You know, the ones where you just show up with about 100 other people
and they set you up for 4 hours on the high seas. They give you the poles
the bait...everything. Then you go out and bob around with 100 lines in the
water. All of a sudden, it seems like 20 or 30 people have there poles bent
over with fish on!
Selling Memberships is Like Fishing on a Party Boat
The more lines you've got in the water, the better chance you've got to
hook an evasive fish (or prospect). Seems logical to me. We've seen it on
the boats and in the clubs. Think of all the ways we can actively pursue
new business and improve member retention. Just like if we have more than
one line in the water, we'll catch more fish. We can treat sales the same way.
Throw Out At Least A Dozen Lines Off Your Boat
Until someone comes up with the magic formula to have people flocking through
your door, you better have a lot of lines in the water. When we say 'lines' we
mean things like educational brochures, tip sheets, seminars, guest trainers,
newsletters, follow up systems, member referrals and many more.
If you use a wide-range of of approaches every month to increase your sales,
I promise you'll have great results. Will all of them work all of the time? Heck NO!
All the more reason to have as many 'lines in the water' as you can to catch
The secret to selling a lot of memberships is to have as many 'lines' in the water
as possible. Make sure you're doing a lot of different things to make sales. When
some don't work well in any given month, it won't matter. Other things you are
doing to make sales will be working for you.
Do More Things to Make More Sales
Here is a list of offers and promotions to get your brain going. Don't overlook the
simplest and most obvious. Sometimes they'll have the most powerful effect and
make you the most money, quickly. Here you go:
Free trial passes
Nutrition tip sheets
Fitness tip Sheets
Diet tip sheets
Member referral program
Sales person closing guidebook
Front desk prospect tips
E-Newsletter for members
Automatic follow up for prospects
Contact management for members
Guest instructors or trainers
Bundling of services
Low risk offers
Direct mail campaign
Corporate marketing program
Using Unique Selling Points
We could list 20 more, but you get the idea. How many lines can you fish with?
First, make your list. Then, determine if you have all the 'poles and bait' you
If you are short on good ideas, get help.
'til next week...