CoachBot Video Transcripts-31

Reactivation (Free Class)-Overview

What's going on guys? Welcome to the free ClassPass Reactivation play. This is going to be the overview video where we're going to go over a 10,000 foot overview of what exactly is to be expected on this play, why you should run it, what are the details about it, and how to actually launch it. Alright? Now, before we get into that, I do want to say that this is a brand new acquisition system to gym launch. Okay? Up until this point, our main way to acquire clients has been client finance acquisition through paid ads, right? All of you guys should be familiar with this. We run paid ads, we set them for a transformation program. We collect front end cash. We have them do a 4, 6, 8 week program and then sell them on long-term. This is a brand new, completely different acquisition system. Now, two things here.
One, if you're in a position right now where if ads are working, you have your to-dos with your business of things you need to improve, about the member experience, about the lead nurture, about retention, and you feel like there's enough to do with your current acquisition process, it's always better to improve the current process than add a brand new process. So if that's you don't feel like you're ready yet to add in something that could make your operations a little bit more complex, then I would recommend stopping here and just focusing on what you're currently doing and making that process better. However, if you're somebody that wants to generate more opportunities, generate more sales, use the leads that you already have and are okay, adding in processes to sell people in a different way at a different time, and to have two separate acquisition processes going at the same time, then we can continue.
Okay? So I just want to be very clear about that. This is brand new and this right now in the current state, this is not meant to be an evergreen acquisition process. This play is meant to be a one-time play, that you pull a lever, you launch this reactivation play, you have another acquisition system that you can tap into and then it stops. So it is a one-time play. If you do need leads, you need to generate more sales now, then go ahead and do that. If you feel like there's still more work to be done in your current process, then please stop going forward with training in here and then focus on what you should be doing, which is improving your current process. Okay? Just want to say that, but now that that's out of the way, let's dive into this play. So first of all, I want to be super clear. This works, okay? This has not been tested. It's been tested in multiple gyms and this is a proven system that works really well. Okay? So I want to show you guys here, if I pull the campaign stats from some of the go high level accounts here, you can see the totals, the total leads that came into this reactivation play.
You have somewhere between 4,000, 13,000, 3000. So they're all over the place. Some are active still, some are not active anymore, completed, and then replied and replied percentage. You guys can see that it ranges on the low end, 5% high end, almost 10% of total leads. So depending on your bucket, if you have close to 5,000 total leads and you get 8% replied, then that's 400 people that have replied. Okay? So not bad, especially given these are leads you already paid for, right? So to be clear though, let's say worst case scenario, okay? Say you have a list that's super cold, maybe you've done some reactivation plays before and already pulled out some of the opportunities there. So say you're on the low end of, say you have a really high list of 13,000, but your response rate is pretty low at five or 6%, that is still a 751 leads.
So I do want to be clear that this does get responses. Depending on how strong your list is and how hot your list is and how big your list is, that could fluctuate a little bit. But at the end of the day, this is a free play. There's no money involved. You don't have to spend any more money besides the SFS fees, and this is just going to extract a lot more cash in sales out of leads you already own. Alright? So throwing a little bit of testimonials out at you guys. Here's Marigo too many Ss can't handle. She got a little bit overwhelmed when she launched her play. David Gelb campaigns live and already got like 10 yesss and then Marigo, several people responded to this need to make it a drip campaign. Oh my God, I'm freaking out. Definitely expect an inflow of responses.
Sometimes it works better than others. But know that this is definitely a play that you can run if you have a bunch of leads in the bank. Here's the overview. Here are the nuts and bolts of the play. First is proven play to reengage leads. You already own, went over that. This is the whole point, alright? We're going to provide them with a brand new offer that's different than the one they've already seen. Alright? Something you need to understand is if you're running paid ads and you have a list of say, 5,000 leads, the majority of those 5,000 leads have come in through that free transformation ad that offer. So say that you average about 10% of total leads sold. That leaves 90% of leads that saw the offer probably multiple times and decided not to do it. What that tells us is that that offer wasn't what they needed at the time.
Okay? So for the first time, we're going to provide them with a brand new offer. So completely different than what they've ever seen before to reactivate those leads that said no to the first offer. Okay? Increased show rate by either charging for a required product IE boxing gloves or grab a cc for a no-show fee. Alright? So I'm not going to get into detail about this right now, but we have seen with specifically kickboxing studios that if you do require gloves for this play, you can charge for that when you set them and you have a 90% show rate. If you're not a facility that has a product like that, if you're a non-box kickboxing gym and you're just a strength training, it's kind of difficult to sell 'em a product even though that does work best. So a good second best is to just simply explain to them on the phone, and we have a script for this, so don't worry about it right now, but the best thing to do is to tell them like, Hey, look, I know you're somebody of integrity and you're going to show up, but it's just our process that we will take a credit card on file.
So the few people that end up not showing up, we want to make sure that we reduce that scenario as much as possible so it doesn't take spots away from people like you that are committed. So we'll just grab a credit card to have on file for a no-show fee, right? Just explain the process and as long as you explain it in a way that benefits them and you label them as somebody of integrity that we know you're going to show up. But it's just our process, it usually goes over pretty well.
You want to fulfill using the services that are already happening. So I said in the beginning of this video that this isn't a more operationally complex play because it's a different acquisition system, a different sales system. However, the fulfillment on this offer is much simpler, right? This is not a free six week challenge where you're fulfilling somebody over six weeks. There's all these different steps. This is a one-time class that if you have room in your classes anyway, the classes you're already going on, you're already paying your instructors or coaches to take those classes. So might as well cap out the classes, follow checklist to hit all the areas to make them feel welcome, introduce to the community and future pace for sale. So there's scripting and there's checklists that we've put together for you guys that will make sure that their experience is spectacular from the moment they walk in being introduced into the community, being welcomed, being rest assured that, hey, take it easy on yourself for class.
You're only competing against yourself. Do introductions to get them to be familiar with some of the people in class. Shout them out at the end of class and then do a very gentle sale. That I think is my next point here. Yeah, a low pressure A, B, C, okay? This is what I'm meaning about operationally complex, because they're taking a class. This is not going to be a consultative sale where they're sitting in front of you for 30 minutes where you get to talk pretty deep with them. This is most likely going to be a coach, somebody who's not a salesperson. If you have a large enough team like that to split up the roles, this is most likely going to be a coach who doesn't have the sales skills. So we need to make sure that the experience of the client is on point from introductions of walking in, pre-framing them, going into class of what to expect during class and after class, doing the class well, and then setting yourselves up to have a very easy sale at the end to slide them into EFT or slide them into some kind of transformation program.
But at the end of the day, it's going to be an AB sale where they get to simply be presented with the offer of like, Hey, you already got introduced in class. You crushed it. This is a community that's going to lift you up and get you to where you want to go. So just pick which option is best for you, option A or option B. And in a later video, we do explain how to come up with some of those options, whether you want to push more into an EFT and have it be long-term and maybe a little bit lower front end cash, or you want to push with more front end programs and collect that cash upfront. So there's a little bit of wiggle room there that you get to work with. But at the end of the day, best thing to do is present an AB sale that's very gentle, and then possibly if they do go into EFT, then you can upsell them into a consultative sale to sell 'em an accelerated results program.
Transformation program if that's what you wish to do. Okay? Now, next steps here. That was a lot. We're going to go into a lot more detail. We have resources for you guys to break this down, but here are next steps. So go through the entirety of this training portal and take notes. All right, from this point on, it's going to be very specific. There's going to be resources that you can download, but at the end of the day, if there's something you want to execute on or something that crosses your mind, just write down the notes. It's much easier to write down notes and reference those. Then go back and rewatch all the videos again. Alright? Second, you want to plan out your reactivation timeline. And what I mean by that is that depending on your list, if it is a couple thousand, you might have to drip this campaign. Which means that if you have 10,000 leads and you're only going to drip at 200 a day, it's going to take months to go through. Alright? So you want to make sure that you kind of reverse engineer because this is a holiday themed play that if it gets pushed out past December, it's going be not seasonal anymore and you're going to want to adjust it. Alright? So we're going to walk through how exactly you can plan out your reactivation and timeline for how large your list is and how fast to drip it.
And then you want to deploy the scripts and frameworks to prepare your team. Alright? So because this is a different acquisition system, again, we want to make sure that the people involved, whether it's the front desk coaches, salespeople, people doing the classes, all understand what the process is and what their role is, because this is brand new. So we want to make sure that you deploy all those scripts and frameworks to your team to prepare them before you get that first free class. And then lastly, just launch. So once you go through the whole portal, plan out the timeline, prepare your team, then there are steps to go through and actually turn this machine on. And then you should see the responses coming in and start seeing the people walk in for the free classes and then get a bunch more sales. So see you guys in the next video. Okay?

SMS/Email Campaign

What's going on guys? In this video we're going to go over the SMS and the email sequences and campaigns to actually launch this. Alright? So I'm going to go over this in go high level, but they're also attached to this video. Below is going to be a document that has the exact same text and emails. So if you do want to use the different platform, by all means go for it. So you can reference that. Just note at the top here that the way to enable this is to put a tag free, class free dash class. You want to enable a stop on response so that if somebody does engage in an email or a text, they don't get the rest of the text or emails. And then we want to have a time window of 9:30 AM to 1:00 PM because this is only really a two SMS two email sequence.

It's not long. We want to make sure we capitalize on the most responsive time, which is that nine 30 to one o'clock. Now, if you do want your team to be very responsive to this, make sure that you do it during times and days that your team is on it, okay? So if that means that it's Monday through Friday, maybe it's Saturday, maybe you miss some of the days. Either way, you want to make sure that whatever the time window is, you're going to be sending this out. There is somebody that's ready to go to take the responses because we know speed is one of the most important things. Alright, so I'm going to go over it and go high level just for the sake of most of you guys will be going through these same steps. So this, I will be going through all the SMS and emails and pointing out what exactly you should be updating.

Alright, so first of all, it's always good to double check the settings and make sure right here that stop on response is turned on. And then the time window is during a specific time of nine 30 to one o'clock. And then here's your days of the week. So if you want to edit anything and go high level, by all means, go ahead and change the times and the days. Alright, just make sure you hit that save button. Now in here we have SMS one, right? So as soon as you guys upload your lists, it's going to be in the launch video that I explained how to do that. This will start in real time. Okay, so SMS one, here we go. So hey, contact, first name it's coach name. Do you want to go into the holiday season looking and feeling your best? We're giving away 20 passes.

For the first people that respond to try a free class, just reply why? If you'd like to be like one of the free passes and I'll set it aside for you. Hope to hear from you soon. Alright, so a couple things here. It's going to auto-populate the client's first name and then the coach's name. Alright, so anytime there's a custom field in here, most of you guys should have this already filled out inside of custom values in your settings and go high level. So you should not have to touch anything, but it's always good to double check to make sure that there is a custom value in your go high level. That is titled coach name and gym name. Alright, so then these will auto-fill. If that makes you a little bit anxious, by all means, you can just delete this out and put the actual coach name in the text if you want to adjust the amount of passes.

If you're a smaller studio or a larger studio, make this appropriate. If you're a health club with thousands of members, you might want to make that 40 or 50. If you're a smaller studio that has less than 50 members, then if you want to make it five, go for it. Biggest thing here is we're just asking for a very easy response of why. So you're going to see all those why's come in and then you'll be able to schedule them for free classes. Alright? And then we have the signature here of coach, coach, first name and then gym name. And then we have this opt-out message, which we need to have in there to be compliant. So please don't delete that, especially with the reactivation plays with the first text that gets sent out, we want to make sure that we have the business, the name of the person and the opt-out message. If you don't have those three things, then the deliverability rate of this text will be very low.

And then we're going to add a free class voucher to this text. So what you can do is you can go into free class script here or you can look at a link below this video. It's going to be in both places, but here you're going to see the attach image from templates here. So we already have templates made through Canva for the free class vouchers. Something that grabs a lot of attention is that the class voucher is already made branded for you and you send it in the text, in the emails saying like, Hey, here's the voucher, do you want one? Having that image in there draws attention a lot more than just having text. So you want to make sure you go through this step. Here is a link to another document that have a bunch of different designs based on the models.

So there's kickboxing examples, CrossFit examples, generic examples. So for example, let's take this CrossFit one, you open this up, it's going to open up into a Canva saying like, Hey, do you want to use this template? You open that up and as long as you have a login to Canva, Canva is free. You'll have a literal editable document that you can change the name, you can move it, you can add logos to it, you can change the colors, you can do whatever you want to, and there's a bunch of different options. Alright? So find the brand, find the model that you want, edit it even further to be your gym. You can change everything and then save that as the image and then attach the image in the text message and the email, which we'll get to if you're using a separate system, make sure you attach it as a file. If you're using go high level, then make sure right in here. So there's a reminder right here. Add image free class voucher to the text, click on it as you're adjusting all the text, you can hit add attachment and then it will pull up the files on your computer. Go ahead and find that file and then save it in there. And then you'll see the file name right above. Alright, if you're not sure if you clicked on the

Right file, you can put in your phone number here and send yourself a test text and then make sure that comes across as you want it to. Alright, after that first text gets sent out, then it's going to wait 90 minutes to send out an email. Alright? So it's going to hit them from both ankles, texts and emails. Emails, same thing, you want to add the same image, alright? From name, you're going to want to fill this out from name, from email subject is just question. That's good. And then it has, hey, contact first name. If I can get you in for a free fitness class, would you be interested last November. So note, if you're going to be sending this out later or in a different month, change that to the month you're sending it so that the members know, or the leads know that you did this a year ago.

Again, make this number consistent across the board. They went quick and we're doing it again. Great way to bounce back from the summer slump. So again, if you're doing it in spring, it's not going to make much sense. So make sure this is appropriate to the season. You're sending it reply y if you'd like one freely set aside, hope you're doing great, blah, blah, blah. This has gym name in it. So make sure that you, if you're not using custom values, you adjusted to the gym. Name reply y and then signature coach, gym name, gym address.

Attach that image right here. And then you're only going to be attaching it to those first two, the first text and the first email. Alright, a day later. So 26 hours goes by and then it's going to send one more text and email. Alright, this text says, Hey, first name, our free fitness class promotion expires soon. Want me to take you off the list? Or you thinking about maybe trying a class? We've got three classes left. Apply y if you'd like me to activate one for you, I'll reach out personally if you respond, scheduling everyone today. So a little bit of urgency and scarcity there to close them out. And then two hours later, sends them one final email subject for you. Hey, wanted to lose weight or tone up, et cetera, et cetera. You guys can read through this.

And then same signature below, coach, gym name, gym address. If you want to attach the image here, again, since it's an email, by all means go for it. And then it waits 24 hours and updates the opportunity, which we will get to in a future video explaining all the other features in go high level to assist you guys even further. But that is the gist of it. The rest of this video is really just to make sure that you're proofreading every text and every email you are editing the free class voucher and using that same image across the board. And then everything else should be basically plug and play. And you guys should be good to go.

Free Class Lead Nurture

What's going on guys? In this video we're going to go over the free class reactivation phone script, all right? This is going to be the setting script to get them from engaging with you with the SMS and email campaigns to actually getting them to show up for the class, the nurture process. Because this is a different offer, we want to make sure that we have a dialed in setting process, nurture process to get 'em to actually show up. Alright? So this is the document. It's going to be below this video in a file, so feel free to download it and make a copy for yourself and I'm going to walk through this document with you guys. Alright, so this is, first of all, you want to make sure that you can get them on the phone. We know that if we get them live on the phone, it's be a much better outcome, much better experience, much better relationship, and much better result in the end, okay?
If they are against a phone call or if you're seeing a drop off of asking for a phone call, then by all means have a very simplified version of this script as an SMS script to use. For SMS setting, there's going to be different pieces, and I'll point them out as we go through this, that if you do need to set via text, then you have a way. But just keep in mind, the best thing to do is that as soon as they reply, try to get them on the phone and call them. Go through gym launch, best practices of double dialing and getting them on the phone. Alright, so here's the phone script. Hey lead, first name. This is your coach. Name from gym name, how you doing today? Pause. Let them respond, right? Energetic, good tonality, good introduction. I see you showed interest in our program.
Before we get anything, tell me about you and your goals. What are you looking to accomplish? Is it weight loss, fitness, mental health? How can we best support you? Let them respond. Get a nice goal out of them. Awesome, you've come to the right place. We can help you with all that. Listen to their specific goals. If their goals are to try a new workout and just general fitness, go to a free class. If their goals are weight loss, nutrition, habit building, and healthy lifestyle, go to consult. Alright? And here's why we have it this way. The offer was for a free class. They engaged with it, they responded, it resonated with them, but there still is a chance that this person responded to the free class. But what's best for them is actually a consultative sale to a transformation program. We want to make sure that option's still there for people and we're not forcing them to take a free class if they're very anxious or nervous about it.
Alright? So this script is built in a way where there's two options. We have the introduction, which we just went through, and then listening to their goals. If they're just somebody that is relatively healthy, they hop around at a bunch of different gyms all the time. They want to check out your gym and just get a feel for the vibe, very surface level. Then continue with the free class section, which should be the majority of the people. But if they are somebody that you get on the phone or you're having a text conversation with and they're wanting a lot more, maybe they would need to lose a hundred pounds and they've never been in a gym before and they're very nervous about that and they know they need a full transformation program, then you want to skip the free class and go right to setting them for a consult.
Because chances are, if there's somebody who has a lot of weight to lose and they've never been in the gym before, the chances of them either one showing up for the class is low because they're going to be nervous and self-conscious and anxious. But then two, even doing the class, they might not be ready or they might feel self-conscious in the class, they shut down and run out. So we want us to make sure we stay really sensitive to the fact that somebody might need one option while somebody else needs another option. So moving down here, if they do just want to work out and try a class and get a feel for the vibe, then go into this section. So here's one of the most important parts. First step is come on down to the gym. Best way we could do that is get you set up with a free class. Sounds good. Cool. They should already know this. That was the offer.
Gloves and no show fee. So I already spoke about this in the overview video. If you are a kickboxing facility or a boxing facility or a facility that has a product that is important or integral to your services, use that. Alright? We see the absolute best results for show rate on this offer as selling them that product live on the phone or through text to sell them that spot basically. Here's what I mean. So if you're a kickboxing facility, this is going to be the script. Awesome. Let's get that set up for the free class. How it works is the class, it's completely free. All that we ask is we take care of the price of the gloves. They're normally 49.99 or whatever you want to say, but we'll give them to you at discount rate of 1999. Then they're yours to keep. We have pink and black, which one would you like?
Pause with them. Respond, right? So the class is free, but there's a product that's mandatory for the class that we're going to give you as long as you pay that discounted rate and cover the cost. If they bite on that, the show rate on that is extremely high. 70, 80, 90%. Alright? If you have that leverage to pull by all means pull it. Second best option. If you're a facility that doesn't have something like that, that you're just a traditional wheat training or strength and conditioning type facility, then you're going to need to go to a no-show fee. The reason why this has not been a recommended process is this sticking point right here with anything that's free, it's very low value if it's free and which means that the show rate on that service is going to be extremely low, alright? So you need to have something to tie them to increase that show rate so it is not worth it to schedule a bunch of people for free classes and not do one of these two steps. Alright? I want to be really clear there. You're going to get a bunch of people to say they're going to show up and then all your classes are going to be empty because nobody's going to respond. So here's what you want to say, awesome, let's get that set up. How it works is the class is clearly free. All we ask is that we take down a credit card for a no-show fee of X amount of dollars. You want it to be something that's going to sting but not something that's ridiculous.
Probably around the 10 to $25 range works best, 10 being pretty light. Think about it. If you're somebody who's not super psyched to work out, you're sitting at home watching Netflix and the class starts in 15 minutes, is $10 enough to get them off the couch into their car driving 10 minutes down the road and showing up for that class and then working hard for an hour. It's not super exciting. So you want to make sure that it does sting a little bit, but if you go too high, then you're going to lose them on the phone. So you want to make sure you find that sweet spot, usually between 10 and $25 as long as you explain it this way. We have a pretty long list to get through today and unfortunately there's always a few people that end up not showing up and it takes the spot, takes the spot away from somebody like you who's committed and ready to get after it.
That's not cool, right? You want to have that narrative of there's people out there that we know are going to sign up for this class and they're not going to show up and if they don't show up, that's going to be an empty spot that we could have given to somebody like you who is committed and excited and going to show up. So you want to just level with them being like, you know that that's not cool. You agree with that? Yeah, I agree. Okay, cool. So we're just going to take down the credit card. As long as you show up, you're not going to be charged anything. Just shrug it off as this is what we always have done and you're not going to be somebody that's not going to show up, so you don't even have to worry about it. That's the biggest hurdle to get over. If you can do that and you can get a credit card on file and you can get them to buy into the fact that $10, $15, $20 is acceptable for a no-show fee, the likelihood they're going to show up is extremely high.
And you could even throw in here that, hey, if something does come up last minute, just let us know and we'll make sure we don't charge you that. No-show fee, depending on however gentle you want to be with this, definitely rewrite this to make sure it's words that you feel comfortable saying because this is the most important part. I'm actually going to highlight this for you guys. Alright, now you want to transition, so you want to go into expectations, awesome. Lemme get you set up in our system and then we'll pick out your first class. Just need a little bit of information for you. So add to your CRM, add payment information and then if you are charging them for gloves or some kind of product, go ahead and do that. Charge 'em right then and there. Now let's get you scheduled for that first class.
What's better for you? Mornings or evenings, right? Traditional gym launch setting technique. You want to ask them what's better AM or pm and then when they say mornings are typically better or evenings typically better, then you want to give them two spots, okay, evenings are better. We have tonight at five o'clock or we have tomorrow at four 30. Which one's better for you? Always give them two options while you're pulling up the availability. Mention that a coach can meet with them right after class to go over our amazing first class deal to continue with us. Okay, next you want to say please arrive 15 minutes early. So you want to give a little bit of time. You'll see in the following video here that there is a checklist for pre-class during class and post-class that you're going to want to follow to make sure the sale is as smooth as possible and if you do have a coach doing the sale, you want to make it as easy for them as possible to close the deal. Okay? So please arrive 15 minutes early to class, get you situated, a coach will be waiting for you. Be prepared to work out barefooter and socks. So this is depending on the gym,
Wear whatever you feel comfortable working out in. Bring water bottles. So any kind of rules you have about your facility that you want to make sure that you know about. Add in expectations.
Are you familiar with Gym Town? So here's a pretty cool technique for the nurture side of things. You want to ask them, are they familiar with whatever town you live in? If they say yes, then you want to say, I'm going to give you two landmarks to look for when you get here. Here's an example. So we are located in the same building as Panera Bread. Come to the side entrance, we're directly next to that. Look for the big white pillars and come down the stairs. Okay? So you want to explain using landmarks where your facility is in relation to certain things and then how to get in the building. Alright? It's a really personable and it's a nice touch for people that are a little bit anxious about coming in that they can visualize, oh, I do know where that building is or where that landmark is. I do know where your gym's located. Alright, just makes it that much more easy to actually show up. One last thing, just wanted to be aware of, we have limited spots for free classes. So we do charge no-show free. So this is a reiteration.
We want to make sure that they're aware of this. So for example, if you do charge for gloves up here, then you will have the option if you want to also charge for a no-show fee. That's why this is in here. If you've already spoken about the no-show fee, then I would just do a gentle reminder of like, hey, just remember we do charge for a no-show free. So make sure that if you need to reschedule for whatever reason, please let us know so you don't get charged for that. And then you want to do a confirmation. Great. Just to confirm, I have you down for Damon time for classes. If something comes up, please let us know. Here's a referral now. So you're adding a little bit more on top. We also have an extra spot open for a friend. Do you have someone that you'd like to join?
If yes, then you'll reach out to that friend. So getting a little bit of referrals here, which is really nice. Again, it's going to help show rate because if you have two friends coming together, the likelihood they're going to show up is going to be a lot higher because they're going to be more comfortable. And then that's two potential sales for you. And then last one, pre-framing. A coach will meet with you right after class to go over our amazing first class deal and continue with us. So you're letting 'em know that they are going to be pitched something, but let's just make sure that you like the vibe first. Sound good, right? So you're saying here's something that's coming, we are going to sell you, but then you pull it away saying let's not get ahead of ourselves. So make sure you like the class and the culture and the vibe first. So a really nice balance there. Now remember, that's for a free class back here. If you do get to the point where they do have more significant goals and you feel like a free class is not the best place to go, then there is a script in here. I'm not going to go through it in this video, but there is going to be a way to script out the transformation program and set them for that instead.
Then at the bottom here you have a couple of very simple objections and how to handle those. So again, overview here, free class reactivation script. You want to get as many people on the phone as possible, but if not, you want to text them and ask them what their goals are. Get a goal out of them. Decide if a free class is the best option for them. If it is, then ask them. Talk to 'em about the gloves or the no-show fee. Ask them, does morning or afternoon work better? And then make sure you go over proper expectations. You can do that through text as well. Phone call works better if consults is more appropriate for them. Then again, same thing you can set like you normally do. That should be a process you're pretty familiar with for setting consults, whether it's SMS or phone call, just want to make sure that we had something in the script for you guys. So everything's in one document. Alright? That is how to set to get them to show up. In the next video, we're going to go over a checklist of what the experiences should look like when they walk into your doors, what to do before class, what to do during class, and how to get the sale after class. All.

Free Class Sales Framework

What's going on guys? In this video we're going to go over the free class pass reactivation sales framework. Alright? This is going to be broken down into three sections. One, what you should do with the lead between when they walk in the door and before class two, what you should do during class to make sure their experience is exceptional. And then step three, what do you do after class and how do you get the sale? Okay, so let's start at the beginning. This is the document that we have. It's linked below in this video for you to make a copy of and make it your own. But let's walk through this together. So pre-class lobby. So this is just to have an exceptional experience across the board. This should be the case for consultative sales as well. Just want to revisit that all of you guys are doing this to make sure that the more beautiful the experience is from when the lead is generated until when you pitch, the easier that pitch is and the higher your sugar will be.
Okay? The reason why that we're going so hard on this right now is because the majority of you will not have a salesperson doing this sale. Whether you won't have them available, this is going to be the coach that's going to be involved because this is a free class. So the majority of the time is going to be with the coach. So what's going to be most realistic for you guys is that coach will be handling the lead for the first five or 10 minutes before class if possible, and then they'll be hanging out with the lead for five minutes, 10 minutes after class. Okay? If you have a salesperson, then great, have them do it. But most of you, again, will have that coach do it. And a coach is not a salesperson usually. So we want to make sure that the coach has the biggest leg up on having it easy to present the prices and having them close because the experience was so good, not because they were able to overcome objections and get really deep into discovery because they don't have a lot of time. So now that's covered. We want to make sure we have the eyes on the door. Three second greeting by name. We know who they are. We knew to expect them. We were there to greet them, right? Free class.
So this is another document that's going to be linked below in this video. Some of you guys might already have a version of this, but I want to make sure you had another one specific to the free class play so you guys can find it right here. Okay? Free class reactivation, pre-questionnaire. So welcome to gym names. You want to change that We're pumped for your first class. So it's appropriate. It's appropriate for the scenario. They're coming in and they know they're going to be handed a piece of paper that is for their situation. Little touches go a long way. Little explanation here. Sorry for the paperwork. We got to get to know you promise the rest of your visit will be more fun. In order for us to better understand your goals and needs, please fill out this little application and then we'll get you rolling today. We'll talk goals, get you into your intro class, have fun, sweat, smile, even Dan's a little excited to have you, right? So just really nice introduction there of apologizing about the paperwork, but just know it's going to be a lot more fun after this. Name, phone, date,
Goals, what brought you in? What you looking to accomplish? If you could reach any long-term goal, what would you be? What has been your struggle? Today's plan. So this is what's the most important part right here. Expectations, right? They don't know what to expect. You want to make sure that you pace their expectations so that when you do pitch, they were expecting it. Okay? Do a quick body fat scan to know where you are and top goals. Head to the floor for a beginner's session and rock your first class after you have some fun and burn some calories. Walk through membership options. Hook you up your first aid deals as long as it's a good fit. Okay?
What gloves do you want? So again, if this is appropriate for your gym, if not, then you could delete this or change it from gloves to whatever you guys are using. And then on the back of the document here, we have the body scan info if you want to keep track of that. So this is for the coach to reference even after class when they're ready to pitch. So you have that pre-questionnaire. It's actually linked in this document too. Pen and clipboard ready. Don't be busy or personal while they fill it out. You don't want to be just staring at them for three minutes while they're filling that out, they're going to feel under pressure. So just stay busy. Give them the time to fill it out. Don't forget about them. Soon as their pen's down and they're ready to go, take it and go, right?
It's going to be crunch time. There's not going to be a whole lot of time here, especially if the coach is doing this and getting ready for class. Clean sitting area. So there's just some pro tips here about the sales area while they're in the lobby, while they're filling out their application of waivers, have before and after pictures, body, skin area while they're on this scale, compliment them. Hey, I like your shirt, your hair. Get them to feel comfortable. So name your x pounds. What's your goal? Weight? Where you see yourself feeling best. You have that application to reference that pre-questionnaire, but you want to just hear it from them directly. Again, you have before and after pictures everywhere. Printed reviews. You want to cover the workout and make sure they know what it will entail. Give permission to take it easy. This is really important.
A lot of people are going to feel anxious, feel nervous, feel like they need to prove something, and they're going to either going to kill themselves in class and not be able to function afterwards or they're going to hurt themselves or they're not going to make it through class. So you want to make sure like, Hey, this is your first one. Just attending the class is the great first step. That's a win. You don't have anything to prove. Just go through the motions and then we'll get you through it. Here's a script for you guys to reference. Read immediately. Hey, here for the first class, awesome. We got you. Get right to the application on the clipboard, place your hand over it and tell them what's going to happen today. This will make sure they're not distracted. Got a little application for you, some questions about your goals, what you tried in the past, all that. Once you fill this out, we'll hop on the body fat scanner. So you're pointing this out as you're talking about it. We're going to go over the application, we're going to go over to the body fat scanner right afterwards, and then we're going to walk to class and during class and then on that walk we're going to talk about goals and I'll show you around the gym a little bit.
Right down the current weight on the boxes. Hey, so we're X pounds. What's your goal weight? Where do you see yourself feeling best? So you point out exactly what the steps are. They're going to go through before class. You point to all the areas, you do the things, and then on your way between the body fat scanner and the class, you do a very brief discovery. This is not a sales consultative sale. You just want to prime them to be pitched after class. So what's your goal weight? Where do you see yourself feeling best? What have you tried in the past? All those basic questions, just have a conversation with 'em as a human being. For those couple minutes walking into class, the place you want to end it is, I actually have in mind the perfect program for you. Let's make sure you love the workout first, and then we'll look at your options after class and make it official if it's a good fit.
So there's this balance of this is going to happen. We're going to pitch you after class, but only if you're a good fit. So let's make sure that you love the vibe and then we'll talk options. So it's gentle, but it is expected during class. A couple of tips here before class, during class, as you guys are warming up, introduce 'em to someone else in your gym, right? Build a connection somewhere. Pre-frame the sale three times before class is over as you're just small talking with them in between wraps, in between sets while they're on a drink break, whatever. Love it. Yeah, we cover options. You'll see how we can take care of that for you, right? Awesome. We got great goals. We'll cover a few of those options after class. Let's make sure you love it first. Once you come on board today, we'll hook you up with X, Y, Z, free gadget, whatever.
Get to pick your color if you love it as much as I think you will save you some cash and get some cool stuff today since it's your first day. Cool. So it's just little planting of seeds all throughout the workout. At the end, one of the best things you can do, and it's a little bit uncomfortable to do it because you feel like you're going to intimidate them, is to give them a public shout out to being a newbie at the end of the class. Like, Hey, it's first class. Why doesn't everybody just give her a shout out and give her a hand? She crushed it today, right? Something like that where their face might get red, they might get embarrassed a little bit, but it's going to mean so much to them because it is an accomplishment. So if you can get your community celebrating that this is their first class and point it out and compliment them a little bit, it's going to be extremely powerful.
Alright? So you want the post-class sale to be in a controlled environment. Paint the picture of what'll be like once they are two to three months in. First class deal should be simple using card on file ab close, right? At this point you already have their credit card on file, right? Remember you got it for a no-show fee or a product. So you already have the credit card, you don't need to get it again. So we're going to use an AB close. So here's a little script for you guys. Alright name, great job today. What was your favorite part of class? Get them to talk about the positives. Give them some time to cool off, gather themselves. Depending on what the state they're in, you might want to give them a minute and be like, Hey, I'm going to be right outside of these doors or right over in this area. Why don't you go ahead and take a minute, give 'em a water bottle. Say, Hey, I'm going to be over here when you're ready. Come over here. I got something for you.
Once you are sat down in a controlled environment, you have a couple minutes, then compliment them. Pointing out something that you saw during class. Hey, I saw how you, that weight that you deadlifted was way more than I thought you could. That was awesome. Or your form is so good or you're natural in this way. Just what were you impressed with during class? Point out something. Get them to feel good and relax a little bit. Revisit the goals. Alright, so you are X amount of pounds, reference that that you wrote down. Explain, okay, so these are your struggles. Let's walk through what your options are. So hey, I think you're going to be a great fit. We got you. So you came in wanting to lose X amount of weight. You struggled with why? We can definitely help you. We do this all the time and we have a couple options to show you to get to your goal weight and beyond.
And once we're done going over the options, you can choose the best option works for you. Sound fair? So you're just explaining, okay, I'm going to present options. And since we know this is a good fit, since this is already a good fit, let's just pick which one of those, these two work best for you. It is a very assumptive close. Now here's where you can get a little bit custom. You want to present an AB sale that fits your business needs. So here I have just a little breakdown of you filling out what options you think are best. If you want to do a intro program and then an EFT. If you want to do a more expensive EFT and a low, cheaper EFT, by all means go for it. There's a couple examples here. If you want frontend cash, then you can do an AB of a six week holiday challenge at 4 99.
You want to have limits and then join a 12 month membership that's paid in full. Both we'll collect some serious frontend cash. If you want to do a fts and skip that transformation program, they already are in your first class and they're already bought in. Then you can toy around with the commitment a little bit and do a three month for 65 and a six month for 49. Two examples. These might not be appropriate for your business. So I want to make sure that these are examples, these are frameworks you guys can use. But at the end of the day, you want to have two options, very simple options of how you want to load the cache, whether it's front end or EFT.
So again, overview here. You have pre-class. You want to make sure you set expectations, fill out the questionnaire, do the body fat scanner, and then do a very brief discovery of walking between the body fat scanner in class script example there during class. You want to pre-frame that. We're going to get to that when we talk after class. Talk after class, talk after class. Compliment them. Give 'em a public shout out. Post-class. Give them some time. Hey, here's a water bottle. Great job today. I'm going to be over here. I got something for you, but just want to give you some time. Just relax the line. I got something for you is going to be a very big difference of them just dipping out versus them wanting to see you.
And then ab sale revisit goals. What were their goals? What was their struggle? We already know we're a good fit. We're going to be able to get you to those goals. We do this all the time. Which one works best for you? Option A, option B, and then go through it. Alright? That is basically it for the sales framework. You guys can obviously add to this based on what you find works for your specific gym, but these are all of the best points to be able to front load that experience of when they walk in the door to when they do the class, to having a very gentle sale from a non-sales person to be able to close somebody in just a few minutes after class.

Understanding HighLevel Accelerators

What's going on guys, in this video, we're going to go over some of the features in go high level that will make your lives a little bit easier during this play. Alright, so first log into your go high level account, go into automations, go into gym launch, reactivation plays. All right? If you have a bunch of workflows in here, then you could just search, put in reactivation, and then you should have this come up. So click on this folder that have the little replay icons next to it, and then there's going to be three automations in here, one of which you guys are familiar with already, which is the SMS and email campaign that should already be edited for you, or it should be edited up to this point in one of those past videos. But then there's two others that I just want to explain what they do.

Okay? So first of all, we have replies. So we're going to have a pipeline that I'll show you guys very shortly in this video that are going to put leads in certain buckets to make it that much easier to follow up with. So if a customer or a lead replies to this campaign, that's the trigger, then it's going to remove them from the SMS email campaign so they don't get any more. But then it's going to update the opportunity in the pipeline to the replies stage. So you guys will have everybody who's enrolled and you're going to have everybody who replied, which is going to be a lot easier for you to follow up with somebody who replied, why maybe you responded immediately, but then they never responded back. So you're going to have basically a hot leads stage that you guys will be able to follow up with to make sure that you're following up with the people that maybe missed the first or second response.

Next, which is going to make it a little bit more pleasant for you guys, is this negative intent remove. This is going to be a trigger that if they respond in a negative way, whether it's no or stop or no thank you, following that SMS campaign for the reactivation, then it's going to wait a minute and then it's going to remove them from the campaign. So if they say no, they're going to not get the campaigns anymore, and then we're going to update the opportunity archived. So lemme show you what I mean. It's going to be a little bit clear doing it this way. If you go into opportunities and then click on the dropdown, you're going to have a bunch of different ones. Look for the free class reactivation play. Super simple, okay? We're going to have enrolled in the workflow, so every time that a contact gets added to the campaign and the text messages start, they're going to be in here. So anybody who's actively being worked in the campaign are going to be listed here. As soon as they reply, it's going to be moved over to replies automatically. But then if they reply with a negative intent like a no or a stop or whatever, then it will take them out of the replies and move them all the way over into archived. All right, so you guys, truly,

Anybody in replies should have positive intent and be worth following up with multiple times from that point on. These are all going to be manual actions from this point on, okay? If you schedule them, by all means, you can move them over to scheduled and then keep track of, do they no-show? Did you sell them? Did you lose them? Okay. There are no automations at this point for anything past replies. Okay? So you guys feel free to use these to slide them over and keep track of things automatically, or if you have a different way of doing it, by all means use that. But I want to make sure we have this here for you guys, for those of you that want to keep working in the opportunities section, and that is basically it. We have those workflows and then we have the opportunities. So you're going to see the replies come into conversations, and those are going to be your first replies. But as soon as you respond and your market is read, that conversation's gone. You're not going to remember. So that's why make sure that you're revisiting this pipeline and you are working everybody in this replies section until they either reply negatively or they're scheduled.

That is everything in this video.

Calculating "Drip" Timeline

What's going on guys? In this video, we're going to go over the reactivation timeline, which is basically going to be how do you pace yourself using drips in go high level to make sure that you're not reaching out to too many people, but you are reaching out to enough people. So here's the math behind this. Super simple. You want to take your total lead list. So whether it's downloading it from a CRM, pulling it from, go high level, wherever you're going to get your lead list from, you want to find out what that total lead list is. You want to take that, you want to divide it by the amount of days that are left in the season. If you think back in the campaign, it references holidays. So if you have too many leads and you're dripping them not frequent enough that they roll into then January, February, March, then that copywriting is going to become relevant at that point and it's going to hurt results.

Okay? So you want to make sure that you account for how many days are left in that season if you did brand it for the season, okay? And then that's going to give you the number of contacts to drip in the drip campaign. So for example, say you have a list of 5,000 leads, and then say you are going to do it for the rest of this season until Christmas. At the time of this video, this is beginning of November, there's about seven weeks left until Christmas. The campaign only sends out every five days a week. So five times the seven weeks is 35 days. So if you have 30 to five days left and 5,000 leads and you divide that, you're left with 143 leads to drip per day, right? If you send out the text to 143 people per day Monday through Friday for the next seven weeks, then you're going to hit everybody on that list.

Okay? Now, pro tip here, we do not want to be over 200 a day, okay? Go high level starts throttling back the deliverability rate if you go over 200. So you want to make sure that if your list is too large and you are planning on only having this be for the holidays, then either shrink your list to maybe remove the people that are colder or older, or you can max out at 200 per day. And then just know that this campaign is going to roll into January, February, March. So either take out the holiday reference in the campaign, or if you guys can keep track of this after Christmas, go into the workflow, pause it, edit the text, and remove holiday and put in spring, and then publish it again, and then have it keep running, okay? So you can get the most best of both worlds if you keep track of it, to remember to do it

After Christmas. Alright? So a couple of things here. I just want to make sure that we're clear, that you want to make sure that you drip this, which in the next video is going to be the launch video. We'll go over exactly how to upload your list, how to enroll them in the campaign and drip them appropriately. But you're going to need to know this number for the next video. Alright? So to make sure you have your lead list, you have exactly how many leads that you're going to enroll in this. You plan out whether it's just a holiday player further and you get the number of days that you have and then you divide it out and that's your drip number. If you're over 200, then either shrink your list or keep it maxed out at 200 and then just know you need to prepare for it going past Christmas. Okay? That's everything. So I'll see you guys in the next video to launch all.