I love topics like mirroring. Early in my career, I started studying the psychology of health club professional sales and one of the things I stumbled across was mirroring. I realized through practical experience, prospective members tend to mirror some of my physical movements as I was speaking with them.
For example, when I would sit up straight, the prospective member in front of me would also sit up straight. If I leaned back in my chair, the prospective member would also lean back in his chair. If I crossed my legs, the prospective member would cross their legs. This doesn’t happen all the time, but does happen frequently enough to be considered as a possible arrow in your health club marketing and sales quiver.
Not only will the prospective member mirror your unconscious movements, you can now move into a conscious state in order to get the member to mirror physical movements and speech in a way that leads them toward making a buying decision today.
For example, one of the things you want to avoid at all cost is crossing your arms during a professional health club membership sales presentation. The reason is because, crossed arms leads to prospective members being withdrawn. You always want to present yourself with open arms so if your prospective member mirrors your images, he/she will mirror positive movements from you that will lead to positive reactions from them.
You can also mirror the prospective member’s speech patterns and vocabulary. Most of the prospective members that you present are going to have a consistent way of speaking. For example, they might use the words excellent, superb, fantastic, etc. These are power words that are ingrained into their vocabulary, so you want to be aware of the common verbiage your prospective member is using and you want to meet him/her on his/her level.
People like people who are like them. You can use this technique as a powerful tool to acquire new members for your health club. By learning how to master the art of mirroring you will be able to grow your health club and your health and fitness career.
For more free tips on increasing your health club membership base through health club marketing, health club campaigns, professional health club membership sales and advancing your health and fitness career visit us today @ www.healthclubmarketingmmc.com or call 904-217-3762.