Posted by Karen Bryan on 19 September, 2017
There’s a lot more to owning and running a gym or fitness studio than meets the eye.
To become a successful fitness entrepreneur, you need to activate your business mindset and that’s why we’re bringing you the best tips when it comes to driving membership sales! With a 100% commission based job, passion for training isn’t enough.
So check out our top tips below for gym and fitness studio owners who want to start acquiring new members and increasing sales today:
1. LEARN THE BASICS OF SELLING
Whether you like it or not, you need to have a business mindset and sales skills to be successful in this industry. With so many new avenues for promotion popping up around us (Facebook, Twitter, Instagram), you need to be able to captivate an audience and differentiate your offering from rivals.
If sales isn’t exactly your forte, start by practicing some basic selling techniques with the goal of creating your go to sales strategy:
- Listen and listen more: Focus on your members’ needs and be sure to address their concerns. Listening goes a long way in building trust with your clients!
- Identify your members problems and address how your service solves them: By directly discussing your customers’ pain points, your client will easily see exactly how your business can best address and answer their problems.
- Talk human to human: People want to do business with other people, not just someone looking to make another sale. Show your members that you have their best interests in mind by treating them with compassion. After all, it’s not just another sale you want, it’s long-lasting relationships that will better your business in the long run.
- Preempt Objections: Identify the objections and challenges you're likely to face from potential members. By doing so, you can dramatically increase your chances of closing.
2. create a pitch that resonates
You have a really great service, awesome! But can you explain your offer in a way that resonates with your target audience? If not, you’re going to have a hard time achieving the results you’re looking for.
Once you understand the basics of selling (listening, identifying pain points, addressing customer needs and talking human), you’re ready to sculpt a pitch that shows you’re hungry for their business and eager to help them achieve their goals, whatever they may be.
You may not perfect your pitch over night, but practice does make perfect. Be sure to test different approaches on potential members to see what really resonates. Ask your current members, what was the deciding factor that made them choose you over rivals? What could you have done better or differently to give them more confidence that they were making the right decision?
Why not end your pitch with an action oriented question. For example:
"Would you like to use a laser card or credit card to purchase this membership?"
Remember, selling doesn’t have to be ‘sleazy’. If you’re doing it right, you're solving customer problems and pain points.
3. allocating time to improve sales strategy
Easier said than done, huh? We understand that being a fitness business owner is a truly hectic task. However, you will need to allocate time to improving your sales strategy if you want to grow.
If you’re still training two hours a day, 5 days a week, this could be the wake up call you need.
Start paring back on training for a couple hours a week and invest this time in crafting a killer sales strategy that really moves the needle. If you're serious about your fitness business, you shouldn’t even have to question it.