One of the most critical parts of convincing a new member to join your club is the honesty and integrity of the salesperson.
The goal of every presentation should be to make the potential new member feel positive about your club – the same way you feel about it! When you are trying to influence a potential member, you’ve got to believe it is the right place for them. If you do not believe it, then it will come across in your presentation.
Be honest with potential members and do not set the bar so high for producing results that the potential member’s expectations can’t be met. This will leave your club in the position of under delivering on what you have promised, which will ultimately lead to an unhappy member. Instead, it is always best to look at things from the potential member’s point of view and to understand their needs, which will allow you to develop a real solution to meet those needs. Over promising with regard to weight loss results and other quick-fix, short-term solutions will ultimately come back to haunt your club, but potential members will trust you if you are honest with them and explain to them what is really needed to accomplish their fitness goals.
