“Imagine selling a health club membership without selling. If you have ever given this much thought, I have some good news for you…”
 

We’re continually asked by health club owners across the country how to get new sales people (or even non salespeople) to be more effective in selling health club memberships. We recently completed an assignment with a health club that was struggling with their new hire membership reps and here is what we told them.

FITNESS LIFE MARKETING….”Imagine selling a health club membership without selling.

The sales approach is simple… first, you must genuinely care about your health club member and guest. Always put them first. As a result, you will gain not only a membership, but also their trust and their referrals. Commit yourself to making a difference in your members and guests lives, and you will prosper-you’ll be selling, but you’re not selling.

Ok, so how do we do it? Here are some proven approaches that can help you sell more health club memberships without selling.

FITNESS LIFE MARKETING….”Imagine selling a health club membership without selling.

1. Put your health club guest first!

Get to know your guest first before you start talking about yourself and everything your club has to offer. Be more interested in their goals…instead of what you have to say. Ask questions about their fitness background and what’s most important to them. Don’t rush to present your memberships. Ask questions early on that help you uncover your guests’ needs. Put your personal agenda to make the sale on the back burner for now. Your membership presentation will come in due time.   
Stay focused on your guests’ wants and needs, not your own.  

 “…six valuable words to be spoken often in your health club: What can I do for you? Here are five others to be spoken in your health club: How can I help you? “

 2.Be genuinely interested in your members and guests

First of all, you don’t push. Stay focused on your guests’ wants and needs, not yours. You don’t chase after your health club guests. The eventual membership sale is not the first and only thing on your mind. Instead, you show you’re genuinely interested, you’re willing to listen, you want to help, and you’re on the lookout for a way you and your health club can make a difference to your guests and members.

3. Be willing to ask

Here are six valuable words to be spoken often in your health club: What can I do for you? Here are five others to be spoken in your health club: How can I help you?

Asking these questions to your member and guest reflects your genuine interest in their well-being. When you show this interest in helping someone else, they will feel, “Wow, this person is really interested in helping me.” And that’s exactly what all of your members and guests want. That’s the atmosphere you want to create in your health club.

“In a nutshell, selling health club memberships without selling is a method to get club guests to come to you because your health club reputation is based on the fact you’re not just out there to make money, you’re out there to make a difference in people’s lives.”

 4.Give your members and guests more than they ever expected

Find out all you can about your members and guests. Ask them what would make a difference for them in your health club. Then, get to work and get it done. If you want to provide super service and have your members and guests become raving fans, then go the extra mile and show you genuinely want to help them to get to where they want to go and get the results they desire. What do you want your health club to be famous for?

5.Be accessible

Make yourself accessible to your health club members. Make it easy for your members to reach you, either by email or by phone. Let your members know that if they have a problem, you are available to them. Also, check in with your members to find out how they’re doing. Just because you get the membership sale doesn’t mean that it’s over and done with for your members.

FITNESS LIFE MARKETING….”Imagine selling a health club membership without selling.

In a nutshell, selling health club memberships without selling is a method to get club guests to come to you because your health club reputation is based on the fact you’re not just out there to make money, you’re out there to make a difference in people’s lives.

Ask yourself this question “Am I applying these proven steps with my members and guests?” If the answer is “yes,” congratulations. You’re making a difference in your health club. If the answer is “no,” then I suggest you to do the following.

Each week select one of the 5 approaches listed above and start applying it with your members and guests. Notice how your members and guests respond to you and notice how it makes you feel when you provide these 5 steps in your health club.

Now, let’s start selling…without selling!

FITNESS LIFE MARKETING….”Imagine selling a health club membership without selling.

Sponsored by: Fitness Life Marketing 1-888-541-0714 ext2
 Article Research Contributor: Amerishape Weight Loss