Follow-up is self-explanatory. The term follow-up can be used when it comes to following-up with a prospective member that has just purchased a health club product and/or health club service. It can be following-up with a prospective member after they just attended a clinic or after they just have their first training session or have a series of training sessions at the health club.
Follow-up can be with prospective health club members as well. You are just following-up to see if there are any more questions you can answer. Following-up in health club professional sales is a key component to locking-up the relationship. This is one of the areas where a lot of health club marketers and health club membership sales people have dropped the ball.
Following-up does not necessarily mean selling. You need to distinguish what is the outcome you desire from each follow-up. Are you building the relationship? Are you giving information? Are you gathering information? Are you taking the prospective health club member to the next step in the presentation or the next step towards the health club membership?
You must know your goal before incorporating the follow-up process into your health club membership sales process or health club marketing efforts. Sometimes, you will want to just follow-up with the prospective member to say hello, to see how they are doing, and make it completely about the prospective member and not about the health club.
Prospective health club members want to know they are valued, that they are treated with respect and dignity, that they are not just another sale. They want to be a part of something and to feel they belong. They want to know they are contributing, they want to feel significant, important and respected, etc.
These are all core emotional needs that will be met by being a loyal member of your health club you can convey when you are following-up with your prospective health club members.
Follow-up is an absolute necessity in health club marketing and professional health club membership sales but the most important thing to remember about following-up is, to know what your desired result is.
For more free tips on increasing your health club membership base through health club marketing, health club promotions, professional health club membership sales, and advancing your health and fitness career visit us today @ www.healthclubmarketingmmc.com or call 904-448-5727.