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 I actually am is the Special Rate Reserve Card. This technique allows you to lighten up pressure after attempting to close a club prospect who has not been able to commit or more to the point as a membership sales counselor I have been unable to convince.
While I’ve encountered many clubs attempting to use these most are ineffective or utterly worthless. A simple form that has a name and a price written on it with a 1 day pass is not what these shoud look like. Again don’t lose sight of what we are trying to accomplish here. SELL THE GYM MEMBERSHIP TODAY!
That said I have developed an effective Rate Reservation Form that gives you one more shot to Close the Sale.Here is a rough example of the on I use:
_________________________________________________________________________________________________
Jose’s House of Pain
Rate Reservation Certificate
We are thankful you have considered our facility to help you accomplish the goals
you want to reach such as _____________________________________________________.
We are committed to all our members success and we can’t wait to show you the same results!
• Join Now and enrollment is reduced to $ _______
• Join Now and Individual Monthly Rate is Only $ ______
• Join Now and Individual Paid in Full Rate is Only $ ___ for ___ months
• Join Now and add Family members for Only $ ______
• Hurry this Offer expires: Day _____ Date: ________
Remember, join before the special incentive date and your membership includes:
• A FREE fitness consultation
• 50% off your first massage
• VIP Guest Privillages for friends and family
• Special Enrollment Discounts for family members
• 25% your first Pro-shop purchase
• Free Subscription to our Monthly Keeping Fit Newsletter
• Instant savings around town with the House of Pain Perks program
and….
Most importantly a healthier new you!
I understand there is never a better time to make positive CHANGES in my live and reap the benefits we
have discussed such as increased energy, healthier body, reduced stress, improved athletic
performance and more.
Program Director Potential Member
———————————- ——————————
*Please present this to an authorized representative to receive reserved rate.
____________________________________________________________________________________________________
Customize the form to match your health clubs offerings but notice we are highlighting goals they wish to accomplish by joining a gym, we reiterate our clubs commitment to their success, we subtly address procrastination, and we make them acknowledge they risk losing all the benefits of a healthier lifestyle if they don’t move forward.
Most importantly and the whole point of this exercise is to close the conversation with one more attempt or ORDER REQUEST “by nonchalantly saying “Look Ms. Prospect since we know you came to reach some fitness goals, you’ve seen how this gym can help, you realize nothing changes without taking the 1st step and you agree the facility has everything you need I’ll save you the trip and extra paperwork by going ahead and getting your membership started today. Let’s save some time and get you going on that platinum package you liked and I’ll honor this reservation for a friend or family member you’d like to earn a referral reward on. Does that sound fair?
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