By: Jim Thomas President/Founder of Fitness Management and Consulting You just never know when things will change. You get transferred to another club. You have a new boss. Your company is sold. Even if things just seem to be going crazy in the gym you have worked at for years. Things change, but the expectation… Continue reading How to Close a Gym Membership Sale at Anytime, Under Any Circumstances
By: Michael Scott Scudder Founder/CEO of Fitness Business Council Recent United States demographic information has startled business owners across the country…not the least of which are health club operators. A massive age-population shift is right around the corner. Will your club be prepared for it? Latest government statistics say that – on January 1, 2015… Continue reading Your Next Huge Profit Center: 50 Plus!!!!
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: Lacey Thacker All business owners know that in order to continue growing their business, the business must implement a marketing plan. Depending on your clientele, location, business type, and marketing personality, this will take on different forms. One popular marketing angle across business types is to work on increasing the visibility of your brand,… Continue reading Health Club Software for Lead Follow-up
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
How to Spot a Potential Star Health Club Salesperson By: Jim Thomas Fitness management & Consulting After having interviewed thousands of potential salespeople over the years on behalf of client clubs…and after having hired and helped to supervise many of them…and after having trained them and worked beside them, I have found there are certain… Continue reading How to Spot a Potential Star Health Club Salesperson
By: Jim Thomas Jim Thomas’ Fitness Management & Consulting As I travel the country and have the opportunity to sit in on numerous sales meetings, I have noticed an all too common occurrence in health clubs… the majority of the club sales staff have a genuine dislike for the meetings. Most health club salespeople don’t… Continue reading How NOT to Conduct a Sales Meeting
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?