One lazy Sunday morning while sipping your coffee you find this flyer in your newspaper that says,

“X” Gym offers you fitness at a very low rate as low as a grill sandwich a day….

Now its up to you decide weather eat and put on the calories or work out and get a slim trim figure at the same cost.

Now, Imagine if you are a Gym owner and you’re HIGH priced Gym is located exactly opposite the “grill sandwich priced” Gym…I m sure butterflies would start flying in your stomach.

The very first thoughts running in your mind would be, pack your bags close down your GYM and off to your natives.

As you cannot afford to go down on your profit margins and incur losses

Sit down sip your coffee (which is already cold) and think ways to overcome your fear of your competitor overtaking your clients.

You might even think of getting your product price lower than your competitor and start detoriating on your quality of services you offer. Practical decision to win the rat race…But think for yourself even if you win this rat race you are still a rat.A bigger cat (another strong competitor) could eat you up anytime…what are you left with then?

But your panic comes to a rest when few ideas like these pops up your mind.

Without cutting down your package prices build up a strong rapport with your clients make them feel your are more worried about their health than they themselves are, few changes like good ambience, good fragrance flowing around while work-outs or as simple as changing to good popular music would turn around the complete mind-set of your members. And they would be a member rest of their life with you. Not because you provide them facilities but they start considering you a part of the family.

And who would like to part away form their families…AM I RIGHT? or I M RIGHT ?

Make them feel at home

Giving more than what your members are expecting is the reason why your members are bound to be with you even if your prices are higher than the competitor. A good product with great service can never go wrong. Once your members understand why you are charging higher, they would not mind paying you and would still love to be with you.

Appreciation and Motivation

Do you remember how you use to study hard and get good scores in your exams just to get that hug of appreciation from your dad or mom? Treat your members as your kids. Teach them from step one, let them try till they succeed and DONOT forget to appreciate them even on the smallest success. This would not only motivate them to get the things right but would also miss your appreciation when not around. This would boost your renewalsresulting in spreading word of mouth. The personal attention you give towards your memberswill give you more members, more business, more profits.

And you would sure fall in love with the word “MORE”

Simple steps to achieve your “MORE” goal

• Regular feedbacks form to be filled from your members will narrow down the room of improvement
• Conduct a survey on your competitor and see where they lack and get yourself stronger in the same area.
• Try and get a market correction. Check if your prices on the rack are worth the value of the services you offer. If not do not delay to make the required changes.
• Make sure your employees are happy. Because only happy employees can create happy members
• Try and renew your old members as they are the cream layer of your business profits
• Work on the feedback form given by members and implement them ASAP resulting in 90% adherence

So, whether its your service, your feedback, your improvisation technique, your gym ambience be it anything, If you are confident about what you offering, a bunch of loyal members following you is a sure thing.

So buck up pull up your socks and get ready to party…Opps sorry…Sucess party of your gym profits!

Cheers to the fitness business….

Here, we are back with tips on how you can manage your gym efficiently.

Below are the 10 Most Important Selling Techniques that every employee must keep in mind :

Objections to membership sales can be viewed as the most difficult part of the entire sales process for a health club sales person. This is especially true if the objection is viewed as an obstacle rather than an opportunity to help the guest get the results they are looking for. Here are some suggestions on how to handle health club membership objections effectively.

• With the effective use of a needs analysis, always try to anticipate objections early in the club tour and membership presentation. Too many health club sales people wait until objections come to them instead of trying to anticipate what they will be. Eliminate the objections as you go along, and the membership process will be much easier.
• Never rush your response to a guest’s objection. Hear them out. Listen, even if you’ve heard it a thousand times before. Health club salespeople often respond too quickly and actually will over-talk their guests in these situations. This will often create friction with the guest which will likely lead to them not joining your club.
• Repeat the objection back to your guest. This will buy you some time to think, plus it will also show that you are interested in what they have to say. It will also help you to be sure that you understand exactly what the guest is saying.
• Don’t forget that that an objection to joining your fitness center is many times a “buying signal” because the guest still has questions. If they had no interest in your club or in joining, why would they still be talking to you?
• If you think a guest’s objection is just a smokescreen, ask if they are interested in your club and in getting results. Smokescreen objections can be a real time waster for health club sales people, and even the most seasoned health club professionals can fall into this trap. Some club guests will feel overpowered by a confident health club sales person and their only escape is to create a “false objection” to joining your club. A simple way to rid yourself of this problem is by further probing in order to make sure that the objection to becoming a member is genuine.
• It is important to remember that, statistically speaking, a minimum of three objections are needed before a person will buy. However, many health club sales people give up after the first objection without realizing that this person would have joined their club if they had persisted a little more.
• Objections are simply part of the club sales process. Without them, there would be no need for salespeople and you would be out of a job. So don’t let them stop you from reaching your goals. The true health club professional doesn’t ever let objections get in the way of end goals.
• Listen carefully to objections you receive about joining. They will hold valuable clues about the guest’s needs and desire. A real objection can often reveal important information that is worth noting because even if your guest doesn’t buy on this occasion you may know what buttons to push the next time you speak to them.
• The better your tour and the better your membership presentation, the fewer objections you will hear – it’s that simple. It’s important to give your presentation in a way that your guest clearly understands. This will help you avoid objections that arise from not clearly understanding what you have said. Practice.
• It wouldn’t be sales if people never objected. Many guests who join your club simply enjoy the “going-back-and-forth element” of buying, and health club sales people should be aware of this.

Now, sell some memberships.