Some sales happen instantly, others take time. Way too many salespeople either try to rush the process or give up too early. I have found the bigger problem is the latter. If a sale is not made during the first visit then what systems are in place to gain the business? There should be a series of efforts made to stay in touch and hopefully move the sale along eventually earning a new member.
A few phone calls doesn’t cut it. We need to send letters, text, e-mails, post cards, messages through friends, phone calls and basically keep in touch any way we can until we either have a new member or we are asked to stop trying. While it’s imperative we heed a request to stop pursuing a prospect we should never give up on our own accord.
Frank Emanuel
Health Club Marketing Contributor
