Justin Tamsett, managing director of Active Management, contributed to this article.
In order to grow your business, you’ll need to increase your customer base and sell more memberships to your facility. Sales are incredibly important, but that doesn’t mean it’s easy.
Selling memberships to your health club or studio is both an art and a science. A good sales system will include friendly and well-trained sales staff with a detailed—but flexible—plan for each customer interaction and will incorporate technology, good marketing, and communicating with customers.
This article is one in a series of 28 Best Practice Guidelines for Operating a Fitness Facility.
We have broken up these guidelines into four categories to help you focus your efforts while developing your sales process:
Use Technology to Support Your Sales Process
Show Your Customers How You Can Help
Develop Your Sales Process
Train Your Employees and Manage Your Sales Process
Use Technology to Support Your Sales Process
1. Select a customer management system that is suitable for the business based on size, type, complexity, and access to technology and reliable internet.
2. Consider a customer relationship management (CRM) software that integrates with your website and billing software to automate the sales process and capture key information about each prospective customer.
3. Transparently publish pricing options on your website and, where feasible, allow customers to purchase online.
4. Consider automating parts of your sales process through a virtual sales assistant, virtual chat, or AI software products.