One Month Membership Trial
In order to help more people experience the benefits of assisted stretching, as a temporary measure, we are offering a one month trial alternative to our normal two month minimum membership policy FOR SPECIFIC SITUATIONS.
We will continue the normal Stretch Zone sales process as a rule. This means;
Qualify prospects for demos well with KeyNotes
During Intake get to the root of their problem/need/goal
During the demo stretch help them understand how a monthly membership will help solve their issue and the value of consistency over months and maintenance over years
During Recap:
do they feel better than before they came in and want to come back?
do they understand the practitioner's findings for them and agree with the recommended number of times per week they should start with, how long they should continue, and that they can adjust their membership level monthly based on their needs?
do they know all the benefits of membership?
hour sessions possible
shareable/transferrable
sessions never expire as long as they are a member
can Freeze for $10 month admin fee if needed
can use credits nationwide with Stretch Zone
momentum builds in their body with consistency
AFTER THEY UNDERSTAND THE ABOVE THEN present pricing, overcome any obstacles or concerns they have about joining, and help them get started on our regular 1x, 2x, or 3x per week membership
If, however, a buying decision comes down to the fact that they will not join because they don't want a recurring membership, or if they want to see how they feel, ask a spouse, etc, we ARE now allowed to present a new option AS A LAST RESORT if people are willing to walk away without buying and if they have turned down the Day of Demo buying incentive.
Resist the temptation to get lazy here! Sales Associates MUST be skilled at navigating hesitations and selling recurring memberships. You need to be asking for the close more than once, in different ways, and working through concerns before offering the single month trial option. We should see these rarely, but it can increase our close rates!
The thought behind this is to sell the new member on staying with us over their first month!
If they are not willing to commit to a second invoice, but would sign up if they don't have to, the following steps must happen for them to take advantage of the One Month Trial.
The steps;
They must purchase the $360 or $480 membership level. Reality is that 8 sessions is a real minimum to make a significant change for them
They must sign the member agreement and activate it with downpayment that day (no post-dating).
The Sales Associate immediately sends the "action needed" email template to the new member through Work It in Club Ready (example below). This gives them something in writing confirming that they do not have to pay the second monthly payment IF THEY cancel by three weeks after signup. They cannot cancel until after the 3 day recision period is over otherwise their agreement is completely voided. They must fill out the cancellation link after day 4 to make sure the agreement stays in place.
They must reply "I accept" to acknowledge their part and that they agree to submit the cancellation link between days 4 and 25 after signing up, or their month to month billing will continue. They have 3 weeks to try out assisted stretching and begin to really FEEL what this can do for them.
Set up their app and book out all their session credits, booking hour sessions when possible.
Then we work like crazy to get them FEELING the difference with consistent regular stretches that first month. Ideally, this helps them get to know our practitioners, makes them fall in love with our services and they choose to stay! These are great practices for normal retention also!.
If they do not cancel the agreement by day 25, then by default they leave the membership agreement in place instead of stopping after the first month. It then becomes a normal membership agreement that DOES require the normal 30 day notice to quit.
SET A TASK to Sales Associate for day 15 for a care call to see how they are enjoying their stretches and encourage them to stay on for the second month. If they are still wanting to cancel, send them the cancellation link.
If you do not reach them, reset the task for the next day. We do NOT want this One Month option to turn into unhappy people who misunderstand or forget to cancel. We want to make this process easy and rewarding for them, so they return!
FAQs
Who can use this one month trial?
Only people that have the initial One Month Trial email ("action needed") in place from day one can get out of the second invoice. This is designed to help hesitant people feel confident starting with us. It is not something people can use after the day of signup.
Will this pay full commission?
Yes, staff will still make full commission even though we only have one month of payment security. This ends up being double commission effectively, since the commission on the new cash is based on at least 2 months of invoicing. Our owners have generously agreed to keep full commission in place!
Can people use this more than once?
Yes. As of right now, people can purchase the one month trial as many times as they would like. For example, if someone buys the $480 and cancels two weeks later, then want to buy it again six weeks down the road, they are welcome to.
When do the sessions expire?
Like a normal membership, session credits are good for 90 days after the cancellation link is submitted. So if someone submits the cancel link on day 15, they will have 90 days after day 15 to use their sessions.
Can this be used for the $200 level?
No. For 4 sessions recommend the $119 per month level membership, or suggest they share sessions with a friend. $360 and $480 are the only levels that qualify for the one month trial.
When should we send the cancellation link out?
We can provide it whenever they ask for it, even on day one just so they have it. As our normal process, there will be a care call at day 15 where we encourage them to stay at least one more month so they can get additional discounted sessions, but we would provide it after this call. We never want someone frustrated that their cancel link was not sent, especially if that's what is talked about on day one.
Can we send the one month trial email through the main studio email account?
No. Please send it through Work It in Club Ready so there is a record of the email in their client profile. Any responses to the email will go into the main studio inbox, and you'll need to copy and paste those into client Notes just like you would do for any other client email to keep our records.
How long will this One Month Trial be available?
Owners could decide to discontinue this at any time, so use this as an urgency piece so that they take action TODAY for themselves. If they come back next week, this may no longer be available so they should begin today so they don't miss out on this extra flexibility of billing.
Let's build desire to continue through excellent studio experiences so that they never want to leave us!
What the "action needed" email says:
Dear New Member,
We are so excited to bring you relief and help restore mobility as a member of Stretch Zone!
Winning back lost mobility and gaining relief from chronic stiffness and tightness means your nervous system needs to be retrained back to its normal, relaxed state. This happens over time with consistency for best results. Once problem areas feel back to normal, regular maintenance stretching can help keep those gains in place long term.
We realize that for a number of reasons, people may be unable to commit to the standard Stretch Zone membership, but would still like the benefits of a number of discounted sessions. Because you have requested this, this email serves as an addendum to the Agreement you have already signed with all provisions in place with the exception of the two month minimum (30 day notice) IF the following apply;
You are purchasing the $360 (2x per week) or the $480 (3x per week) level.
Today is the same day as your initial consultation and demo.
You understand you must fill out the membership cancellation link provided between days 4 and 25 after you sign up today in order to take your second automatic invoice out of our billing system. This is your sole opportunity to opt out of recurring monthly invoicing.
You understand that if you do not submit the cancellation link by day 25 after your initial agreement, then your evergreen recurring membership will automatically remain in place and the standard 30 day cancellation notice would apply.
YOU MUST REPLY "I accept" to this email to confirm that you understand and accept the terms of this addendum.
We believe that through your series of stretches you'll discover how great assisted stretching is, and you'll want to continue with us over time as part of your wellness routine.
We truly hope to earn your continued business and welcome you to our family of hundreds of happy Stretch Zone members!
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