Essential Strategies for Securing the Prospect
If you've been in this business for a while you've probably heard the old adage. The be-back bus doesn't come back or some other variation. This is certainly true and the clichés were based on the fact that it usually if a guest leaves they seldom return. In today's environment we are faced with interesting new challenges. As many folks won't put up with pushy sales people and competition is a lot more fierce. So what's a salesperson to do?
Well, you can sit there and pout or get busy trying to beat the odds. The fact is most OTHER salespeople are focused on the next deal that when one slips through they all but forget the prospect till it's too late. This provides a golden opportunity for you to be the difference maker. Here is my system for follow-up that increases the chance you do see some returning guests and can laugh in the face of probability.
- Send a handwritten Thanks for visiting card or note with a FREE Pass
- Send Email that says thanks as well as a printable pass which will arrive before the letter and enrol them in club newsletter.
- Call within 48 hours. I would just say Hi John, its Frank from (your business name) I just wanted to say what a pleasure it was meeting you the other day and to see if there were any other questions about how we can help you with ________(whatever fitness goals).
- If you get machine leave same message but bait the hook with call me back because I just found out about an incentive that could save you a few bucks.
- The calls can continue for a few weeks or until they tell you to stop bugging them. Actually I taper of after about 30 days of calling at least once a week but make sure to have a trainer call and offer a free session in the first week or two. This seems to really do the trick when nothing else will.
- Once someone goes beyond a month then they need to be on some outreach list or club newsletter and/or contacted if there truly is a blowout special.
Yours in Fitness Business Success,
Ben Dulhunty
Owner
Smart Studio Solutions
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