create format, upload your list, how to launch your campaign, and finally, maintenance and updating your pipeline. Super important you do update your pipeline. Make sure you drag to sold column and edit how much this person paid you.
So that way at the end of every week and at the end of every play, you can compare the ROI. Most people got an eight to between eight to one and 10 to one return on this play. Alright? Meaning the Twilio costs the SMS fees compared to how much cash down a couple other resources, how to download the list from most popular CRMs. So if you're not sure how to extract all those contacts, your former members and all your leads, then hopefully this short training will help you. How to monitor the Twilio costs, which we gone over in the earlier videos, and how to know when your campaign is complete. Meaning if you had, let's say, 5,000 people on your list and you're a few weeks in and you're wondering, Hey, how many people are left right? Who got hit and who did not get hit?
You'll be able to check that any given day. Alright? A couple things when it comes to troubleshooting, many texts fail when we're doing reach outs and reactivations like this. Part of it is the volume at which you're reaching out, right? Sometimes the networks may flag you or throttle you. We have set it up with the automations in a way that is compliant and you should be good. But if a few fail here and there, just don't worry about that. It's part of the game. Focus on the ones that do reply. Now, if you do see that all of your texts are failing across all of your contacts and there are zero replies coming in, yes, that's a red flag. Certainly message support so we can go in audit and see if it was set up correctly. Alright? Now remember, the default setting is that we recommend hitting a hundred per day.
No more than that means this means that if you're following the game plan, you would have the rule set up. So it hits a hundred day Monday through Friday, 500 contacts per week. So if you have a smaller list, it's going to burn through that pretty quick, right? If you have 200, 300 people on your list, that's only three days. So in that case, you could decide, do I want to hit 50 people per day and make it last longer? Do I want to wait until I've way more contacts in my database? That's up to you. Okay? Again, remember, there's far more techs coming in and out of your system, so just monitor the cost with the Twilio training, and that's it. So next up, just finish the tech setup and get rocking for Monday. Go crush it.
Edit Campaign
All right, Jim Lords quick video here on the reactivation campaign. Alright, so not a lot needs to be done, but what does need to be done? Very important. So first things first, we're going to jump down into our settings and then into our custom values. So there are a few new custom values that are just specific for this campaign. So please make sure we jump in here, click on that edit pencil, fill in the information that's needed for each one of these custom values, and we're good to go. So before we navigate away from this page, just make sure that these are not empty anymore. From there, we can go ahead and go back. We'll go into our automation and then campaigns, and we're going to find the new reactivation campaign. In this folder, it's going to be GL reactivation. Alright, so in here, the most important part, review everything that's going to be going out, okay?
Making sure that you know what's going to be communicated to these individuals allows you to have a better communication or a conversation when they do reply. Alright, so please review each and every one of these. For the email. You'll have to click into edit to be able to read it. Quick little tip here. If you want to see what it looks like when it does come through the email, type in your email here. Hit send. It'll send you a little preview. Alright? You can do the same exact thing for the text as well. You just edit. Make any change that needs to happen. Throw in your phone number here, send a test, and you're good to go. Alright, so long as it all falls in line, then you can go ahead and move on to the next steps as far as getting the reactivation campaign ready. That's really it. Editing those custom values, reviewing the content and the communication that's going to be going out and you guys are all set. I.
How to Create and Format Your List
All right, so in this video we're going to go over what to do once you have your contact list exported from your current system. Okay? So just below this video we're going to have a couple of guides, a couple of docs that are going to help you navigate your particular system and how to export that list. Okay? Right here what we have is what are we going to do once we've exported that list? Alright, so for go high level and running this reactivation, all we really need, the only information that is going to be essential to get into this system is going to be the first name, last name, and email, and then a phone number. Everything else is not necessary for any of this to work. So here we see our phone numbers are a little out of whack to just make it clean. We're going to go ahead and make sure that those are all lined up appropriately. So all we got to do is select the top section here for the column and then we can go ahead and just format it properly there.
We're also going to go ahead and make sure that the first and last name are in the correct order if they're not in the correct order, and you have last names where the first name normally goes or vice versa, right? There's some kind of discrepancy there. What Koha level is going to do is it's going to read that first name or that last name correction as a first name. Alright? So if you are in a situation where your contact list exported with last name first and then first name, we're going to go ahead and change that. Alright? Small caveat to this, if it's exported where you have last name in one column and then first name in another column, go high level can differentiate that, okay? It only becomes a real issue when they are in one column and it's last name, first name order. Alright? So really easy fix for that. If you are in that situation, we'll use this as an example. Imagine that it's last names that are first name here.
All we're going to do is just move these columns over how far spread out the columns are, doesn't make an impact at all. That's totally fine. We could put the client email or client phone number in column H and I and it would make no difference to go high level. It's just going to show a couple of empty fields, but it will find this information. No problem. Alright, so what we're going to do here is we're going to select this particular column, alright? We're going to name this first and then we're going to name this last, okay? Then what we're going to do is we're going to select the column and then we're going to go to data. And then from there we're going to go ahead and go into text to columns. Over here we'll select delimited, we'll select next. And then instead of tab, we're going to go ahead and choose space and we can see the example here. We can go ahead and say Finish.
Alright, it looks like it erased our last. We can just go ahead and put that back in. But that's how easy it's, alright, so really straightforward, super simple. And this also helps formatting, this list gives you an idea of how many contacts are missing information. So if there's no phone number here, this information may not go into go high level accurately. Typically it's looking for emails. That's how it differentiates, okay? So if you have an email but not a phone number, quick fix if you can find that contact information. If not, expect that they're only going to get emails. And vice versa, if they only have phone numbers, expect that they're only going to get text messages and not emails. Alright? Now another common occurrence is what happens if the information exports a little differently? It's not formatted properly. Most commonly that's going to be the phone number. So we can go ahead and show a quick example of that. Really, really easy here. All we got to do, select this section here. We want to select all of the phone numbers. Alright, right click it. We're going to go ahead and go into format cells and then custom. Now if you go into special and then you choose phone, you choose location, right? So let's find
English United States. We'll see a phone number option here. Okay? Now that's not always the case. So you may find your country here, but you may not see a phone number option. What you'll want to do is just go to custom select general and then replace the general text there with how you want this number formatted above that, where it says sample, it'll show you an example. Here we know that the country code is going to be plus four four, and then here you would just do either space or hyphen, depending on it's country specific. And then we would say, okay, alright, so all that really matters there is for the custom format, you just need to pull up an example of what your phone number looks like. Make sure you have the country code in there, especially if it's going to be a contact that is not in your region. Really hyper important there. Outside of that. Guys, go ahead, knock this out, start loading up that contact list and to go high level, we'll see you on the other side.
Uploading Your List & Launching Campaign
Alright, so now that we've formatted our list, the next step is going to be saving it, making sure that it gets saved as a CSV file and then go ahead and upload our contact list and begin our bulk action for this campaign. Okay, so let's go ahead and jump into getting this file saved. Alright, so if it isn't already, then we're going to go ahead and make sure that when we hit save as we select this CS v asterisk, CSV and then name this exactly what we need it to be. So this is just more for your own keeping track of purposes. It doesn't have to be a specific name. You could type 1, 2, 3 A, B, C, and that's totally fine too.
Alright, so now that we have that saved, we can go into our go high level and once we're in our account, we can go into the contact section and you may have a group of a large list of contacts in here already. That's okay. We're not going to get these mixed up. We're going to go ahead and apply a very specific tag to kind of keep this new import list separated. So we're going to click on the far right arrow pointing upwards just next to this gray out box here. We're going to select upload a file, and then we can choose our new file that we just saved. We're going to hit open, hit next. We're going to make sure that we have a first name and it's mapped to these very specific contact fields here. So we have first name, we have the last name, it matches up the last name. We can see here that client email didn't get mapped and neither did the phone number. That's all right. We can click in here and then we can go through a little search bar for the email and then we can do the same exact thing for the phone.
Alright, once we have that, all good to go. This is really, these are the only fields that need to have this green check mark with a circle around them. If you see others that additional sections below your first name, last name, email, and phone number, or they're in between. If they're empty, it doesn't matter. You'll get a little checkbox just below this area here that you can select to not load unmapped fields. So basically anything that doesn't have a check mark won't attempt to load into the system. Alright, so the most important ones, again are the name, last name, email, and then phone number. Once we've got that, we can go ahead and hit next. And then under the import name we can choose a very specific name. So we can go ahead and call this our DR list and then we can create a list of contacts from the import
And then we can add a tag to make sure we keep these separate from the other contacts that we may have in our list. Now, if you have emails for majority and maybe not all phone numbers, if they're missing any kind of email or phone number, your contacts, when you go to upload this list, you may not see all of the individuals that you had on your list get uploaded. That's okay. You can go back through and instead of choosing email as the primary field, you can then choose phone and it'll upload the rest of those individuals. Alright? What you wouldn't want to do is update existing contact records. You would want to add new contact records when you do that. So if you're going to try and re-upload, you're going to just email, phone. Alright.
From there we can go ahead and hit submit. We can click here to view process. It's very, very quick process. So here we can then look at the stats. So it's likely that there are some phone numbers missing from this list, so that's why this didn't load in, but follow steps that we just walked through and you'll see that you can get your 111 all into the system. Alright? We can also see that we have a new smart list, which is going to basically be an individualized list for people that we just uploaded with that tag Dr. And then we can go back here. If you have more contacts in your contact list, you'll see all pretty much everybody here, including this new imported list.
Once you've imported your list, then you can go ahead and begin to start this bulk action. Alright, now this bulk action is going to be basically starting the campaign. Alright? So we're going to go ahead and very important here, we're going to select this little checkbox next to the name select Select all records. Okay? We want to select all of the people that are in this list. Alright? Then from there we're going to go ahead and go to add to campaign slash workflow and we'll get this little prompt. That's totally okay, we can hit okay, proceed. And then the most important part is before we choose anything here, we're going to go ahead and say add and drip mode. Okay? Very, very, very important. Add and drip mode. If you do not do add and drip mode, then you attempt to email or text more than a hundred people within X amount of time.
You're likely going to get flagged on Twilio potentially and or most certainly on mail gun. Okay? So just please before we go any further with selecting any of these other fields we add and drip mode. From there we can go ahead and choose our DR campaign for the action. I like to leave this blank until the very end just because if I do mess up somewhere along the way and accidentally click add to campaign slash workflow because the action is empty, it won't allow this to go through. So I like to leave that blank until the very end. So for start on, we can choose our start on date. So let's say Monday, I'm going to go ahead and start this at 10:55 AM my batch quantity is going to be 100, and it's going to repeat after one day. So this is going to message, this is going to send out this campaign, one stage of the campaign to a hundred people every day, okay? So it's a very slow, methodical journey. Now, from there we can go ahead and make sure we choose the process between hours. So we want to make sure, basically we just set up some windows to make sure that this and any communication in relation to this campaign don't go out during any hours of the day that you wouldn't want to be communicated with. So no 1:00 AM texts, no 3:00 AM emails or anything like that.
Alright? Now once we've gotten all these sorted out, then we can go ahead and select our actions. So just to show you what I was talking about earlier, we have everything mapped out. Even if I click on this, it doesn't send out. So that's why I use that to mitigate risk essentially. And here you can enter in anything that you'd like. I'm just going to go ahead and say Begin Dr campaign and then we can add to campaign slash workflow. Alright? Now from there we just sit back and wait. So you guys in the next video.
Maintenance
So now that we've gone ahead and we have executed our bulk action to begin this campaign in a drip for a hundred contacts every one day, we're going to go ahead and discuss now that this campaign is live and active, what are we going to do if we need to pause it for some reason or stop messages from going out or anything of that nature. So we're not going to do that from this contacts level option. We're going to go ahead and go into automation and then into campaigns. So this should look familiar from the editing your campaign video, but here it is in case it looks Unfamiliar Automation campaigns, DR Campaign. We're going to go ahead and click into this and we can see that it's marked as published in this top right corner here. And if we need to turn it off, all we got to do is click on that published button and select draft.
And at this point, as soon as it's drafted, it cannot be used until it's published. Alright? So if there is anyone in your campaign, or if somehow we had missed a step in getting this set up and we started to add people to it and we need to go ahead and turn it off, we can do so. Okay? We go ahead and hit that draft. This campaign is not going out to anyone no matter what. Alright, when we are ready to turn it back on, we can go ahead, click back into that draft and hit published again. Keep in mind guys, if for some reason you find something that you hadn't seen before that you need to edit, you will have to completely remove this campaign from being active. Alright? You'll have to essentially duplicate the campaign and then add people back to it. So if there's no one in there just yet and they're set to load in there on that Monday we had set up in the previous video, we're going to go ahead and just take the opportunity while we have it to go ahead, go into contacts, we're going to go to our DR list and actually into bulk actions.
And then what we're going to do is click on this actions button here and we're going to select cancel. Okay? So this is only if you missed a step in editing and you need to make a total adjustment there, we hit cancel and that's going to pull people from being added to that campaign. From there, what we would do just to be safe, alright, is we're going to go ahead, go into this campaign and then we're going to go ahead and copy campaign and we can leave it named Dr Campaign copy for right now. As far as locations go, you shouldn't see that it might give you an option for
Folders. This is just from a top-down view. It's going to give me this locations option. Alright, so now that you've copied it, we can go ahead and start working on making the necessary final touches that we may have missed in the initial editing. So again, this is sort of like a turning our campaign off, turning it on, making adjustments on the fly if necessary prior to contacts being loaded in. So let this be kind of a little bit of a reminder to pay extra close attention before you go ahead and load contacts into this campaign. We want to give a little extra special attention to making sure that this campaign has been edited the way that we need it to be. That's reading True To You. Always recommend before adding any outside contacts in you, add yourself as a contact into your own system and let this run through for you so that way you have a clear understanding of what type of communication is going to go out to the perspective contacts that you're going to load into this. Alright, we'll see you guys in the next one.
Updating Pipeline to Reflect Success
Alright, Jim Lord. So this here is a quick rundown of your reactivation pipeline. Alright, so first thing to note, really important, not all of the contacts that are added to your database reactivation campaign are going to be in your opportunities, okay? The only people or only contacts that are going to be in here are individuals that have actively responded to this campaign. Alright? Reason behind that. We want to keep it clean, manageable. We don't want 800 contacts or leads just floating around in here. It can get messy real quick. Alright? So only responded, individuals are going to land here. They're going to end up in your responded stage and in which case you get your notification. We want to follow up with this lead right away. We can do so by either clicking on this phone icon or clicking on this chat bubble. It'll pull us right into the conversations it start communicating with that contact the scheduled stage.
If someone books an appointment, we just want to click and drag that individual over to that scheduled stage. Same thing goes for whether they have no-showed or canceled. If the individual is closed, we want to mark that as well. Lost sale, disqualified messages stopped. Alright? Messages stopped is just if an individual doesn't want to be communicated with any further in terms of this reactivation campaign. Alright? The sold stage, how to identify what this person was closed at. So you can then look back at your ROI in terms of your Twilio usage costs as well as the front end cash that's collected off of this campaign. So to track that accordingly, we click on our opportunity tile here. We go down to lead value and we can throw in a value. So let's say 1500 is my ticket price, I can update that and once it updates, let's go ahead and refresh your, might've dropped it into a one status. There we go. So it updates, alright. From there, as more contacts end up in this sold stage, this will automatically just do the math for you. You grab your numbers, do a comparison, and you have your ROI. Alright, really, really simple guys, so get after it. Track those stats, use your pipeline, keep it clean. Super important. Okay? See you in the next one. I.
How to Download List from Most Popular CRMS
Gym Lord. So this here is going to be just a quick overview of some of the help docs that we're going to include to help you quickly and effectively export your current contacts or inactive contacts, I should say, inside your CRM. So here's a quick list of some of the more common CRMs being used. If you don't see yours here, let us know. We'll find one for you to help guide you through that process. So, what to expect when you do get into your specific CRMs Help doc for exporting a contact list here. Really straightforward step-by-step guides, where to go, what steps to follow. Okay, so this one here is for push press. This one here is for mindbody. A few of them, I know MINDBODY does. There is a step to convert your contact list into a CSV format, so really helpful there. The next one is going to be Zen Planner.
So walking you through, again, step-by-step what to make sure you have toggled on in your columns for your report so that way you can get an accurate list when you do export that list. For this specifically, just keep in mind we're looking for inactive athletes, so we will want to remove all active athletes and then export the list with inactive athletes. Alright, so from there, pretty straightforward guys. Jump into your help doc. Again, if you don't see it, reach out to us through that support form inside your go high level and we'll find one for you all.
How to Monitor your Twilio Costs
Gym Lord. So in this video, prior to going live with the database reactivation or reactivation campaign, we want to be able to understand what Twilio costs us now and what Twilio is going to cost once that campaign is live. Once we do that, we can get a better understanding of what the ROI is for this particular campaign. Alright, so log into your Twilio account and in the top right you're going to see a billing option. We're going to go to payment history. And in this particular account there is no whole lot going on. So I'm going to take you to a live account that is currently running some campaigns. So on your end when you're looking at your payment history, you'll likely see something like this. Alright, you'll see your total cost for the month. You'll see the charges that occurred and you can go back as far as you've had the account.
Okay? So go through either the first three, maybe two months to get an understanding of what your average is. So that way when you do go live with this campaign, once you start closing, you can look back at it and see what your return was. Alright. That being said, I want to also quickly go over how to pause the campaign or temporarily turn off the campaign. So let's take a look over there. So we're going to go over to our go high level account and navigate to automation campaigns, and then we're going to select our reactivation campaign. Once that folder opens, we're going to click into our actual campaign. And in here you'll be able to see in the top right, either draft or publish. Published is live or turned on, draft is turned off or paused. At any point you can come in here, you can pause your campaign by setting it to draft, and then the next month, if needed, turn it back on. So looking at our Twilio costs before and after this campaign is live gives us a better understanding of do we need to pause the campaign or do we need to keep it running? Alright, we'll see you guys in the next one. We'll.
How to Monitor Campaign Progress (& how to know when it's done)
Gym Lords. So for this video here, we are going to cover how to monitor the progress of our database reactivation campaign. So we're going to make two stops. One's going to be in contacts, so we can see how this campaign was started, if there were any errors in that. And then we're going to navigate to automation and then campaigns to track the actual progress of those people added to the campaign so we can make sure everything is flowing as it should. So we're going to jump into contacts, and then we're going to go to bulk actions. So here you're going to see your bulk action for when you started the campaign. For this instance, we're going to have to go back just because this campaign for this account was launched in the past. So we're going to take a look here. We can review the details of how this bulk action actually was started, or how this campaign was started, and we can see exactly the timeline, the days that it's meant to go out, the processing time between each batch.
We can also review if there were any errors. So let's say for instance we added 1,314 people, and then we notice that there's only 1,270 in the actual campaign. You can click on the number next to error and it'll show you exactly the contacts you didn't get added in as well as the why. Alright, so just a little tip slash trick there for you. That's how we would check on the initial status of the campaign. So moving over next to automation, we're going to go to the campaigns, and then we're going to find our database reactivation campaign. So here we can see that 1,276 people were added. We can click on that and it's going to give us this nice little progress board bar, so that way we can know exactly where people are at in the process. So as we navigate through the different pages, we can see that a lot of these individuals, they may have not replied at all, which is fine.
The campaign is intended to stop sending out messages once someone replies. So just quick reminder there. Here we can see the why it was finished. So this instance, it was unable to send an email. The email was invalid, so it just skipped a step there and carried on. We can see here that these individuals, the campaign didn't run its full duration and we can see exactly why. So here it says, campaign finished due to customer reply, and the same thing for this contact. So it's a good way to get some insight on the campaign's progress and know exactly where the customers are at along that journey.