Most gyms offer some sort of discount for veterans and other service personal, such as 10 percent off for military folks, police officers and firefighters. If you don’t, you should.
But that’s where your discounts should stop. When it comes to businesses in your town, I never recommend offering a discount on monthly dues. Why not? Well, I don’t want you to devalue your membership.
The freedom fighter discount is different and all people in your community understand and appreciate you offering that discount. But just because you work for Acme Electric, that doesn’t mean you should get a discount. And please don’t get into the game of, “If you get 10 people to join, the price is discounted to X amount.”
Use your enrollment fee as leverage instead: This is both a discount, but more importantly, if the employee or new member quits, retires or gets let go, you don’t have to worry about changing monthly dues. Email me at email@example.com with “enrollment fee” in the subject line and I will get you back important information on what you should be charging.
“We keep our monthly dues consistent, but would love to provide FREE enrollment to your employees, a savings of $49. All we ask is that you send out one email blast every three months, and let us come onsite twice per year and bring everybody lunch.”
Okay, here is how it works:
When you show up, try to do an 11 a.m. to 1 p.m., over lunchtime frame. Ideally, you will have one salesperson and one coach present. You need a fish bowl for a free membership drawing, some 3 inch by 5 inch passes, and yes, bring paper contracts.
While your end goal is to sell these employees memberships, your first goal is lead generation. In order to maximize leads, and therefore sales, you need to do the following:
— Have high energy people who will take the initiative to engage the company’s employees in conversation, making sure to say to everyone, “Hey be sure to fill out a slip because we are drawing one name for a free three-month membership.”
— Don’t, I repeat, don’t stand behind your table. Stand in front and interact with as many people as possible.
Companies will almost always say yes if you are bringing food. And for $100 in sandwiches and a couple of hours of time, you should have no problem getting 20 new leads (from a company of 100) and converting three to five to new members.
Keep changing lives.