According to www.marketingpower.com, negotiation is the process of trying to find mutually agreeable terms in an exchange situation. Negotiation leads either to mutually acceptable terms (agreement) or a decision not to transact (disagreement).
Negotiations have a very important role in a lot of aspects of business. But when it comes to health club memberships, there really is no room for negotiations.
You don’t want to be in the negotiating business. You want to be able to set your health club membership dues at the rate you feel is a good value and a win-win for both you and the member.
Negotiating with vendors and other people is acceptable if there is a competitor that can do the exact same job, provide the same exact services, etc. But if you are the only one that can provide that service, then there should be no negotiation, especially if you are giving more value than you are receiving in compensation.
For example, at MMC®, we never negotiate our 20% success fee. The reason for this is, we have been customizing promotions since 1991 and there has been no one that has been able to do what we do successfully. There has been no one that has the track record that we have in raising immediate cash for health club owners. There has been no one has been able to launch a renewal program, as well as there has been no one that has increased revenue across the board for health clubs as successfully as MMC®.
We say this is a fact, there’s absolutely no risk in partnering with MMC®’s; all of our programs are completely self-funded. We know the value we are giving to the health club far exceeds that of which we are being compensated. We have set our success fee so far below the value we provide to ensure the owner receives the Lion’s share of the newly acquired revenue.
With that said, when you are offering a health club product and/or health club service that far exceeds the prospective member’s expectations, there is never a need to negotiate. They might go somewhere else and find a cheaper health club product and/or health club service, but that is exactly what they will get for their money, “a cheap health club product and/or health club service”.
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.