Empathy statements are the statements made by membership directors to show they understand how a guest/member feels.
Empathy statements can play a huge role in connecting you with the prospective health club member and help you lock-up the relationship. One technique I learned which comes to mind when I think of empathy statements is the “feel-felt-found method”. What you do is you say something like, “I understand exactly how you feel. As a matter of fact, a lot of guests/members have felt the same way. But let me show you what they have found.” Statements like this connect you with the member. This shows them that he/she is not alone and other members felt exactly the same way. You must make them understand you have experience dealing with these specific feelings and show them how you dealt with them in the past. This way, the prospective health club member can feel comfortable relating to other members/guests.
Empathy is far different than sympathy. When you empathize with someone, you truly feel and understand where they are coming from. You can see yourself feeling the same way. Sympathy is when you feel sorry for someone and is completely different than empathy.
We all should be empathetic to other people’s needs, wants, desires, feelings and emotions. It is just a part of being human and being a good person. So the next time you are in a presentation selling a health club membership or locking-up a health club relationship, remember to empathize with the guest/member.
Empathy statements inserted into your professional health club membership sales presentation will help you 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.