If you call a restaurant to make reservations, and they don’t answer, what is your immediate reaction? Maybe call back, but in more cases than not, you move on to the next restaurant who will answer your phone call and take your reservation. The same principle goes for the fitness industry. There is no shortage of nice gyms or studios to attend, so if you or your salespeople miss the phone call, you could very likely be losing that potential revenue to the next business down the street.
No, we (unfortunately) can’t see the future, but we do have the power of reading data, and the data shows that there are signs pointing to when a member is going to cancel.
Cancellations are a struggle for every fitness business owner, especially those with short term agreements who see high turnover. Knowing the signs that lead to cancellations will help you increase retention and decrease the number of members you lose each month.
Cancelled clients are bound to happen. It’s unfortunate and can sometimes cause quite a headache for gym and studio owners. But what if you could make up for those headaches by getting your cancelled members back? Although not always the case, many people cancel based on reasons that have nothing to do with a negative impact the business had on them. It could simply be they didn’t use their membership enough, it wasn’t the right time financially, they were moving, or other personal reasons.
“Selling should be fun!” How many times have we heard this? And although it’s partially true, it’s not always that way. Some days are slow, others are so busy you can’t keep up, and burnout happens to the best of us. When it comes to selling, each prospect should get the highest level of treatment, which can be hard when you have salespeople who aren’t fully invested every single day. So how do you keep the salespeople in your fitness business fresh, excited, and ready to take on every prospect that comes their way?
It starts with tapping into the true nature of a salesperson. Competition is a driving factor in the way salespeople think, and when you harness that drive and use it to create a more fun, exciting work environment, you inherently see higher sales numbers. When it comes to sales, happy employees = more output = more memberships sold. But how can you really harness the power of a sales person’s natural competitiveness? Start an ongoing, monthly (or whatever works best for you) sales competition!
Everyone hears that referrals and retention are important, but does anyone actually know why? Club OS and Perkville have teamed up to give you an in-depth look at why referrals and retention are necessary, how to run the right campaigns, and how to increase revenue using your current members.
When creating campaigns to run in your gym, creativity and consistency work together to increase the number of referrals you receive. To help you get started on running referral campaigns or to spark some simple creativity to add to your current referrals workflow, we have created some ideas you can start using today. For a more in-depth look beyond what is in this blog, download our e-book.
Often times, the most detailed parts of a sales process make the biggest impact. Although it takes some time to create these processes, they pay off in terms of membership sales and ancillary revenue. That is why we created a Follow-Up Cadences E-Book to help you and your sales team master the art of lead nurturing. The three types of prospects you should be following-up with include leads, guests, and members. Yes, we even count members as potential prospects for up selling opportunities.
We all get lucky every now and then, a lead walks in the door ready to buy a membership or purchase classes no matter the cost or what’s included. Wouldn’t it be a dream if all leads were that way? Sigh. But, since we live in reality and understand the ins-and-outs of the health and fitness world, we know it can take more ground work to turn a lead into a member.
So what is the easiest way to turn a lead into a member? That is the million dollar question. Although some people may give you a magical one sentence answer, the honest answer is that it involves a mix of different communication methods, and finding the ones that work for you.
Technology doesn’t fix everything, sometimes it can even make things more complicated. But, in the case of collecting data and storing it, technology takes the cake (or protein powder for you gym junkies).
For example, when someone comes into your gym or studio, are you having them fill out a form on a sheet of paper? If so, you have probably dealt with the headache that is lost information, bad handwriting, or a disorganized filing system. Then it comes to having to enter the data manually which leaves room for error and uses up valuable time. Instead of continuing to deal with paper forms, put a form on an iPad or a laptop and use that as your guest waiver. This will not only eliminate the issues mentioned above, but it also allows you to transfer information to a sales system with ease.
Benefits of Using a Digital Guest Waiver:
In your gym or studio, you are handling sales, retention, operations, marketing, and more. With such a busy schedule and never ending “to-do” list, the thought of getting advertisements created and working for your business can be overwhelming. Between knowing how much to spend, what to say, or who target, there are a lot of variables that go into creating a money-making ad. Luckily, we are giving you a run-down of Facebook Lead Ads and how to use them to make money in your studio or gym.