Raj is the CEO and Co-founder of Styku, a 3D body scanning and body shape analysis system for health, fitness, and wellness professionals. He is also a physicist, with a background in extra-solar planetary astronomy and once worked in the Human Space Flight Program at NASA.
The perfect club tour is a key factor in what your customer mulls over before joining.
The staff member you decide to teach how to sell your club could be the decision between a yes and a no – but you already know this. That’s why you’ve chosen someone who knows your layout inside and out, can discuss any membership details, and of course makes your customers feel special and wanted.
At the end of the day, what can you do to make sure your club tours turnout higher closing numbers? We’ve got a few tricks up our sleeves.
Choose Your Guide Wisely
Your closing percentage can dramatically increase if you make sure to use a staffer that you think represents your brand identity. This person is who your potential client will think back on after they’ve left your facility. They should be aptly trained to answer any questions while the client walks throughout the facility. Have a few set target topics of conversation you want your guide to hit on. These could be anything from injury issues, the clients’ fitness goals, or what other clubs they’ve toured. This tactic is considered sales with questions – not answers. Convince the client that you are genuinely interested in why they’ve chosen your gym to tour today by asking them the right questions casually while displaying the perks of your fitness center. This is an excellent opportunity for you to get direct information that can help your business if the client joins, or not.
Against contrary belief, you’ll want to wait to pitch your membership options or sales opportunities when the tour is complete, or after the client has finished their workout. Your new potential member doesn’t want to feel pushed around – comfortability will be what will set you apart from an overly-eager counterpart. Make sure your guide is able to remain calm and professional during the walk through.
Show Off Your Value
After you’ve sufficiently trained your tour guide to reflect the professionalism of your fitness center, you’ll want to point out key areas of interest you offer. Does your center provide nutrition counseling? How new is your Olympic-sized swimming pool? Or, has your gym hopped onto the expanding trend of 3D body scanning? These tactics offer value.
What your customer really wants to see is how the price they’re going to pay is justified. These are the nuances your company invests in to prove the price of the sale. In order to demonstrate your perceived value, you’ll have to do more than simply tell them about it. Let them experience it for themselves.
If you aren’t offering free one-day passes, your customer will never truly understand the sensation and overall feeling of what your fitness center has to offer. Don’t just stop at the free one-day pass, either. Offer them free usage of your coolest, most unique offerings – like a free 3D body scan.
3D body composition software lets your clients view in exact detail every measurement on their body, along with fat percentage. It’s motivational, and shows your high-tech focus.
If your trainers are still using tape measures or calipers, it’s time to switch over to a method that will dazzle and entice potential and current clients. Ask your potential member if they’d be interested in scanning for fat percentages and body measurements – and if not, demonstrate the process through the software or with an additional staffer. Don’t worry about the process dragging on – Styku’s 3D Body Scanner can offer full body measurements in seconds.
Outline that with 3D body scanning technology, setting fitness and caloric goals are monitored efficiently and accurately in one handy place. At the end of the day, your potential clients are looking to feel good and look good by joining your fitness center. This software provides them with the ability to track health metrics when you’re not working out on the floor.
Utilizing this tactic in the tour shows the clients that you’re dedicated to their uniqueness and the changes they want to make in their fitness routines. This is a sure-fire way to offer a sense of value and importance to what you’re doing at your club.
Meet in the future
After you’ve wrapped up the tour, send your potential client an e-copy or print out of a one time pass. If they’ve came ready to workout, lead them to the locker room and mention to check in before heading out. This way, you can ask them what they thought, and if they’d be interested in signing on.
If they’ve mentioned they want to determine between additional locations, you’ll need to follow up with an email or personal phone call. Find out what made you the choosiest option, or what you’re missing that another gym offered.
Every sale won’t be guaranteed. But offering a tour that utilizes your value propositions and nails down next steps to membership will increase your closing percentages. Streamline your tour and increase membership sign ups by offering Styku at your facility. Learn more about the 3D body scanning technology here.