The Game with Alex Hormozi - How to 2x your show up rates using only your voice🎤, And how my sales team always DOUBLED sales in every market they were in on these 5 days. | Ep 64

Episode Date: July 7, 2018

"You'll speak differently. They will hear you differently." Today, Alex (@AlexHormozi) talks about increasing show-up rates and double sales using the power of scarcity and urgency. He shares his experience of how his sales team always doubled sales in every market they were in on the last five days of their stay and how this could be applied in any industry to maximize the likelihood of customers showing up.Welcome to The Game w/Alex Hormozi, hosted by entrepreneur, founder, investor, author, public speaker, and content creator Alex Hormozi. On this podcast you’ll hear how to get more customers, make more profit per customer, how to keep them longer, and the many failures and lessons Alex has learned on his path from $100M to $1B in net worth.Timestamps:(3:39) - Scarcity and urgency doubled sales.(6:39) - Salespeople's belief drove urgency and results.(8:30) - Remind customers of goals, create scarcity and urgency.(8:59) - Believe in scarcity to motivate customers.(9:43) - Remove reschedule option, double show up rates.(11:03) - Approach sale with conviction, double productivity.Follow Alex Hormozi’s Socials:LinkedIn | Instagram | Facebook | YouTube | Twitter | Acquisition

What's going on, everyone? Happy Tuesday. Welcome to the High Ticket Secrets Group. And today I want to be talking about, or I'm going to talk to you about, how to two extra show up rates and how my sales team always doubled sales in every market they were in on these five days. This is a story that I tell probably every single day I am on the sales coaching calls for gym launch.

And I tell it every time because it is worth telling every time. and so let me enjoy. So for those of you don't know, so gym launch, before we created the business that we have now where we showed gym owners exactly how we filled up gyms, I actually started filling up gyms first, right? So it's a crazy concept.

I actually filled my gyms, right? We had six of them, filled those. But then I was like, hey, let's take the show to the road. Let me see if I can fill up other people's gyms, right? And so I started flying around and going from market to market, 28 markets in total on my own with my wife going out and literally setting up a tent outside of gyms in the middle of nowhere and turning on ads and selling 100 people on average in a 21-day period at a $500 ticket. And these were guys, these were markets where people were selling $100

memberships and struggling to do that. And I would tell them that this is what we were going to do. And they were like, well, good luck with that. And I was like, okay. And it's kind of shows the power of belief. But anyways, that's not the point of the story. The point of the story is that after we started doing that because we wanted to make sure that it works in every single market before, you know, we would, you know, really invest even more money into this. After we had done that, we started to hire a sales team. So in the first month, we hired the sales team. I went right out the gate, you know, swing in and we hired six guys right off the bat. And so we started six gyms at the same time where I'd fly a salesman out. We put them up in the hotel. We pay for the rental car, pay for the flights, pay for everything, pay for ad spend, pay for commissions, right? And then still with all of that, we put them up in the hotel. We pay for the rental car. We pay for the flights. And then still with all of that, we put them. We put them. And then still, be able to make a profit. And so for those of you were doing rough share companies, you're leaving a lot of money on the table.

Let's put it that way. But whatever. Anyways, the point is this, is that the way that it had to work was that they would be on site for 21 days, right? It was three weeks on when we walked out. That was the deal that I had with the sales guys. And so they would stay there for 21 days. Usually they're younger guys, but some of them were married, which is why we ended up

switching wherever that model because it was really hard on them. But in the first two weeks, they would always have. like in the neighborhood of like, you know, 50-ish percent show rate on their appointments, right? And I could say whatever I wanted to in like in terms of all the different things that we do to get people to show up. Because when I had done this for me, I always had around a 70 percent show rate. And so I was like, what am I like, what are we doing here? You know, like how can I isolate this so that we can repeat it, right? Which is why all the testing that we put into this stuff before we gave it to anyone was valuable because we spent lots of time and money figuring it out.

but what we ended up doing was and so the last week invariably sales would always double all right so that's the last five days to answer the headline and so the last five days of every campaign the sales would always double right and i started looking into it i'm like why are the sales doubling in the last one i'm like what am i how can i just have those last five days like for the whole time right so like a lot of times the guys would do literally 50 sales in their last week so they'd do 50 in their first two weeks and then about 50 in their last week so for those you're not like Like, for those of you keep it score at home, that means they're doing $25,000 in upfront sales in their last five days at these gyms. Okay. So if you would like to have this, then you should probably listen. And so the only thing that they actually changed, right, between the first 14 days and then the last week of them being at the gym was nothing. And the only difference was that they knew that they were going to leave. Because if they could not get that person in the door by the time that they, left, they would not get the sale. And so what that does is it creates two things, scarcity and

urgency, right? But the difference is that people talk about scarcity and urgency, but they don't believe in the scarcity and urgency that they're actually doing, which is why the best type of scarcity and urgency is real scarcity or be good enough to under like to fool yourself into believing that it really is real. But there's, in my experience, there's nothing better than the real thing. So how did they get these people to show up at twice the rate that they were, would in the weeks prior. The script didn't change, right? We didn't change the script. There was no script scripting, you know, whatever, right? The only thing that changed was how they said it, was their voice, was their intonation, was their tonality, was the pauses that they had, and then the eventual

conclusions and how they talked about how they were going to get someone in the door, right? And so if you're thinking, like, if you're like, hey, like, think through this as you're saying, like, as I'm saying this. So you're on the phone with, you know, a prospect and she's like, you know, I can't really make it in. I'm really busy this week. Can you find a time for me next week, right? If you're like scarcity mode gym owner, then you're like, oh gosh, I don't want to scare them away. Yeah. Yes, yeah.

We can find a time next week. That's fine. You know, does next Tuesday work? You know, and just FYI, one of the first things I'll tell you if you do end up joining gym launch is that same day next day next day. That's it. Same day next day. If they don't do same day next day, don't schedule the appointment. Because if it's not same day next day, the likelihood that they show up on that third day is way, way, way.

way, way, way lower. Okay? And so you might as well not schedule them and then confront it as an obstacle on the phone call to get them to do same day next day. And the easy overcome for that, I'll circle back to the finish of what I was just saying, is, well, what time were you going to, what time were you planning on working out? And then they'll usually tell you a time, well, I was planning on working out after work. Okay, what time you get off work?

Five, cool. How's six o'clock? I got an opening there. Right? You just come back at them. And a lot of times you can get someone scheduled that way because you're asking through a different vehicle. And if they're like, well, I can't make it, you know, tonight or tomorrow.

I'm like, girl, then when are you going to work out if you can't make it two days? We're like, how many times a week you plan on working out? They're like, well, I'm trying to work out. I'm like, well, at least three, right? So every other day? Well, then which of these two days works? And then, and this is here. Here's where the tonality shifts, like, I'll stay late for you.

All right. I end my shift at six. I was like, but I'll stay at seven. Can you make it a seven? Moza Nation, real quick, if you are a business owner that has a big old business and wants to get to a much bigger business going to $50, $100 million plus. We would love to talk to you. And if you like that, we would like to hear more about it.

Go to Acquisition.com. You can apply anywhere on the page and talk to one of our team and see if we can help you get there. And so it's the way they would talk about it because they knew that if they did not get this, if they could not get them to come in, they wouldn't get the sale because after that Friday, that last Friday, they were on a plane home. They weren't going to get the commission. And so they would do everything in their power in the way they talked about it. They're like, sure, I'll come in early.

I'll come in late. Like, I don't know. I've got two appointments at this time, but can you come in? later can like they would they talked about it like they believed what they were saying because it was actually true and so to me that's fascinating as a marketer because nothing changed except their belief in the fact that they knew they were going to leave and that there was no way for them to actually see this person and so if you can double sales simply by the fact that you know you're not going to be able to do it later why can't you apply that same concept even when you do know you're going to

be able to do it later right so you should do that Now, here's a belief that I would give you that is valuable for you if you struggle with this. One, the likelihood that someone actually shows up if they, let's say they schedule four days out. Okay. The likelihood that they show up is 25% or less. And that's if you're like really lucky if it's four days out, okay, even with all reminders in the world. So now you have a one out of four chance that they show. And let's say you close half.

Okay. So now you've got one out of four that they show. and then another 50% cut on that. So now you have a 12.5% of this person actually closing, right? And so because this person has to reschedule, then show, and then close. There's a lot of hoops that has to happen for that person to actually become a customer. And so if you want to actually help this person, then you need to understand the psychology behind someone who is just barely dipped their toe in the water.

They were taking a poop. They swiped right, whatever. You know what I mean? They opted in for, you know, a challenge or whatever it is, your Facebook ad. and like they just put this much effort into it. And for them, they psychologically feel like they accomplished something just by saying that they signed up for the gym, right? But the reality is that for us, that's where the story begins for them.

A lot of time, that's where the story ends. And so what we need to do is take them through this huge journey to get them actually show up the gym, right? And so you need to awaken that in them by providing what, scarcity and urgency and actually reminding them why they even signed up in the first place, right? And so, man, I totally lost my train of that. But the point of this is that the belief that you need to have, there it is, the belief that you need to have for yourself and for your salespeople and for your appointment setters or for your, for your,

for your front desk, for them to get people to show up and be able to exhibit that kind of scarcity is that it really is scarce. Because if they don't show up tonight and they can't schedule an appointment tonight or tomorrow night, the likelihood that you will help them is 12%. Right. So if it were me and I say that I want to help people, right, then I need to do as much as I humanly can to help them, which is like the first part of that is to get them to show up. And so if I need to create artificial scarcity in order for them to take action in order for me to help them, I'm willing to do that because I know that for them removing, remove like removing the option of saying, hey, we don't do reschedules.

If I can double show up rates by saying that we don't do reschedules and then not doing them, well, great, that cuts down my work. and then it also helps me help twice as many people. That sounds like a win-win, right? And so if you can use these types of little strategies, and then really the main one is the belief that this person cannot schedule today or tomorrow, right, that you can't see them.

And if you actually confine yourself to that window, you will talk differently. You will speak differently. They will hear you differently. And then the likelihood that they come in, the likelihood that they sign up, and the likelihood that you can actually make an impact in their lives is dramatically increased.

And so hopefully that was valuable for you. But show up rates are a huge thing. I mean, even doctors, whatever, like everyone struggles with them and no matter what industry you're in, right? Not struggles, but like, I mean, show up. No shows cost time, right? And so if you come at the angle of like, I want to help this person and I need to maximize the likelihood that they show up. And the thing that I need to do is you can implement the exact same thing that my sales team did accidentally. which was believe that they were going to leave and never see them again.

And so if you actually can slam the door, right, and do that with confidence and conviction because you're actually helping them by saying, we don't do reschedules, please confirm your appointment. And the only reason we don't do is because we want people very serious. Does that make sense? You know, they're like, yeah, I get it. Right. When you slam the door, you double the show up rate and then you help more people.

Now, just here's a quick side note for that. I had Chris and Robin Barnett, who did our Funnel Hacker TV episode where we launched a gym in Boise, Idaho. They did 171 signups in 19 days. If anyone would like that, right? If anyone's curious, I spent nine grand on the campaign to get 171 signups. Do the math. Still worked out well. Got to spend money to make money. But what happened? Their last week, same exact thing happened. Their showup rate double. They went from 45% almost double. They went from 45% to 70% showup rate. And the only thing that happened is they said,

we can't do reschedule, we can't do it next week. You have to get into day. Otherwise, you're not going to be able to do it. And so just like that, they were able to double the productivity of their funnel of this entire process by the belief that they had in their voice and the way that they were approaching the sale. So I hope this was valuable for you.

I hope the two stories of my sales guys and Kristen Robin Ornette was useful. I promised you that same to next day. If you can confine yourself to that window, you will ultimately help more people by making them confront the fact that it will take time and that they do have to find a time that works well for them and just ask them when were you planning on working out anyways and then you can usually get in the backdoor that way to find a time all right um lots of love have an amazing day happy Tuesday right