Guest blog authors: Mariann Murphy, Vice President, Medical Fitness Association Cosmo Wollan, Senior Executive, Synergy Cubed Approximately 45 million adults in the U.S. have a gym membership. Sounds like a lot, but the sad reality is that’s only 14 percent of the population (Source: Realbuzz). Baby boomers alone make up over 21 percent of the population. According to ACSM’s Worldwide Surveys of Fitness Trends for 2023, the number 4 top trend is: “Fitness Programs for Older Adults.” It’s no secret that people are living longer, working longer and, most important, wanting to stay active longer. Tap into your client’s wellness [...]
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How to Conduct a Proper Tour Selling a gym membership is more than presenting a monthly fee and hoping it fits the customer’s budget. As we discussed in Part I Introduction & Goal Assessment, employees need to make the customer feel comfortable by using their name and asking questions to determine their fitness goals before revealing prices or touring the gym. In Part II, we go over the essential steps to successfully introducing your gym to a prospect. In terms of the value sales process, this is where you sell both the tangible and intangible benefits of joining your gym, such as [...]
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Selling gym memberships is the lifeblood of any fitness center. Yet most gym owners don’t think in terms of the sales process, instead leaving the most critical component of their business unscripted and unmanaged. To help club owners better understand how to train their employees so they can guide clients skillfully, we are running a five-part series that breaks the gym sales process into discrete, manageable training points: Introduction and goal assessment How to conduct a proper tourPrice presentationClosing the saleAsking for (additional) business Part 1. Introduction and Goal Assessment Introduction: Say My Name It seems elementary, but the first step [...]
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