Introduction

hello everyone and welcome to module 2 the Alchemy of free appointments so for most of you this is what you've been waiting for this is what you've been working for which is the database reactivation campaign and really sort of the start of everything the start of really getting into the market start of getting appointments the start of actually making money having sales appointments you know generating new members all of that stuff finally begins here and yeah I'm I'm just excited to kind of get into it with you guys I can't wait to see those results

popping off off from this uh for you guys make sure to post that in the Facebook group you know get the other members P pumped up as well show them that this works um and in this video I'm just going to be kind of discussing a little bit about the you know the database reactivation what we're going to be doing um but also just really kind of talking about why the why we do the do the things the the way that we do it right with um why we basically uh because we've discussed the database

reactivation and you've seen the messages you've tested the workflow I'm going to be uh showing you why this works and why we do it in a certain way so I'm going going to be talking about the modern consumer um and all types of other stuff so without further Ado here's what we're going to cover so we're going to discuss and how do we break through the noise of the 21st century as everyone knows and you know many of you may know that the 21st century is really people have never been more distracted um in history

right everyone has 50 apps on their phone people things are flashing up um every single second people are messaging Facebook Instagram it is incredibly hard to grab grab attention uh of a person of a prospect and make them do a certain action as you know a lot of you may know that it's just people are people can't focus anymore people don't people you know it's just everything is just so chaotic and we're going to show you how you can really break through the noise and sort of have a clear solid message that speaks out and

grabs the attention right so we're going to we're going to discuss that we're also going to cover the new way of booking appointments the way that we're going to be booking appointments the sort of the The Edge that we're giving you so you can differentiate differentiate yourself from every single other business owner out there every single other Fitness business owner um and how you can really really sort of master master this the master the appointment booking cycle which in my opinion is one of the most important parts of running a Fitness business as it is

there's a real science behind it and it can be really hard if you do not have a battle tested strategy at hand right um we're going to be discussing some common database reactivation outcomes so some things that'll be popping up a lot during the next couple weeks for you some terms that you'll um that you'll need to basically keep in mind um and really just discussing all of that uh the other thing is why do people no show and how do we prevent this as no show is going to be the number one thing that's

going to be annoying you um and it's going to be the number one thing that that'll be popping up for appointments right because we're going to get a ton of people to schedule create a ton of interest but of course because it's the 21st century people are going to procrastinate people are going to no show which is not show up to in an appointment right how do we prevent this and how can we keep a clear mind and how can we keep ourselves open-minded and you know not beat ourselves up when people know show and

I'll explain why people know show the real reason behind it um and how to stand out from your competitors as I know I've been talking to so many of you guys you know planet fitnesses and all these types of gyms opening up uh around the corner you know it's it's just because the Fitness business is growing so much you know your the competition is growing with you so how can we stand out how can we be sort of the light at the end of the tunnel for your um for your location right okay so first

thing is how do we break through the noise of the 21st century how do we break through how does our message stand out how do we grab the attention in this day and age while grabbing attention is probably the toughest it's ever been right so the most way effective way to grab a person's attention and booking an appointment with them is by reaching them via cell phone text this is sort of this is just the way it is now the days of email post all that sort of stuff is over the number one way right

now to get through to somebody is not even calling it's texting and in my opinion texting has you're you're you're more likely to get some someone through texting and even some sometimes meeting people in in person right um data shows that 95% of texts are opened within the first five minutes and email is only 20% so some of you might have some uh some kids or you know younger people around you maybe yourself you you have a maybe you have this problem right you know that whenever that notification whenever that Ding pops up on your

phone you grab your phone you open up the message or at least you read it right and 90% 95% of that happens within the first 5 minutes right and that's for most of the average uh most of the average people that's that's the case right data also shows that it takes the average person 90 seconds to respond to a text an email it's 90 minutes and this is why we are reverting to text only as we've tested all these things you know hundreds of times like truly and we found that email simply just does not

work anymore email isn't as powerful as it was 10 years ago but texting is becoming increasingly more powerful the more people stay on their phone which is increasing and increasing and increasing right it's basically I've seen people I've talked to people I've I've seen people having screen times of you know five six seven hours a day that means they they're on their phone 5 six seven hours a day which is practically almost half of the day right and that's why this is so powerful and that's why that's why we've basically done this database reactivation campaign

through through the phone right the average response rate for a text message is 45% an email is only 6% tell me when have you ever responded to a marketing email really think to yourself when was the last time you did that probably for most of you you've never but maybe you guys have gotten some text messages right so marketing text messages this is a pretty safe bet that you've probably responded a couple times as it really as a really you know email something that can you sort of it's um when you send a text message

to someone it really hits them in home right it really it's sort of it's a little bit intrusive but in a safe and ethical way and email something that people can kind of just leave around they they sometimes they don't even check it for weeks right but but the phone that's always there it's always in their pocket and you can really Reach people right and you know people respond to it just a lot more and with so many distractions flying around people will give priority to things that are close comfortable and convenient you know the

power of convenience cannot be understated in this day and age as that is what all that matters so why we the way that we've set up these campaigns the database reactivation campaign and also the other campaigns is that it's as convenient as possible for the Prospect and the prospect only not as convenient and comfortable for you because you're the business owner and you can take the extra pain as convenient and comfortable for the prospect right as they are not in this type of program they aren't looking to change they aren't looking of course they're looking

to change somehow with Fitness but they aren't looking to change themselves um you know push through the pain right they aren't they're not looking to do anything of that they're still in their comfortable their comfortable ways we are the business owners here we can take that extra pain that's why we've made this as comfortable for them for the Prospect and not for you so you have to keep that in mind right so whenever you think oh but I think this can be easier for me cut that out of your mind as the way that we've

set it up is not it's not to make it easier for you it's to make it as easy as possible for the prospect because we want you get we want you to get results and the way we do that is make it convenient comfortable for the prospect okay so the new way of booking appointments how what is the new way and you know why does this work so well so most people think the best way to plan an appointment is by making it convenient for the prospect by sending them sending them a booking link or

having them book into a calendar right in reality that might be convenient and comfortable for you but it isn't actually the most convenient method for the prospect you know I've heard this so many times why can't we just send them a calendar link you know automate it as much as possible make it as convenient as possible you know why because it does not work people do not want to click links because it it it removes convenience for them and I know it has convenience for you I know it's easy and comfortable but prospects do not

like it and it'll ruin your results you can test it if you want but I wouldn't even you know I wouldn't even test it because it just doesn't work most prospects don't even know how calendar booking software Works in a lot of average shows your prospects don't even have their own calendar I've seen this so many times because you know you might be in this business owner environment especially me I only work with business owners right and of course a lot of you are efficient you have your calendar you know everyone because you know we've

we got a lot of things flying around every single day and you know a calendar is the best way to keep track of everything but for a lot of people that are just you know that are simple employees you know and that that's fine of course not uh not saying that's bad but a lot of them they don't even have a calendar you know they wake up they know where to they have to go to work they know what to they have to do at work and they go home and they live their life a

lot of them don't even need a calendar so why would you be sending them calendar links and and booking softwares and stuff like that right remember the convenience factor by simply sending them a link you've now immediately put your business and offer into the not convenient section section or even worse I'll do it later area right by sending them a link instead of them just simply asking what time is good for you you've put yourself in the GH I'll do this later GH okay a link yeah okay I I'll get to that later that's why

you do not want to send website links pictures anything that puts the prospect out of the text application into something new in an internet browser that's why we revert back revert from links and we keep it in text only right that's the thing okay so the new way of booking appointments you will stay on the path of being completely 100% convenient for the prospect right it needs to be as easy as possible and a baby needs to be able to schedule an appointment with you it needs to be that easy you have them you have

them stay you have you need to have them the spelling there is a little off within their text applic application the prospect needs to stay within within the text application and they never need to leave okay so no links websites softwares videos YouTube links Etc okay text only because it works 80 to 90 90% of this luckily will be automated but that 10% but the 10% that isn't automated is where you get personable with the Prospect and separate yourself from the crowd of course there are ways to practically automate 99% of everything but we aren't

turning into robots here with this program we are we are automating the things that are unnecessary to do yourself manually and we are making the and we are personally doing the things that need to be personal as it will increase your results as people do not want to talk to robots people want to talk to real people and trust me the more personal you get with clients and Prospects the higher your show rate will be and the easier sales will be as well and that's why we have that sweet spot of 10% manual work which

is responding to me responding to clients about your business you know understanding their problems talking to talking to them in real time without any added robot messages right because that's what that's what changes you and that's what will CH that's what will um that's what what will have you beat the competition as anyone can automate everything right but finding The Sweet Spot between Automation and manual work is this program right here and what we've shown you okay and this the same for using a 10 digigit phone number versus a short code bot looking number right

always use real numbers we've done this in the high levels we've done this in high level right we've set up a phone number with your area code and you've probably had this marketing text where that you don't even see what phone number that you know you don't even see what the phone number is it's just some sort some some name of the company right or something or some just some weird code and it may and it completely ruins the personal effect it has on the client as they want as people just want to see a

normal number they want to they want it to be human they want something to call and they want it to be easy right okay and it's just do not set set your set your phone number up to be your company name I know that it might look great for you and you might think that works no real numbers only people want to be talking people want to be talking to real people here okay so common database reactivation outcomes so you're going to have the no-show someone who books an appointment with you and doesn't not show

up for that appointment you're going to have the cancellation someone who books an appointment with you and tells you before the appointment they are they are not going to be attending you're going to have ghosting ghosting is when someone no shows for an appointment and then never responds to any of your follow-up messages or ever engages with you again the ghosting can be a pretty heavy emotional toll but understand that it's not you it's the Prospect and their emotional barrier they have with you okay ghosting is going to happen this is the 21st century look

guys we are Northville Consulting gets ghosted a lot as well like business owners even ghost it's not just normal people that's just the way because it's so easy when things just start to get a little uncomfortable to just not respond right it's just so easy to do that because you get the opportunity to because you can just turn off your phone right so that's going to happen and you just don't want to beat yourself up about it the other thing is going to be opt out or unsubscribes someone who directly tells you they do not

wish to receive further messages from you right this is going to happen a little bit especially with database reactivation campaign not really for New Leads and Facebook ad leads but for this it's going to happen as some people will just not be bothered they just don't want to get more marketing messages from you which is fine right and you're just going to Simply opt them out and they won't receive any more messages from you in the future right and no- shows and cancellations are two separate circumstances and should be treated differently the difference between a

no show and a cancellation is that the cancellation is the prospect actually took an action to tell you hey I'm not showing up that shows a lot more a lot more gut and a lot more interest as they they took the action they took a little time out of the day could even be a minute right and in this day and age that's a lot someone cutting out a minute to do something you know to do something like that and a noow is someone who has a little bit more emotional problems and a is a

little bit of more of a procrastinator right if that makes sense so the difference between those are very crucial right as you're going to get more no- shows than cancellations as there's more no-show procrastinators than there are people who actually cancel meetings right okay so why do people no show and how do we prevent this how do we prevent this as much as possible as there there's no way to 100% prevent this as some people just aren't ready to take action but how do we prevent this as much as possible so the single B biggest

reason people will know show is an emotional barrier they get cold feet and are nervous SL anxious about the meeting right the classic procrastinator this happens and you'll you'll you'll you'll uh face this a lot in the future trust me and you always have to realize that it's never you right it's never you un unless you're just being a a rude son of a on the on the text messages but if you if you're following the steps in this program and people still know show that's because these people have an emotional barri they're cold you

know they they get cold feet they're nervous they're anxious you know because they enter they enter a zone of uncomfort the um they get uncomfortable right and they procrastinate which is super normal in this day and age right so the way we prevent this is the more personal personable you are with a prospect the more they see and feel the human connection across the phone and the more likely they will show up for their appointment or at least cancel if something comes up look you have to realize that cancels are great right because that shows

that the person is still interested in some way that they took the time out of their day to actually cancel with them and cancellations usually will show up in in um will show up eventually no shows is a different matter as they didn't even message you to tell let you know that they that they you know weren't going to show up so it comes out a little bit of a different action um sort of a different step-by-step plan with that right so that's why we have this 10% of manual extra work with it as that

will the more personal you are personal you are with these people right the more the higher the show rate will be as I can try tell you right now the more you automate certain things the higher your noow rate will be because people do not feel that human connection and will and it will feel easier to them to no show right as they're talking to a robot anyway so who cares if they know show right they're not talking to a real person but the more that they feel like they're talking to an actual person who

has you know a daily life too who's really looking forward to them showing up the higher your show R will be trust me so try to be as personal as possible if you have some extra time try to you know respond to some messages you know with some added dialogue stuff like that with the reminders in place so this is an extra thing that we'll do to that we'll have to prevent this and this is an automated action with the reminders in place people don't usually know show because they forgot right forgot like um yeah

like you'll get this sometimes you know you'll send out five reminders and then you know the you know the day after the meeting they'll tell you they forgot which trust me 99% of the time they did not forget like people are on their phone constantly they knew the meeting was happening they just didn't show up they know show because they are scared anxious or anxious about the meaning an emergency uh an emergency comes up or they just don't care SL it's no longer urgent for them so that means that they don't appreciate the need for

services on their health and fitness right and these things that's sort of the some some the most of the most uh most of the time that people know shows really just because they're scared and anxious and they're procrastinators right some some some of the time and this will happen so that's why you'll never you'll never want to doubt the reasoning of a client as it can backfire but sometimes emergencies happen right people have kids people have jobs things happen in daily life right that we don't have on under our control and sometimes it's just no

longer urgent sometimes they just don't care and they're just no longer interested and that happens and that's fine right there's not nothing you can really do with that um the best thing is just to focus on the people who are still interested right so this is why no matter how many follow-ups you have or how many reminder notifications you send them people will still know show right you can send 20 reminders you have to realize that it's not because because that's what a lot of people think in the beginning is oh they just forgot that's

why people know show that's the main reason no it's procrastination that's the main reason people lie okay they'll tell you they forgot in reality they procrastinated okay so that's why you don't want to add reminders that's why you don't want to add you know just an exorb an amount of reminders to your campaigns um because of noow because you want to improve noow rate right because you have to realize that it's an emotional thing and it isn't just a technical thing like like forgetting a meeting so people will Al always no show there's no way

to prevent no- show it's going to happen just be ready for it know what to do okay then the last thing is how to stand out from your competition from from your competitors right so understanding cader towards the fact that you know the main reason they won't know they won't show is because of an emotional back when you understand that when you understand that it's something emotional which can which can be very deep inside of the prospect instead of something technical your noshow rate is going to improve massively as you'll be talking to prospects in

a very different matter if they get personal or address concerns they might have experienced in the past truly care about them and take time to address those concerns the more you care about these prospects individually the more the more time you take out of your day to respond to these messages with as much care as possible the more they will feel that and appreciate it trust me once they actually feel human connection and actually feel that you care about them your no show rate is going to improve massively right so personalize your messages and this

is covered in the automated messages as well but also in the templates but just some examples so you can kind of keep that in mind so keep don't sound like a robot reveal people here use emojis right so so for example I've saved the spot for just for you just for you I've saved this special spot CU you're special right and I care about you sounds a little cheesy but trust me this works I'm looking forward to meeting with you I'll be waiting for you at the front just that added message I'll be waiting for

you at the front adds so much extra power to that and will massively increase show rate and massively make the feel client feel like he's carful I'll be waiting for you at the front Okay using emojis and smilees text with these people and message these people like they're your friends and your family because they are and they will be I hope that you have a gym environment where you care about every member and you know you treat them as such so do the same for these prospects use smilees and emojis talk like a normal person

don't sound like some corporate big head right uh don't big head is not even a an insult don't sound like a corporate dick okay to put it bluntly Etc stuff like that this isn't you know this isn't rocket science you guys understand what I mean here be real with these people letting the prospects realize you're not a bot like everyone else but a real human being on the other side look automation every company eventually is going to be using Automation and you know setting up some automated messages that sound like a robot are super easy

to do that's not what this program is about you know it's not the automated messages that that make this program so amazing it's the exactly that 10% of personal that makes this program so amazing and that's what we'll that's what we'll have you stand out from your competitors as the more automated everything gets the more personal we will get with our prospects and the higher our results will be right if they're going to make conscious the conscious decision to no show and not even let you know you want them to feel bad for blowing you

off and I don't mean be don't and I don't mean be rude like hey you missed my appointment I cut out 30 minutes of my time my time is valuable all that sort of stuff like they don't care don't be rude don't be dick but say hey I was waiting for you outside I was I was I was waiting 10 minutes for you outside super um you know very sorry I missed you did something happen right let them know that you don't that you don't appreciate that they didn't that they didn't show but in a

kind way and that shows that you really were ready to take them in into the family right sort of your your family your members that's your family that's the best way that's the best way to grow your business is have every single member be a family member right be nice about this but also let them know don't just let don't just let them think oh no showing is completely fine he didn't even care show that you do care in your own way that's why we're not going to give you templates for this as that will

that would make it impersonal again okay so the more personal you get with each Prospect the higher your show rate will be and it will also make your sales process so much smoother okay more personal you are will increase your show rate but really try with every person treat them like a normal person don't treat them like a number right and trust me it's going to make your sales process so much smoother as a lot of people will go into the gym a lot of prospects and they'll already be ready to purchase a membership just

because you know they like you just because they really feel like they're cared for okay the pessimist sees difficulty in every opportunity The Optimist sees opportunity in every difficulty Winston Churchill all right guys move over to the next video had a blast making this one any questions let me know in that Facebook group and I'll see you there goodbye