7 Step Membership Sales Process. Step #1 – Pre Meet Key Actions

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Welcome to our series on “Maximising your Fitness Club Sales”. Over the next 2 weeks we will be explaining the ultimate sales system.

 Pre Meet Key Actions

  1. Your sales team to have pre-confirmed the appointment – show rates increase 20% with a confirmation call on the day of; (for afternoon and evening appointments ) or the night before for morning meetings.
  2. The customer knows exactly where to report to and who to ask for.
  3. Reception are suitably prepared and briefed for the visit (with some sort of diary system) They know the name of the visitor, the time and reason for the visit and the sales staff handling the visit.
  4. There is a waiting area where the customer can be seated, if there is a delay in the arrival of the sales person. Ideally the Club should provide a range of information for the prospect to look at, particularly testimonials of happy members, events that show the club to be more than just a workout gym and the expertise of the staff . If possible the waiting area should have facilities for presentations (powerpoint or video ), wallcharts of club achievements. You will notice I am not advocating the customer filling in customer enquiry cards which i think is counter productive .My new mantra is “ If John Lewis don’t do it when i visit there stores – we need to think again”

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