Solution on Sales

After being in this industry for over 30 years, I have seen the idea of a “One-Day Membership Sale” fall in and out of favor with sales gurus of all types. I myself waver on their efficacy. Nevertheless, I have seen them produce results and I think there is a time and place for them [...]

Do these scenarios seem familiar? You often struggle hitting your numbers, you can’t seem to get over the hump and you want to get better. You look at your sales report and you see what most people see — two top performers, two medium performers and two bottom feeders. What can you do to change [...]

Today’s consumers are well-informed. Every consumer has the ability to look at your website, follow your club on Facebook or Twitter and as a result — gather positive or negative information through these technological and social media avenues. Consumers know everything they need to know about your club before they’ve even stepped foot through the [...]

A species on the planet that does not adapt to changes will eventually become extinct. Business models, just like species, either adapt to changes, or they too will become extinct. The business environment, the fitness industry and most importantly the health club consumer have changed. It is imperative that successful fitness centers don’t ignore these [...]

It is never enough to tell a sales team or personal training manager to “improve sales” without knowing the areas in which they aren’t excelling. Sales of anything requires a “success formula” consisting of generating leads, turning them into qualified prospects, closing and hopefully turning new members into more leads. An example of a success [...]

Half the year — that likely began with a rush of New Year’s resolutions — has now passed. Hopefully you followed New Year’s up with some great promos and are right on track to meet goals for the year! Whether or not that’s true, you likely wouldn’t turn down a chance to make even more [...]

Sales drive profitability in any industry, and the fitness industry is no different. Whether you want to increase your membership core, personal training revenue or any other profit center at your facility, improving sales is clearly a priority. Yet, increasing sales is often approached incorrectly, by focusing on the end result and not the actions [...]

Heading into the busier season in the health club industry, it’s important to take a step back and analyze your process for optimizing membership sales. For the purposes of this article, the four major types of business models are broken out and ideas provided for maximizing sales: Low Cost Provider • Marketing: Stress the fact [...]

One thing is certain, when a prospect calls the club, it is a serious lead. They have searched the Web, gathered information, often have spoken to other club members and now they are calling us for specifics. With this in mind, it is our turn to create excitement. By emphasizing two specific ideas, we can [...]

Increase your non-dues revenues by creating convenient ways for members to say “charge it to my account!” Members don’t typically carry their wallet or cash into a club, so it’s in your best interest to employ other ways for them to purchase and pay for items you sell. This allows you to take advantage of [...]