Last time we talked about using a Membership rate reserve form to help prospects move forward and join the gym. If done correctly this can have tremendous results. However, there are those guests who won’t commit to a club membership on the first visit. I’ll spare you the  dissertation on a 1001 ways to close [...]

For better or worse in this age of low pressure membership sales we can’t take the old school approach of pounding people visiting our gyms into submission. Some people you just can’t reach on the 1st visit….. unless you are smart!

One membership sales tool that I’ve used for years which makes me seem smarter than [...]

Most marketers agree that Social Proof is huge. And potential members show up at your gym because they want to believe you can help them. Therefore, we want to ensure them that we can.
Unfortunately, with all the BS out there you have to make sure you are not just quoting or recording a bunch of  [...]

Wait a sec,  don’t judge us  yet. Sometimes it helps to carry a loaded weapon in the club!
When I first started in the gym business I was an excitable young man. I thought I gave the best tour in the  health club biz. I built rapport, I took time with folks, we could talk for [...]

I often talk about member appreciation parties, making your gym a place people want to hang out, and creating an experience for club members and guests. Well, this weekend the big game should provide an awesome opportunity to do all the above. Besides, I’m always looking for an excuse to raise a RUCKUS!!!
Have a Super [...]

I’ve overheard women say they feel as though they become invisible after they reach a certain age.
First, I unequivocally disagree there is something very attractive about a mature woman that knows she has a  lot to offer.
Not the point here!
Let’s just say that if  your  health club is blind to middle-aged women, then you  are [...]

Get your mind out of the gutter It’s not what you think.
Nope, I was cleaning out my trunk last night and found a useful tool, an old friend and a goofy prop that I’ve called on many times to help me sell a membership.
See if this scenario sounds familiar. Sometimes in the heat of the [...]

Guess what gang, Contrary to popular belief people are still purchasing memberships this January. Although they are more savvy, more price conscious, and not as quick to pull the trigger as in years past.
Make sure your salespeople are not taking shortcuts that sometimes crop-up during high volume feeding frenzy that was January past. When you [...]

With January 2010 underway I’m sure most of your health clubs are experiencing a bit of a revival. New prospects are banging down your door and all of the sudden people you haven’t seen in months are coming out of the woodwork. We love the extra activity and certainly all  smart owners and operators out [...]