The sale cycle is the time between the first contacts with a prospect (prospective member) to when the sale is made, i.e., the relationship has been locked-up. Sales cycle times and processes vary depending on the membership director, type of health club product and/or health club service being presented, the effectiveness of the sales process, e.g., the quality of the sales presentation, and market conditions. The sales cycle is also known as the sales process and the sales gestation period.
The hardest part of health club professional membership sales is getting prospective members to the door. You must be qualified in professional health club marketing and know the psychology of selling as it pertains to acquiring new members.
Getting new members for your health club is the most time-consuming and expensive part of the sales cycle. Once the prospective member is at the health club, closing the sale depends 80% on the quality of the sales presentation and the professionalism of the health club membership director. If the health club membership presentation is professionally designed around the prospective member’s needs, emotional desires and want and covers the logical reasons for joining while being presented by a qualified health club membership director, you should be able to close at least 70% of the prospective members that visit your health club.
If your visiting prospective members are from the local community, these memberships sales, etc., can easily be locked up on the first visit provided the health club salesperson presenting the health club product or health club service has been professionally trained and understands the emotional and psychological needs of the prospective member in front of him or her.
The most important thing to know about the sales cycle is, that the prospective member is at his/her hottest point (most likely to commit their loyalty) when they are at the health club. Your health club marketing efforts get them in the door and your professional health club membership sales skills help you lock up the relationship.
Learn to accelerate the sales cycle and you will learn how 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 promotions, professional health club membership sales, and advancing your health and fitness career visit us today @ www.healthclubmarketingmmc.com or call 904-448-5727.