You’re on the phone with a prospect interested in joining your martial arts school or fitness club. You excitedly describe your classes, facility, and staff, looking forward to the moment when you can invite them in for a visit.
Suddenly, they interrupt to ask the question you dread. They insist on knowing your price. You swallow hard, nervous that as soon as they hear your number, the conversation will be over.
You have a bunch of leads. You constantly place calls to these leads. You follow up by phone, leave voicemail messages, send emails, and mail letters. But the prospects don’t call you back, don’t respond to your emails, and don’t stop by in person.
We have read the headlines and listened to newscasts of the global economic crisis. Consumers are fearful and are not spending their hard-earned dollars as freely as they did in better times.
Traditionally, the health and fitness industry has not been adversely affected by economic downturns. Consumers spend money on necessities and good valued essentials. What can be more important than one’s health?
The #1 and #2 reasons for offering any event at your school are retention and new memberships. In last week’s post, I provided tips to help you get your birthday party program off the ground.
In this post, I’ll cover our follow-up system in detail to help you gain those new potential memberships that can result from hosting birthday parties. Keep in mind that you can use this system as a base for follow-up for any of your events—not just birthday parties—with a few minor changes.
If your members are the lifeblood of your business (and they should be), then tracking their behavior is what keeps the blood pumping.
Being able to regularly and systematically track, assess, and triage weak spots in your membership strategy will not only keep your business running smoothly, but it also will spotlight areas of opportunity to grow even further.
Here’s what you need to know to generate leads and drive more membership sales.
In my last post, I covered how you should respond when a prospective martial arts school member insists on getting a price from you over the phone.
The truth is that price is just one of the objections you’ll face during membership selling. In order to turn a hesitant prospect into a long-term member, you need to address each and every one of their concerns. Specifically, most prospects will push back on the same four areas—location, schedule/time, motivation/commitment, and their significant other.
The 27th of March was a good news day for me. One of my General Managers called to inform me that my two Krav Maga schools were ranked #1 and #2 in the Member Solutions President’s Club based on total monthly gross billing totals. While I charge all of my enrollment fees, first month’s dues, and retail through a POS system, my two Krav Maga schools had still managed to climb the Member Solutions President’s Club rankings.
“I would love to do this but I have to first clear it with my wife,” or “I can’t really commit to this right now,” or “My son has never really stuck to anything for any period of time and I don’t want to waste my money,” or “I just don’t have any time right now.” No matter what the situation, the list of objections goes on and on. I am sure you have heard many objections, and I’m here to tell you there is a way to get past them.
How well do you know your sales team? How well does it handle telephone inquiries? How is it doing with their tours? Are trials converting to new members? If you answered any of these questions without referencing a number or percentage, then you’re missing out on one of the easiest ways to increase gym membership sales.