How To Create & Use Testimonials That Stop People Dead In Their Tracks!!!
0 comments Posted by Frank Emanuel at 1:46 AM
Testimonials That Will Convert Even The Biggest Skeptics Into Trusting, “Ready-To-Buy” Customers!!!
I've always told my Membership advisors there are 3 main reasons why people fail to purchase.
1. They don’t want what you are selling.
2. They cannot afford what you are selling.
3. They don’t believe your claims about the product you are selling. (i.e. –They don’t believe you!)
So how do we harness these words of wisdom? Do we pack our advertisements & sales presentation books with tons and tons of written testimonials?
Fantastic gym! You guys have really created a wonderful place.
John F.
Incredible! Incredible! Incredible! Your weight-loss programs are incredible!
Michelle C.
Well, I used to think so but then I stumbled across afar more effective strategy that I just have to share.
I know what you're thinking OH! I got it Frank. You want us to get Before and after pics!
Well Sort of. But let's crank it up a notch. That stuff’s not believable. Remember, we live in world that’s full of lying, thieving, con men who will try to swindle you out every last dime you have.
How about a pic of your excited newly slimmer member holding a huge sign singing your praises.
A picture says a thousand words. (The messages on signs held are far more believable than the typical…
“Fantastic gym! You guys have really created a wonderful place.”
…weak, semi-believable, & lacking written testimonials that are so common place in ads!)
So how do we Collect “Testimonial Photos”
1. Whenever you are talking to an extremely happy/thrilled member… take notes and/or record your conversation with them.(Get Permission)
2. Immediately (while they’re still “in heat”) ask them if they wouldn’t mind taking a testimonial-photo for you because, “Boy, we sure live in a skeptical world here my friend. It’s good to hear that you believe in my club… and I could really use your help.” (9 times out of 10 they’ll be more than happyto take a few testimonial photos for you.)
3. Tell them that based on the conversation you just had with them that you’d like to put together a testimonial sign for them to use in the photograph. Inform them that you will first fax them a copy ofwhat the sign will say… so that they can approve it. After they’ve signed off on the “proof” of the sign, you will then need to send them the sign (already made) + a camera & instructions on how to take the photos. (Where you want them to stand, what you want in the background, how many people you want in the photos, etc., etc.) You must do all of this for them, otherwise, they’ll never get around to doing it.
Trust me on this. People are just too busy
4. Give them a postage-paid return box/mailer that’s been pre-addressed… so that they can easily return all the stuff to you.
It’s important for you to follow all those instructions; otherwise it’s unlikely that you’ll ever see the photos.
52 Easy Low/no Cost Marketing and Branding Ideas for your club.
0 comments Posted by Frank Emanuel at 5:51 PM
- Guest passes
- Flyer's
- Doughnut Box
- Bottled Water
- Take One
- Newsletters
- Banners
- Bandit Signs
- Crazy Inflatable Characters on the roof
- Sign Flipper
- Wrapped Car
- Live Remote Crash
- Open a phone book and call
- Healthy Recommendations sponsorship at Restaurant
- Pizza Box Sticky Note
- Door hangers at the cleaners
- Car wash
- Hold A Bridal Boot Camp
- Testimonials
- New Member Packets
- Perks Program
- CD/DVD Tour
- Trainers Client List
- Invite a Friend
- Give aways
- Internal Posters
- Open House
- Business of the Week
- Corporate Lunch
- Club Bucks
- Thank You Cards
- Birthday Cards
- Blog (Not for the faint of heart)
- You Tube Tours
- Website
- Travel Certificate
- Inet Radio Show
- Weight loss Seminar
- Point of sale Referrals
- Chotski Giveaway for referrals
- Referral contest
- Event Calender
- Group X Schedule
- Scratch offs
- Bar Promo
- Race day Stretch
- Health Fair
- Blood Drive
- Renewal List
- Google Profile
- My Space Page
- Chamber Membership
There are a ton of ideas out there that can be used even on shoestring budgets. If you have any questions about how to implement any of these ideas or the ton of others I have tried please email me a healthclubpro@gmail.com
Hope you have been enjoying your summer. Just wanted to write a quick note saying I am sorry that I haven't written much.
WHY?
Well I don't need to tell you their is a recession going on. Things have gotten a ugly - quickly for a lot of good people.
But for the last 4 months I have been burning the midnight oil looking for opportunities.
TURN LEMONS INTO LEMONADE !
During every recession and even depression there are those who were once successful - now at the bottom of the heap.
AND
Those who are smart enough to find opportunities that didn't exist before and turn it into lemonade ( piles of dinero)
THE GOOD NEWS is .....
I have found 3 or 4 of these opportunities and I will be sharing them with you over the next few months.
These aren't stratagies that "SHOULD" or "COULD" work. They are instead things that ARE working now.
I have invested thousands of dollars traveling the country meeting with these "under the radar" club owners personally to make sure they are the real deal. NO - BS here,
That's why I haven't been able to write more often--- Sorry
In fact I am involved in them personally and now I'll spill the beans to you as a loyal Health Club Pro Follower so you can get the results these folks to.
If nothing else- you should know about these programs and I am dedicated to bringing them to you!
Instead they created more specialized editions like "Chicken Soup for the Pre-Teen Soul" and "Chicken Soup for the Teachers Soul" and "Chicken Soup for the Dog Lovers Soul" etc.
The last time I checked they had over a hundred of these specialized titles. The result is over 80 million books sold. That shows the incredible power of specialization. We want something that is just for us.
So instead of advertising a mempership program, you could offer a special "Bridal Bootcamp Program" or a "New to the Neighborhood Program" or a "Teacher's Special" or "Special Membership for Real Estate Professionals", Etc.
You get the idea.
to everyone in the vacinity of your club you can focus on just getting
to the people you are targeting.
I do a lot of reading (makes me feel smarter than I really am) and I stumbled upon an interesting article those of us who sell memberships, manage staff or do any people-centric work should be aware of but experience tells me most are not.
In the past I've been turned on to all kinds of tips , tricks, and tactics by the guru's to get the deal, some are great and used frequently some are crap and should be left down in the dungeon from wince they came. But none are effective without the presence of one key factor......
Conversation Control!
A sale, by definition is transfer of emotion. So therefore, we must put ourselves in the best position for the exchange.
In all advisory work many words are exchanged (especially getting someone to prioritize a healthy lifestyle). It is therefore vital to have skills in managing conversations. Such skills can be called conversation control.
This does not mean manipulating other people’s natural conversation although it does imply giving it gentle pushes in particular directions from time to time.
The best way to be effective is to understand what you say and how you say it so you can influence others through your own example.
The essence of conversation control is your ability to manage your own conversation. This is not about overcoming objections or asking qualifying questions and uncovering hot buttons. What we are talking about is the ability to guide the conversation so you can do all of those things effectively.
Here is what you are trying to control.
when to be problem centered or solution centered
when to converge or diverge
when to emphasize facts or feelings
when to speed up or slow down conversations
how to identify cues and clues
how to summarize and move conversation forward
how to recognize, understand and appreciate, but assert your views
how to move from the past to the present to the future
how to manage win/lose aspects of conversations
In all of the various conversation dynamics the most important thing is to remember what the client says about him or herself. That is the key to raising energy levels; openness to your ideas and that is the key to action.
In giving advice, seek to help, not please your friend. ~Solon
Some excerpts from Source : Conversation Control Margerison C J (1988)
