Mobiles Phones & Emails Get Results   Message from Lou Holtz   Naomi Simpson’s Tips   Profits Start by Getting Clear   Message from the President   Overcoming Objections – Easily!   This Month’s Winner:	Win: FitnessBiz on DVD!   9 Steps to Becoming Remarkable   Need NEW Second Hand Equipment   Celebrate Christmas Now!   Between Now & Then

Mobiles Phones & Emails Get Results

Numerous studies have shown that social support and personalised feedback on performance are powerful tools for helping people stick with their programs. Research from ACSM highlighted the value of email messages for improving attitude, intention and exercise behaviour . In fact messages that had images provided even greater improvements.

Would this work for improving staff performance too?

Message from Lou Holtz

“Ability is what you’re capable of doing.
Motivation determines what you do.
Attitude determines how well you do it.”

Naomi Simpson’s Tips

As the founder and Chief Experience Officer of RedBalloon Days, Naomi Simpson has some great tips for any business person:

• Business is a people sport. Try and meet your customers face to face.
• Be straight with people and do what you say you’re going to do.
• Marketing is a journey and not a destination. Consistency is king. It is not about the big ad or the great idea – it is about execution.
• Stay in touch by spending time on the phone speaking with your customers and suppliers.
• Remember to celebrate what is working. Positivity creates positivity.

Profits Start By Getting Very Clear

With the world going through some challenges, there will be an impact in our businesses, so begin by asking yourself questions like:

"What are my most profitable business activities for me right now? Are they likely to remain consistent and keep producing in the current environment?"

• Consider if doing only the most profitable service/product delivery is enough to support you?

• This is important... just because you've been in a business or you want to be in a business... is not enough of a reason for the business to exist.

• Don't delude yourself. If an activity produces below average returns on your investment of time, money, energy, or resources - dump it. Don't wait.

"What are my EXACT costs each month - and what can I do without?"

• You must know to the cent... no kidding. How can you possibly know what you're aiming for unless you have your exact monthly target in mind? In this environment, no guessing is allowed.

"How can I sub-contract and hand off all work that doesn't directly produce a profit"

• You must overcome the loss of your help by not consuming your time with administrative tasks such as doing paperwork, sales tax, accounts receivable, accounts payable, etc. - that can easily be done by other professionals and specialists "as needed."

"How can I leverage my tangible and intangible assets to profit in different ways?"

• Here's where you can start to get creative - and harness your business in ways you might not have considered before.

Message from the President

This month I read the following from Clate Mask, the President of Infusionsoft . . . and wow how basic and yet profound . . .

It seems every time we turn around, someone else is talking about the devastation of the economy. If you're listening to the constant noise of the economic crisis, you probably feel a little uncertain about your business. But for those who truly understand the power of follow-up marketing, you should view the current economic situation as a great opportunity!

The old ways of doing things is over. Old advertising tricks will no longer work. Cold calling is becoming less and less profitable. What worked yesterday is not going to work tomorrow. That has never been more evident than right now.

But you don't have to be hindered by "old" methods. The one thing that will continue to make a difference and help you fly through this challenging time is follow-up marketing.

As you repeatedly connect with your customers and prospects, you will continue to grow your business. Even when others are letting go of employees or shutting their doors.

Don't let the economy be a pain point for you. Let others worry and panic. With the right tools, you can consistently, effectively follow up with your customers and prospects and grow your business now!

Good advice!

Overcoming Objections – Easily!

Objections to membership sales can be viewed as the most difficult part of the entire sales process for a health club sales person. This is especially true if the objection is viewed as an obstacle rather than an opportunity to help the guest get the results they are looking for. Here are some suggestions on how to handle health club membership objections effectively.

1. Hit them early! With the effective use of a needs analysis, always try to anticipate objections early in the health club tour and membership presentation. Too many health club sales people wait until objections come to them instead of trying to anticipate what they will be. Eliminate the objections as you go along, and the membership process will be much easier.
   
   
2. Never rush your response to a guest's objection. Hear them out. Listen, even if you've heard it a thousand times before. Health club salespeople often respond too quickly and actually will over-talk their guests in these situations. This will often create friction with the guest which will likely lead to them not joining your club.
   
   
3. Repeat the objection back to your guest. This will buy you some time to think, plus it will also show that you are interested in what they have to say. It will also help you to be sure that you understand exactly what the guest is saying. So always finish with a question to have them confirm you understand their objection.
   
   
4. Stalling tactic to committing. Don't forget that that an objection to joining your health club is many times a "buying signal" because the guest still has questions. If they had no interest in your club or in joining, why would they still be talking to you?
   
   
5. Smoke screen or for real? If you think a guest's objection is just a smoke screen, ask if they are interested in your club and in getting results. Smoke screen objections can be a real time waster for health club sales people, and even the most seasoned health club professionals can fall into this trap. Some club guests will feel overpowered by a confident health club sales person and their only escape is to create a "false objection" to joining your club. A simple way to rid yourself of this problem is by further probing in order to make sure that the objection to becoming a member is genuine.
   
   
6. Don’t give up until #3. It is important to remember that, statistically, a minimum of three objections are needed before a person will buy. However, many health club sales people give up after the first objection without realising that this person would have joined their club if they had persisted a little more.
   
   
7. They are part of the process – part I. Objections are simply part of the health club sales process. Without them, there would be no need for salespeople and you would be out of a job. So don't let them stop you from reaching your goals. The true health club professional doesn't ever let objections get in the way of end goals.
   
   
8. Listen. Listen carefully to objections you receive about joining. They will hold valuable clues about the guest's needs and desire. A real objection can often reveal important information that is worth noting because even if your guest doesn't buy on this occasion you may know what buttons to push the next time you speak to them.
   
   
9. Needs based tour – which means practice! The better your tour and the better your membership presentation, the fewer objections you will hear - it's that simple. It's important to give your presentation in a way that your guest clearly understands. This will help you avoid objections that arise from not clearly understanding what you have said. Practice.
   
   
10. They are part of the process – part II. It wouldn't be sales if people never objected. Many guests who join your club simply enjoy the "going-back-and-forth element" of buying – this helps them think and/or justify their purchase – and health club sales people should be aware of this.
    

The Winner is: Narelle

Thanks to Narelle from Club Synergy In Tamworth Australia for sharing the Active News with her friends. It is so exciting when we see who forwarded our e-news to people. So thank you to the following people this month:

• Amber from Bodycare Health Club in Western Australia
• Christina from Healthmates in NSW
• Glyn from the YMCA in Australia
• Glen from Bliss Fitness Systems
• Tania from MSAC in Victoria
• Brian from Village Fitness in NSW
• Simone from Australia
• Deaglan

			Win: FitnessBiz 08 on DVD! To coincide with the launch of FitnessBiz 08 on DVD, this month you can win the DVD’s of this year’s presentations. You will receive tools, strategies and ideas to: Find and keep quality staff; Market your business; Keep your staff and members focused on their goals with NLP based goal setting exercises. All you need to do is forward this email to your friends, work mate or industry peers and you will go in the draw! So forward it now and you can win! Your investment for the DVD’s is $175, so this is a great prize! Simply forward this email to a friend or staff and you will go in the draw for a chance to win! You can buy the FitnessBiz 08 DVD now for just $175 but order by the end of November and you will receive FREE ‘21.5 Marketing Strategies That Produce Profit’ DVD – Justin’s session he conducted at IHRSA this year. That is 4 DVD’s to help grow your business for $175! To secure your copy, email our Team now.

9 Steps to Becoming Remarkable

This month, we saw some profound words from John Singh:

1. Remember, half-knowledge is dangerous. It takes you nowhere! At times, it may be beneficial but in a long run it will always prove to be disastrous. So, first tip is - be hundred percent committed towards your goal. 
   
   
2. Becoming remarkable doesn’t mean what you feel about yourself. In fact, what others feel about you? If people are not passing comments, it means you are average, and average is for losers.
   
   
3. There is a wide gap between being noticed and remarkable. An individual can get noticed by wearing funky pink dress; loud earring etc., but it won’t make him/her remarkable.
   
   
4. Radicalism in the quest of becoming remarkable is not a crime. In fact, “passion for success” is intrinsic, world has several examples of “odd man out” people - only those individuals succeed or becomes remarkable who has the zeal to “face of the crowd” and not be the crowd itself. Celebrities have fans, not because of their good look, but because of their remarkable talent.
   
   
5. “When going gets tough, the tough gets going”, remarkability lies in the character of a person. Those who are brave-hearted, determined, indomitable….they never give-up their mission incomplete, be whatsoever the consequences. In contrary, they spring into action against the challenges.
   
   
6. Remember! Change is resisted by the society. Don’t get stuck by others behavior, even Copernicus was penalised for uttering unconventional concept on the solar system. It is inherent tendency of the people to accept changes, but after some time-gap. Nobody in this world can please everybody, so just get focused to your goal. Achievement is the only route that makes you remarkable.
   
   
7. “There is always a silver lining even in a dark cloud”. Victory and defeat are two aspects of the same coin. In fact, the person who wins the battle of nerves is remarkable and self-controlled. Such people are not afraid of anything as they are more focused about their passion and dreams rather than problems. Hey, failure is the price of ambition and if you are not failing a few times a year, you are not challenging yourself hard enough and you are not growing.
   
   
8. Incessant change is the law of nature, fame and fad passes with the time. So, don’t brood over the spilt milk, strive to achieve another. Constant achievement is the only way to maintain one’s status of being remarkable. Punch above your weight, all the time!

Need NEW Second Hand Equipment.

Celebrate Christmas Now!

This month order any of the Active Management products will receive one of our DVD’s FREE!! Just select which item interests you and order it . . . but only until the 10th December!

• Christmas Promotional Marketing – Information sheet
• Birthday Cards – Information sheet or Order Form
• Thank you Cards - Information sheet or Order Form
• Dunny Door Advertising - Information sheet or Order Form
• Everything you need for Lead Boxes - Information sheet or
• Order Form
• FitnessBiz 08 DVD
• 21.5 Marketing Strategies
• Mystery Shopper Service
• Coaching with Justin – Info sheet

National Growth Seminar

Last year, I attended an awesome conference and I highly recommend it for any business of any size!  In 2009 you can experience a sensational opportunity at the National Growth Seminar – designed to help your business grow!  Click here for more information.

The fee to attend the Growth Summit will be at the $1195, if you register by Friday 19 December 2008. You will get the Group Special price of $1150 & $495 for the 1 day Workshop. If you have any questions call Jane at Business Connect on 02 8399 0044

Between Then & Now

WOW . . . since the last e-news I feel that so much has happened! I conducted 4 Round Tables where everyone was simply BLOWN AWAY by my presentation on the potential of Brain Fitness. For many a light bulb went off, in order to find a new and powerful way to market their product.

I have to admit I leave my Round Tables feeling energised and motivated. These business operators are powerful thinkers and are forging new paths in the industry. No more evidence is needed than:

• Southern Cross Health Club winning ACT Fitness Business of the Year;
• Personal Best Fitness being awarded Tasmanian Fitness Business of the Year and the owner Amanda who won Tasmanian Fitness Professional of the Year;
• North Adelaide Fitness Centre winning the South Australian Fitness Business of the Year;
• First Choice Fitness won Local Business of the Year and the owner Bianca won the South Australian Fitness Professional of the Year.

Note: If you want to join a Round Table we do have some places, so drop me an email now or at least check out What is a Round Table?

I also had the enormous pleasure of presenting at the IHRSA Asia Pacific Forum. My first time to Shanghai was amazing. What a great city and wonderful people. And more importantly, what an amazing fitness industry in China. While they cannot do dues owing to the banking regulations, the clubs are fantastic. They are high service, clean and eye opening. I was amazed at how great they were. Congratulations to all my new Chinese friends on a wonderful industry.

FYI – 4 of the 9 presenters are members of the Rex Round Tables! Another example of being in great example of the powerful thinkers involved in Round Table.

For me . . . I am now home until mid-January when mid-January when I head to India with IHRSA to do a 3 city tour. Again a new country that I haven’t been too, so I am very excited. But between now and then, we should welcome a new member to my family . . . more next month!