According to emarketer.com, in 2017, the average US adult will spend 2 hours, 25 minutes per day using mobile apps. That’s an increase of 10.3% from 2016 and a heck of a lot of time per day that they could be staring at your company’s app instead of having another round of Angry Birds.
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:
Gym and fitness businesses have sales people all over the world emailing, calling, and texting prospects and members every single day. Whether it’s a single salesperson or a team of 100, the process is generally the same. The fitness industry sales process is unique because the decision people are making to join a gym or drop in for a class is often tied to emotions, thus leading to a higher need for communication in general. They want to feel comfortable and assured that your business is the right fit for them.
As a salesperson, you understand the value of each and every contact method. Email is less invasive and a little more casual. Phone calls give you the opportunity to grab someone’s attention and know they are hearing you and your message. So where does texting fit in? Right in the middle. Texting is the perfect middle lane between a passive email and a potentially invasive phone call. Each contact method has their respective time and place, but if you aren’t using texting as an option, you are leaving money on the table. We have put together some reasons on why and how to use texting for your gym.
Driving sales is at the top of every gym owner, salesperson, or personal trainer’s mind. Nearly everyone exhausts their sales and marketing tactics – even those that include going to the mall and starting up cold conversations about fitness. While these can have their benefits, what if you could just use your current customers to grow your business?
Referral programs are an overlooked revenue source for most clubs. A lot of owners spend money advertising, but don’t see the value in creating a referral challenge for their customers, or offering a free giveaway. Here are a couple of reasons that prove referrals are the best way to skyrocket sales in your gym:
The New Year is only a few weeks away, meaning it’s time to reflect on what you would like to do differently in your gym for 2017. Everyone wants higher sales in the next year, but how do you make the changes to get those higher sales? You need data to make the right changes. Let this be the year you make business decisions based on honest metrics instead of gut reactions!
If you’re looking to increase your club’s revenue, pursuing new leads may seem like the quickest way. However, your current members can be easier to tap and provide a reliable revenue source. Unlike new leads, you don’t have to ‘sell’ your club to members, they’ve already acknowledged the value your business provides them by purchasing a membership. Deepen your club’s relationship with these members, while enhancing their overall experience, through personal training (PT) and group training.
Here are three ways to jumpstart your PT and group training sales: