Win more, keep more and upsell more members

Capturing Prospect Data

Capturing a prospects data is key to any fitness business. There are interesting ways that you can do this. The most successful method we have found is a digital FREE to ENTER promotion,” The Wheel of Fitness game”. Prospects are attracted by the possibility of winning a high value prize such as 12 months of Membership or a 12-week Transformation … Read More

18 Things your Members Must Learn to Survive in your Club

Half the battle in making your club work for new members is getting them to feel comfortable in their new surroundings. That’s largely down to your new member induction process. It’s where clubs make sure that customers understand how to work everything, know where everything is, understand what’s available to them under their membership scheme and what to do if … Read More

The Art of Sales and Marketing

The words you use to communicate with your customers are very important, whether in brochures letters, advertisements email, on websites or in telephone and face to face conversations. Below are 15 words that you should consider incorporating into all your communications. Easy Everyone wants stuff that’s easy. We want things to be easy to use, we want results to be … Read More

Happy Customers = Loyal Brand Advocates

It’s far easier (and cheaper) to sell to happy, existing customers than to find new ones. When you gain the loyalty of a current customer, you don’t just reap the rewards of continued purchases from that person; you also get his vocal advocacy as he endorses your brand to his peers and social networks. Every “Like” you get on Facebook … Read More

Where’s The Appliance of Science Gone in Fitness Programming

What’s happened to The Appliance of Science in Fitness Programming?   No one who follows Linked in can have escaped the “MyZone P.R machine in recent months. Clearly, this a is a product which is getting a great deal of traction with Clubs the world over. If you’ve just been released from a long prison sentence or rescued after many … Read More

Why Giving Your Prices Out Too Soon is Really Crazy! (Part 2)

Letting Customers Know Your Prices too Soon is Madness! Part 2 -HOW TO DISARM THE PRICE ENQUIRER There are 2 sorts of people who want to know your price 1)            Prospects interested in finding out more information on your club 2)            Your competitors ringing to see what this month’s offer is! Do you really want to do their leg work … Read More

Why Giving Your Prices Out Too Soon is Just Plain Crazy (Part 1)

Letting Customers Know Your Prices Too Soon is Madness! Part 1 I’m not going to beat about the bush on this one. I’m stunned by how the fitness industry is behaving with regard online joining systems and website marketing generally. We seem to behave like sheep when it comes to this latest fad. I have 2 Non-Negotiable deeply rooted convictions … Read More

How to Maximise Full Value from Your Members! Part 2

How to Maximise Customer Value (Part 2)   Last time we discussed why it is vital in a time when memberships are increasingly hard and more expensive to attract, that you focus on maximising the values from the ones you already have. The logics very simple. Once the original membership sale is achieved then all further revenue is achieved with … Read More

The Nuts and Bolts of Overcoming Objections

Objection Handling For Sales people The most successful membership sales people use a strict well rehearsed system for dealing with objections. Like many things we discuss in high performance sales work chance is taken out utilising well crafted scripts and a choreographed process. Here’s how it rolls . Consider the acronym: P.R.E.K.C. P stands for Pause. The first thing that … Read More

Why all clubs should have a Doctor

Imagine How Many More People Would Join Your Club if you had your own Qualified Doctor to help them… People are 40 times more likely to ask a Doctor for advice on exercise than a Personal Trainer   Everyone knows that when they have reached a level of ill health they would benefit greatly from following an exercise programme. They … Read More