Posted June 02, 2009
I recently had an indepth conversation with a manager from one of our Pro-Fitness Program facilities regarding their ability to sell the AC to all new members, especially those who have been a member before, or fall into that small group of seasoned pros who feel that they do not require the service. She felt, as many people do, that presenting a mandatory service to these people could result in lost membership sales. Obviously an important issue. I would like to take a moment to address this concern because it is not uncommon, and it is not unreasonable. However, there is a simple solution to the issue.
"I can't give you a surefire formula for success, but I can give you a formula for failure: try to please everybody all of the time. - Herbert Bayard Swope
I have been working with fitness companies in the area of sales and management for most of my adult life and there is one truth that I have seen demonstrated time after time. When you present a fabulous, key component of a membership experience with passion and enthusiasm, people will register with excitement and show up to all appointments. If you try to bury something in the fees and slide it in at the end of the presentation, the person will feel like you are trying to deceive and mislead them and even if they purchase they will not attend. Finally, if you tell them that it is mandatory; they will always refuse.
The secret to successful AC sales by membership is no secret at all. Sales people need to feel confidant in the service which they are promoting, the FC who will be providing the service, and that the ownership FULLY BELIEVES that a full service fitness evaluation is the only ethical way of serving our valued clients. If they are not fully confidant in these items, they cannot possibly provide the enthusiasm which the new members require in order to make the correct decisions.
Please feel free to comment or to contact me directly if you have any questions.
Sean Walpole CPT, MTS
Posted May 21, 2009
When the Pro-Fitness Program was initially launched at one of our client facilities in January of this year, we had established that two of the existing Personal Trainers would transition into the Fitness Consultant role. Of these two, one would be part time and the other would transition into a full time position. However, an issue became clear early on. Why would a Personal Trainer leave the relative financial security and stability of PT clients and Group Exercise for the performance driven pay structure of the FC office?
We had set some targets for the Program, the most important of which was a minimum of fifty completed Fitness Consultations each month. At that number of appointments, any FC could earn very well, even if they are only closing at 15%. However, the lure of PT and group exercise was too much for the FC's who found themselves only completing an average of 20 appointments between the two of them. Failing to reach the target of 50 had a disastrous effect on the club's bottom line.
A Fitness Consultant must be a full time, designated sales position, completing 4-5 appointmnets per day, approached like business. Do you have a sales professional in your FC office?
Feel free to comment!
Senior Business Consultant
Posted April 21, 2009
Welcome to the new look of the Pro-Fitness Program. Our new logo and our new website represent a leap forward for our organization that we're very excited about.
RVC Steps it Up Again!
We are please to announce the success of our first ever training video conference with the team from the River Valley Club in Hanover New Hamphsire. Fitness Director Jen Poljacik and Assistant Director Cassie Armstead arranged the presentation in their group fitness studio with their entire personal training team.
Edge President Jeff Russo gave a state of the industry address and encouraged the group to provide more time and service during this economic downturn. The challenge did not go unanswered for very long with the majority of Trainers offering their time for two personal traning demo days at the end of the month. We'll keep you updated on how many members purchase pt as a result of this effort.