By: Jim Thomas In many clubs we go into they have everything they need to be successful. By simply changing the attitude, the process and fundamentals, things can start to change their sales volume right away. Here are some things to consider: Telephone Inquiries and Log Sheet. Be sure every inquiry is logged in. … Continue reading Secrets to Successful Gym Membership Sales
By: Jim Thomas President/Founder of Fitness Management and Consulting We recently took on a client club whose sales were on a steady decline. Of course, we heard the normal push-backs such as too much competition, time of year, rates are too high, marketing is not working, etc. One of the first things we will normally… Continue reading Are you watching your monthly membership sales decline and don’t know why?
By: Michael Scott Scudder Founder/CEO of Fitness Business Council There’s much about “selling” in the 21st Century that has become tangled. “Price presentation” and “deal-offering” now precede “value advancement.” Club sales personnel think that they have to tour a potential member through a maze of steel and Naugahyde before he/she can make a decision! Sales… Continue reading Membership Selling in Modern Times
By: Jim Thomas Fitness Management & Consulting We were asked recently to conduct a health club sales training class on ethical selling practices. The following are some of the points that came out of that training seminar/workshop. Whenever I conduct a training class of this nature, I start by asking each person in attendance the… Continue reading How to be an Ethical Health Club Salesperson
By: Jim Thomas Jim Thomas’ Fitness Management & Consulting It’s always interesting to see the different ways health clubs across the country go about selling a membership. Most that struggle in the sales process have made the process overwhelming and complicated without even realizing it. Most that do well in the sales process seem to… Continue reading Is Selling a Health Club Membership Simple or Complicated?
By: Jim Thomas Jim Thomas’ Fitness Management & Consulting Sales training participants in our workshops often ask how they can better control the membership sales process. Although many have been trained to spend the majority of their time talking about their club features and programs’ believing that telling is selling… it is an ineffective approach.… Continue reading The Power of Questions in the Health Club Sales Process
By: Kelly Sweeney Club Apps What if your gym memberships were FREE? What would your closing percentages be? Would your members ever leave? Today the growing trend for health clubs is to create a value in their membership that is greater than just the use of the club. One of easiest and most lucrative ways… Continue reading What If Your Gym Memberships Were Free
The 2013 busy season is fast approaching! How many new memberships are you projecting to sell in January and February? We want you to be ready to receive the influx of new members by making sure that you’re well stocked on agreements with plenty of time to spare. You can order new agreements at any… Continue reading Ready or Not Here They Come
By: Customer Won Contrary to popular belief, some changes don’t have to be painful! As an example, the conversion from paper based sales systems to electronic systems is one of the strongest trends in club management today because it works! Electronic information provides easier prospect tracking, better sales structure and accountability, and long term better… Continue reading The A-B-Cs of Prospects – Membership and Membership Retention