Health club marketing and professional health club membership sales are kind of mysterious to a lot of health clubs. Some health clubs want to think they are above it, some don’t see the value in it and some just don’t want to fool with it. No matter how you feel about health club marketing really doesn’t matter. Think of it like bathing; it might take a little time every day but if you fail to do it you will suffer pain for failing to just set aside a few minutes every day. Health club marketing doesn’t have to cost a fortune and can also be done without investing too much extra time.
When I first started out in the health club industry, I didn’t have a penny to invest into marketing and all of the “walk-ins” (guests that had been brought in through the company’s marketing efforts) went to the more experienced membership directors. This created a huge challenge for me because I worked on a draw against my commissions.
Which meant every day I started out in the hole because I had to sell something just to earn the money I was already being paid. Personally, I love the “draw” system because I love knowing I am not getting anything for nothing and if I am not adding value to a company I receive no compensation. I love it so much that I set up MMC® (www.healthclubmarketingmmc.com) the same way i.e. if you don’t make money, we don’t make money.
This compensation model forced me to be productive and innovative fast. I learned to maximize every opportunity into a potential sale. I want to point out at this time that although I maximized each opportunity, I never came across as a salesperson wanting to sell anything. I have always disliked the typical salesperson who comes to mind, e.g., some fast talker in a cheap suit. A great salesperson is a good listener dressed to mirror their ideal target. In short, to be good at professional health club sales, you need to dress like your ideal customer, listen to what he/she wants and then show them how your health club, health club product, and/or health club service is/are their best option to fulfill their needs and accomplish their goals.
When I would go anywhere, I always had a pocket full of my business cards with a “free” pass on the back. Whoever I met, whether it was a waitress in a restaurant or the cashier at a convenience store I would “give” them an extra tip (in addition to the customary tip) of a free pass to my health club. Everyone loved it. Everywhere I went throughout my career, everyone remembered me and took special care of me when I visited their establishment. They were always so happy that I gave them that free gift (value of $10) because it made them feel so special. They would even bring out the manager or owner when I would come in to introduce me to them and I of course would give them a free pass as well.
As a health club professional you can do the same thing but with free t-shirts, free gym bags, free fifteen-minute personal training, etc. Just always be prospecting and realize that everyone you meet could be a potential sale.
Learn to maximize your earning potential through your health club marketing efforts and you will grow your health club and health and fitness career.
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.