How we position ourselves in the eyes of our prospects could be the difference between you signing them versus the competition. So what does that mean? Well, certainly this has to do with selling personalities, the club and the presentation. However, one of the most powerful tactics in any exchange is playing on the need to return favors.
The drive to reciprocate will move people more effectively than you might think. I suggest you give an indecisive guest something they won’t get anywhere else. As opposed to simply gifting a VIP pass you should trade out with local restaurants and give people a $25 gift card to a preferred restaurant. Imagine the impact when you hear the common phrase, “I need to check with my spouse.” Now you’ll get to say, “No problem! Here I’ll help you butter them up. Take them out on us and let me know if they’re okay with you getting in shape!” Chances are your friendly bribe is enough to win the business on the spot, and if not, it certainly helps the cause.
Frank Emanuel
Fitness Marketing Contributor
