$8,640 Sale - 144 Personal Training Sessions - Here’s How…
Several of the recent posts on the blog have been about how to drive sales and how to best use ClubReady to firstly achieve the sale and secondly how to manage the sale & keep the client engaged.
Nothing works better though than a real example, Brett over at PrimePhysique has kindly given the ok to use one of his recent sales as an example. Some of the more sensitive info in the email is blurred out.
Below is a screen shot of an actual customer payment email receipt. The sale was for $8,640 split into 12 installments - 144 personal training sessions.
This is the actual automatic monthly email update to the customer after an automated credit card payment was processed for payment #2 of the commitment. Lets examine this in a bit more detail.
Firstly - the package is well designed - It’s PT 12 sessions - 3 per week (3 x 4 weeks in a month = 12 sessions). It’s a package that is designed to fit with what a client understands. “To meet your goals you need to train 3 times a week…..here’s our 3 times a week package” - that’s something a client can understand.
Then, “You need to train for 12 months to achieve your goals”…again something a client can understand, especially if some of the client tools in ClubReady are used to demonstrate why it will take 12 months.
Now, if the client had been asked to cough up $8,640 then unless it was Bill Gates wanting to lose some weight - the chances are the client would choke at that point & the response could have ranged from “You’re crazy…” through to “ok - let me get back to you on that”. But - what Brett has set up in ClubReady is a 12x multiple of that package - at a discount price. So instead - the sales process was - “by committing to 12 months you can pay every month and you get a discount” - that is a lot easier sell. Plus…”look what tools we provide you for this fitness journey - your own wellness login - we are here to support you every step of the way and we want to make it easy for you”
So, the sale was closed. The clients credit card was entered into ClubReady. ClubReady also generated a pdf personalized contract that detailed the 12 month commitment & the client was immediately then credited all 144 session to be scheduled out for 12 months.
Now - every month - ClubReady automatically charges this clients card the next installment without the club having to do a thing, the client gets an update email on where he is in the 12 month agreement. The client can also see the status, download his contract, download a pdf receipt for every payment, manage his 144 scheduled sessions (cancel, reschedule, book), access his fit evals, track his food, keep motivated and more - all from his personal login. Everything he see’s is branded to PrimePhysique - the client has probably never even heard of ClubReady.
Not every sale will be as high as this example of course, but the process works - the clients are blown away & the clubs bottom line loves it too.
