How to Generate 5-10,000 Dollars in New Membership Or Client Sales in the Next 60-90 Days Guaranteed
By Kim Martin

Admittedly This Is A Long Post But If You’d Like To See How To Generate $5-$10,000 Or More In The Next 60-90 Days Then Your In For A Method That Will Do Exactly That If Followed Correctly.

What I’m about to show you is a simple cost effective way to do just that, providing that your staff are willing to use the phone which is ANY businesses most powerful tool (despite this it amazes me how many salespeople would rather have root canal than pick up the phone and make cash generating, lead producing cash register ka-chinging sales call, but that’s for another day).

Okay Get ready, relax in a quite area and make sure your not disturbed get a glass of your favorite beverage here we go.

Your best way of generating new members is to work with the ones you already have, makes sense doesn’t it? Your members have friends, family, relatives, acquaintances, etc why not involve your members who are already (hopefully) raving fans of your customer service in generating more business for you. It doesn’t matter how much opposition you have applied correctly this idea will gain you more new members/clients in record time

Here is an example of what we did to make that happen

We printed out all our current members database and the date of there last visit, we then devised a script that went along the lines of a “Courtesy call” to let them know that we were shutting for 3 days due to renovations for the exciting new exercise timetable we then went on to say that they were welcome to introduce a friend or family for a FREE month of membership to try out these classes with no obligation. However we also let them know that if their family member (living under the same roof ) joined we would give them a half price membership!

On a direct debit membership they could pay by the week for only $8-95 or pay in full for only $395 for 12 months saving $120 odd dollars over the direct debit method. You can tailor this offer to suit your services, it works and done correctly you should pick up some new members easily especially if you extend it to all family members living under the same roof (our conditions)

The other way is to extend several free months to ALL your current members in the form of passes this can be done in lots of different we use ‘lead boxes” in the toilets with a nice explanation of why we are doing this and simply let the members take the passes away, make sure you have a set of conditions including a “use by” date on the back.

The way this works is when the prospective client presents the pass to reception (or rings to inquire) you simply get them to fill out your pre assessment questionnaire (you are getting all people that inquire to fill out one of these aren’t you? It’s imperative that you capture these details).

You then do the full “Dem” and tour, ascertain that they want to get and keep the results that they obtain during the free month and join them up!

Yes the condition of the free month is that weather they go onto a direct debit membership or if they pay in full and leave a deposit you get ALL their details and that includes bank accounts.

They then have a full 30 days to “Trial the Club” if they do not want to continue they simply bring back their copy of the agreements and that’s it, no cancellation fee and they have had a free month worth whatever it is you charge for a month.

Now if it’s a paid in full membership I simply ask the customer to leave a nominal deposit and provide their credit card or bank account details and let them know that if the do not cancel by the due date they then are a fully fledged member, if your staff have done the dem correctly with passion and empathy then getting these details will never be an issue.

For the minority of people that it is, then simply use your best judgment simply let them know that for what we are offering the small inconvenience of providing those details they are getting x amount (whatever you would normally charge for a free month plus the PT sessions) it is part of the agreement to provide all details and that nothing will be debited from their account until the due date.

I have only found about 5% of people balk at this so I endeavor to leave it on a gracious note and offer a free week with no paperwork(apart from the pre assessment questionnaire which they have already filled in) necessary.

Again use your best judgment.

Now we do a number of things to ensure maximum success we’ve learned this by trial and error firstly we give them what we call a focus pack which is 4 personal training sessions which comprise the below its half an hour each and is done of a couple of weeks, needless to say you pamper ALL these people with lots of TLC .

These sessions cost the gym a total of $30 which is what the PT instructors are paid for a total of 2 hours worth of work (with the idea being that the customer will go on to paid PT sessions a t the end)Since most of the people we see are in the de-conditioned” market it’s naturally vital to make sure you give yourself every chance of keeping them at the end and making sure that your prospective new client knows what he or She is doing is part of that process.

The other thing that we do is make very clear that the customer needs to cancel in writing at the club we ask them to do this several days before the month expires.

We take the dates being from the day they join to the same day next month, we also make very clear on the direct debit and the membership form that it is a “One Month Trial” this allays any fears, for the most part that the customer has about giving bank or credit card details.

Which incidentally brings me to the point that if the customer wishes to pay in full and save the difference between a PIF (paid in full) and a DD (direct debit) the we do not fill out a debit form but rather simply write their CC details on the membership form and let them know that on the particular date that the free trial expires unless they have canceled their memberships then they will be debited.

Simple, said in a strong confident manner and having built report throughout the tour you should not have any problem at all with getting bank or CC details.

Lastly what we are doing this time that we have not previously done is this: we are not faxing the forms to the billing company straight away.

The reason for this is the our billing company would send them a welcome to club letter with their terms and conditions notifying them about the administration fee, which of course the customer was told about during the tour.

We believe that this made people nervous and gave the wrong impression so we’ve decided to wait until the last few days meaning that if they have not already cancelled then it will be at least a week until they would receive the welcome letter, by which time they well and truly be members.

Now some of you may think this slightly in the “grey” area of ethical marketing but think about this, they get a very real value of over $200 in terms of service and facility use, we actually do send out a welcome letter within a few days but this is from the sales (read membership) consultant.

We also clearly make it known both on the forms and verbally that there is “No Obligation” the onus is simply on the prospective client to cancel if they so wish. Yes you will naturally have people cancel, but overall followed correctly what you have read will get you lots of new members and can be adapted to a variety of scripts and offers.

Now go and have your BEST month ever!

Kim Martin has been involved in the fitness industry in various roles from being an instructor/owner of a martial arts centre in Adelaide, managing various centres, to owning and managing a marketing company that generated between 70-500 new members in anywhere from 2 -7 weeks. He has personally sold $22,000 in memberships in a single day.

His passion for the industry remains undiminished and he still works in a “hands on” role for a large western suburbs fitness centre (Definition health club)

He both sells memberships and owns the telemarketing company that has generated over $2,500,000 in sales over 6 years for this centre running mini year round promotions where the business gets 100% of the residuals.

His toolkit at http://www.healthandwellnessmarketingresources is guaranteed to get more leads,more sales and more referrals for anybody involved in from of health and wellness occupation from martial arts,Yoga,personal training,fitness centres, massage therapists etc.

Two free resources for you to improve your mind,body and spirit

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Email Him at  [mailto:ccmarketing@optusnet.com.au]ccmarketing@optusnet.com.au for a valuable pack of resources you can immediately use to increase your profits

The webs most comprehensive fitness centre marketing download site at http://www.healthandwellnessmarketingresources.com

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