A buying signal is a change in behavior and/or demeanor from a prospective member which indicates that he/she is considering (to whatever extent) buying your health club product or health club service. The most common buying signal is questions: “How much is it?” “What are your hours of operation?”, “As a member, may I bring guests?”, “Is there an enrolment fee?” and surprisingly sometimes statements like “it’s too expensive” can also be buying signals.
Buying signals can also come in the form of physical signs as well. For example, when a prospective member is giving you a buying signal, his/her eyes open a little wider and his/her pupils are slightly dilated. The prospective member is smiling a little more often in the presentation. He/she is leaning forward. He/she will really be attentive and interested in what you have to say and they will ask questions.
These signals will definitely let you know the prospective member has an interest in your health club product and/or health club service, when they ask questions. You will know when somebody is not interested at all in your health cub product and/or health club service when they have absolutely no questions; but when they start to ask questions, it shows they are thinking about the possibility of owning your health club product and/or your health club service.
So when you are speaking with prospective members, make sure you are paying attention to their posture, to the way they are carrying themselves. You already know the verbal indication is when the prospective member starts to ask questions whereas, the unfolding (openness) of their arms, their smile, their attentiveness, etc. are the physical indications that they have an interest in your health club product and/or health club service.
When you get into the psychology of selling, you will learn that there are numerous ways to read buying signals when a prospective member is on the verge of saying yes to your health club product and/or health club service. Learn how to read buying signals and convert those signals into buying decisions and you will 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.