Script:
SZ Price Presentation

Price Presentation

 

​​Before you reveal the pricing sheet tell them the following few things.  Once they have numbers in front of them they will begin to focus on digesting the cost, so we want them to understand a bit about the memberships first;

• "Here at Stretch Zone, our memberships will give you 4, 8, or 12 sessions per month."

• "To get started you will pay your first month up front, and will continue month-to-month."

• "All of our sessions are a half-hour sessions.  And it is possible to schedule two sessions back-to-back so you you can drive in just once and get the benefit of two sessions!"

• It is set up as an ongoing wellness membership that many people keep for years and years because they love how it makes them feel.  If you ever need to adjust your memberships level, or leave us for a while, it's just a 30 day notice to make a change to your monthly membership.

• Your sessions credits never expire, as long as you have any membership level in place with us.

• Session credits ARE transferrable and can be shared or gifted to family or friends.  

• Does all of that make sense?  Great-

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• "Our walk-in rate is $85 per session, and people do pay that all the time, but we have a much better option for you that helps you stay consistent as well.  

• "When you commit to yourself to come in even just 1x per week, that gets you 4 sessions per month, at $50 per session, making your investment $200 per month."

• "The next option is 2x per week, that gives you 8 sessions per month, at $45 per session, saving you even more, making your investment 360 per month." 

• "Our best option is 3x per week, that gets you 12 sessions per month, at $40 per session (our very lowest per session price, it's what our deal seekers and smart shoppers choose most often), making your investment 480 per month."

• "Now, your certified Stretch Practitioner recommended 3x per week for you.  Do you feel like your body would benefit from starting at that pace so we can quickly even out those imbalances causing you pain in your [say body area of concern]"?  Ok great, let's get your next sessions booked out... move quickly through this

• ***Making decisions is scary for people.  Help them glide quickly through this phase and into focusing on the calendar.  This is part of how you help them feel better... by helping them overcome the mental hurdles they have in front of them that prevent them from taking the best actions for them selves.  If there is resistance, flow with them to talking through it until you find a membership level that works best for them and any concerns are addressed.  Watch for hesitations and ask them about it when you see one - it's worth handling up front!

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• .  I'll usually ask at the end "so this feels good for you, yes?" and let them confirm that it does.

• Continue to affirm their choice as smart, finally time, how great they will feel, as you go through signing docs, etc and setting up the app.

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• Speak Slowly!  

• To prevent confusion for the prospect, always communicate slowly and clearly. Speaking too quickly may lead the prospect to miss important information, ask questions that have already been answered, and potentially withdraw from the agreement due to a lack of understanding regarding how the memberships operate.  

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• Time the Pricing Reveal

• During the price presentation, the member should not view the pricing sheet until it is clearly stated that "all our sessions are half-hour sessions." This approach ensures that the client remains attentive while you explain the payment structure.

• Once they see the prices, their focus may shift, leading them to form their own interpretations of the pricing structure. 

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• Breakdown the Membership

• When you are prepared to discuss the membership options, turn the tablet or laminated price sheet towards the customer and proceed with the rest of the price presentation. 

• It is advisable to point to each membership option as you explain it, allowing them to follow along easily. 

• Ensure that you present all membership options, not just the frequency you recommended for them.

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• Stick to the Script

• The price presentation is designed to be clear and concise. Please do not alter the script. It is essential to use phrases like "360 per month " while avoiding terms such as "total investment" to ensure clients fully understand the payment structure. 

• This approach helps prevent refunds or returns when the next month's payment is processed, as clients may claim they did not realize it was a month-to-month membership.

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• Basic Memberships

• (previously known as "Flex" memberships)

• In addition to our standard monthly memberships, we offer Basic Memberships. Below is an example of the pricing for each tier, along with the presentation of these prices. In the following section, you will learn when to present the Basic  Membership and how to effectively address any objections that may arise after the member has reviewed the membership options.

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• 1

• "Our Basic Memberships give you two half-hour sessions per month for $99 per month"

• 2

• "You can purchase additional sessions for $50 per session"

• 3

• "How would you like to get started today?" 

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