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…
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,…
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…
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…
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…
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…
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…
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…
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…
The Power of Online Surveys Real time results Customisation ability in the survey Easy to manage manipulation information Survey wrapped inside digital marketing assets 6 key uses… Prospecting One of the key jobs in membership sales is QUALIFYING your prospects. In the pre-internet days our membership team asked each prospect critical questions to…
The Essential Guide to Planning an Effective Club Marketing Campaign This month I would like you to talk to you about planning your lead generation and membership marketing activities. If you are starting with a blank sheet of paper then here are my top tips for achieving a successful marketing outcome and keeping your owners…
3 Reasons That Facebook Advertising is the No 1 marketing activity for fitness clubs In 2018 you better get your head around Facebook advertising or you will get left behind by your competition Here’s why…. 1) It’s a platform with a readership of 1.8 billion (and growing) 2) You can target with laser like accuracy…
IMPORTANT Take your membership prices off your website Change your process for linking to your online joining area. Send the online sign up link to prospects AFTER they have been qualified using txt or /and email. INTRODUCTION – Why It’s Not the Customers fault When customers ask you for your membership prices, it’s not necessarily…
Keep the market interested in your promotions by mixing up the themes and categories of your offer Here’s a laymen’s guide to the main 10 categories of membership offer 1. Term Memberships Short term front end offers of varying degrees of duration. We have found best success with 21 day trial memberships. It’s enough time…
Before your team engage with any New Year prospects, make sure that they have got plausible, compelling answers to these 20 key questions. Just because they don’t get asked them expressly, doesn’t mean they are not being thought about by your prospect. An effective sales presentation will cover these important psychological barriers to joining. 1.…
1. Lead generation focussed campaigns designed to acquire prospect email data 2. A Sequence of 4 “Indoctrination” Videos sent out prior to touring the club 3. A “Bring a Friend” Invitation by txt. Email, phone offered prior to tour 4. A Competition entry data capture system at the point of visit. 5. In-club Welcome board…
Today’s Marketing tip for you is short and sweet: Get more Testimonials. All of us in the fitness club businesses can make better use of testimonials. Why are they so powerful? Because, no matter how strong your sales and marketing skills, no matter how well you communicate the benefits of your facilities and services, nothing…
1. A Sequence of 4 Indoctrination Videos sent out prior to touring the club 2. A Bring a Friend Invitation offer prior to tour 3. A Competition entry data capture system at the point of visit. 4. In-club Welcome board and smiling recognition by name at Front desk 5. Trained, scripted and well compensated membership sales people 6. An initial professional…
In a poll reported in USA Today 61% of small business customers could not document or prove any direct return on their investments in social media activity yet 51% said they were increasing time and money commitments. – and only 7% said they were cutting back! Consumers are most likely to share articles, news, and…
One of the key changes that has happened out of the rise of the internet compared with traditional fitness marketing is that it’s become possible now for customers to find out a lot of detail about your club online without leaving there place of “personal security”. Many Clubs have produced Websites (mistakenly in our view!)…
So to summarise, the indoctrination phase has been successful and an appointment has been made. The customer has bought your pre–eminence in the market, understands the sophistication of your offering and has a feeling for your price point range. The purpose of this phase is to ensure that the prospect SHOWS for the appointment and…
One of the key changes that have happened out of the rise of the internet compared with traditional fitness marketing is that it’s become possible now for customers to find out a lot of detail about your club online without leaving there place of “personal security”. Many Clubs have produced Websites (mistakenly in our view!)packed…
So to summarise, The indoctrination phase has been successful and an appointment has been made. The customer has bought your pre – eminence in the market, understands the sophistication of your offering and has a feeling for your price point range. The purpose of this phase is to ensure that the prospect SHOWS for the…
Welcome to our series on “Maximising your Fitness Club Sales”. The Greeting The first 10 seconds is going to be vital in creating the right first impression and to overcome the prospects likely anxiety about the experience. The really good sales people will prepare themselves for the meeting by adopting a particular ‘game face’ and attitude…
Fitness Club Marketing is the core of every fitness club. It requires a scientific approach. With the new online marketing landscape of Google PPC, Facebook advertising , Remarketing and the rise of social media we break apart the core activities of modern fitness club marketing. In this post we discuss 3 of the core elements…
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 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…
Have you test marketed a range of initial introductory services & products before you even consider marketing the membership offer to your market? Are you aware that SEO is no more? And how are you guaranteeing your website the best possible chance of attracting traffic? Have you looked at utilising a secondary sales system and…
What email strategy do you use in your fitness club? In order to maximise our email strategy we are testing and improving our emails constantly. We strongly believe that you must use split testing in ALL of your email campaigns. Below you can see a sample email strategy that you could follow for your…
This post is about how to tap into possibly the most powerful marketing strategy in the world. Word of mouth recommendation is an incredibly effective form of marketing, because what other people say about you is more believable than what you say about yourself (this is why testimonials are so good for business). And the…
Below are six questions about your website and internet marketing. Please give them serious consideration. 6Q Do you try to sell to people immediately on your website or are you doing ‘lead generation‘ where you get visitors to begin a relationship with you? This approach has been known to increase conversions by over 1000%. Do…
In the next few lines, I am going to tell you precisely how successful online marketeers do it. In all seriousness, this is probably the most potentially profitable email I have ever written for you. You may want to read these few paragraphs several times, print them out and stick them to the wall. This…
If you have a website the chances are it’s not making you much money. Because statistically, some 90% of businesses’ websites DON’T make a penny. Truth is, making your website pay its way is not quite as simple as your website designer might have led you to believe. Here’s why: in the same way you…
When I first started working with business owners to maximise their sales from Google, about 10 years ago, Google would make two or three significant changes every year. Now they come up with a big change almost every week. As a business owner and a smart internet marketer, your fortunes are closely tied to Google.…
While global financial assets tumble, and everyone else panics, you have as asset which can produce growth rates that will leave most stock traders green with envy, IF you handle it right. That asset is your customers. Your customers (and future customers) are part of the key that will secure you during this economic turmoil.…
Imagine owning a shop where 99 out of 100 people who come in, walk out again without buying from you. How depressing would that be? Well here’s the good news. There’s a simple step you can take to ensure that 10%, 20% or more of the people who visit your site become either customers or…
There is a specific element of fitness business success that most owners and managers never truly grasp and as a result, never come close to creating the financial results that they desire. It relates to their ability to take Action. Every successful operator I’ve met, has an ability to take consistent, large scale action at…
One of the most important developments in Internet Marketing. If you were to ask me what the single most important development in marketing has been over the last two years, the answer would be clear: Pay per click Advertising. Now at this point, you’re either familiar with pay per click advertising and have a sense…
If you ask most business owners and managers what the deepest purpose of their business is, they will probably all say it is to make money and profits. I think this is a huge mistake. Here’s why … Over the years, I have read the biographies of some of the world’s great Entrepreneurs. People such…
This article is about an area of much confusion – yet an area of significant potential profit for you and your fitness business – Direct Mail. What sets the smart fitness owners and managers apart from the rest is that they are willing to take the time to really understand Direct Mail. There are many…
It’s Free and you can do it right now but I can guarantee that virtually none of your competitors are doing it. What is it? It’s thinking outside the box. It’s taking a step back from your business and looking at your marketing in a totally new way. Let me explain. Most fitness clubs are…
Today I want to show you a great way to highlight some instant ways for you to bring in more customers and grow your business. The following are 30 questions that will immediately pinpoint where your business is doing well – and where you can take action that will produce rapid results. These are the…
Of all the ways to waste money on Marketing, advertising seems to be everyone’s favourite – so today we’re looking at how to get better results from your advertising. 1.First – be aware that there are many more effective ways to market than just advertising. In my experience, many fitness clubs depend too heavily on…
Let’s see what a Psychology and Brain Scientist, Susan Weinschenk, (Ph.D. in Psychology and Brain science)”The Brain Lady” says about the matter: • Part of the brain called The Fusiform Facial area makes us pay attention to faces. That part is sensitive to faces. It is programmed to remember and recognise faces. That’s capture your…
Video is the MOST effective way to deliver information to your prospects and members. Add video to your marketing campaigns and you will have an inexpensive, visually appealing and adaptable marketing medium for your Fitness services. The power of the online video is hidden in Engage and Retain your audience Your customers are bombarded with all…