Transcript The Reverse Marketing Funnel

How to Launch Your Profitable
Health Club Fitness Bootcamp
TODAY!
How to Capitalize on the Easiest &
Cheapest Lead Generation Source…
REFERRALS
The Reverse Marketing Funnel
The Reverse Marketing Funnel
The Typical Approach to Marketing
The Reverse Marketing Funnel
Characteristics of the Typical Marketing Funnel:
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Expensive
Cast a Big Net
Need To Qualify
Cold Leads
The Reverse Marketing Funnel
The Reverse Marketing Funnel:
Lead Generation Made Easy
The Reverse Marketing Funnel
The Way It Works:
1.Every guest is asked for leads
2.If they provide 3-5 leads – they are rewarded
3.You contact the lead with a ‘gift’
4.Once that lead becomes a guest - repeat
The Reverse Marketing Funnel
The Benefits:
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Makes referring new business easy
Builds your list FAST
Multiplies every marketing activity
Provides you with warm leads
Immediate gratification for referrer
The Reverse Marketing Funnel
Example Script:
“I truly appreciate you choosing (Your Camp) to help you reach your goals. Now
that you are a member of the (Your Camp) family, we’d like to offer you the
opportunity to share your experience with your friends!
Because of this, I’d like to extend a special offer to you. If you have anyone in your
family, or friends that you think would also benefit from our programs, list them
here and we’ll call them and offer them a 14 Day Trial Membership as a gift from
you.
Plus, as an added bonus, if you provide us with four referrals that we can invite in,
you will receive a free (Your Camp) T-Shirt as a gift from us.
So let’s go ahead and fill in this card, and then we will call the people you
recommend and invite them in as your guest.”
The Reverse Marketing Funnel
Call the phone number for each lead the same or next business day you receive it.
“Hello, this is ____ from (Your Camp) here in (Your Town). How are you today?”
“That’s great. The reason for my call is that one of our new members – (NAME) – recently received a gift 2
week membership that they could provide to a friend or family member they thought would enjoy our
camp and they chose you to receive the gift.”
Follow up with appropriate rapport-building questions and responses to lessen the shock of going right
into a pitch. There is a difference between this call and a regular information call in that you initiated the
call and have probably totally surprised the lead by contacting them.
So take a few more seconds to converse with the lead and then close the call appropriately using this
approach:
“I have an opening today/tonight/tomorrow at ____ or ____ to go through our camp orientation. Which is
best for you?”
“____, do you know how to get to the facility / park / etc.?” (Always give directions.)
“I look forward to seeing you _______.”
The Reverse Marketing Funnel
Maximizing The Reverse Marketing Funnel
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Ask everyone
Be assumptive
Make a good offer
Pre-Qualify with the script
Call the leads immediately and build tons of
value