How To Tour And Convert Gym Member Prospects Part 2

Welcome to part 2 of How To Tour And Convert Gym Member Prospects.
Cont. This is when you stand up and offer to show them around the club. Your tour should be well rehearsed, just as much as your script and objection meeting techniques; your enthusiasm should reflect that in your mind that your gym is the only fitness centre in the world that can adequately suit the prospects needs.

You should have a membership form, notepad and pen with you. I have been so bold as to have them fill out their details sitting on a bench; some people are more comfortable this way.

Many argue that there is no point showing prospects equipment or facilities that they’re not going to use, for example, most guys aren’t interested in group fitness so why show them the room? Simple, this is referral based industry; perhaps they have a girlfriend, a wife, a sister, a daughter…you get the picture.

Take them to equipment they’re familiar with and some they’re not; perhaps you have something you particularly enjoy at your club and give them a demonstration. Your club also has features unique to it, maybe it’s just the atmosphere or the history, but emphasizing this; you need to differentiate your club.
By now you should know this persons fitness goals and history intimately. You should have asked them about availability and practically booked them in for their introductory personal training session. You should have trial closed them on payment plans and know how they plan to pay, this can be as simple as asking how they paid for their last membership, or what they find most convenient.

You’re not selling a gym membership, you are selling results

When you sit down, there should be no more questions, you are simply relaying back the information you have already gathered and filling out the form as you go.

Congratulations.

If you missed part 1 of How To Tour And Convert Gym Member Prospects click here.