Tara Massouleh
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November 2, 2021
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Operations
category
minute read
November 2, 2021
The majority of health and fitness club sales revolve around memberships.
While there’s always an opportunity to upsell a current member on a new program or add-on, finding and converting prospects into new members is top priority for growing fitness clubs.
The sales funnel or sales process can vary based on individual clubs, however each process starts exactly the same—with prospecting.
In a broad sense, sales prospecting is the act of identifying and reaching out to qualified potential customers for a product or service. In the health and fitness world, prospects include anyone who may have a strong potential to join your club. The prospecting stage encompasses everything from exploring leads and referrals to researching prospects and reaching out to them for the first time. After that first point of contact, prospects are ideally ushered into the next part of the sales funnel and the prospecting portion of the sales process is complete.
Sales don’t happen overnight. Every closed sale must start somewhere, and unless you’re lucky enough to have someone reach out directly ready to buy, your sales will start with prospecting. Think of prospecting as an opportunity investment.
Prospecting is the lifeblood that keeps your sales team moving forward. Without prospecting, once your sales team exhausted its list of contacts, it’d be time to throw in the towel. With no one left to reach out to, your club membership would slowly dwindle until you could no longer afford to keep your doors open. Because fitness clubs need more and more members to stay successful and compete in the market, prospecting will always be the single most important mission to sales teams.
Prospecting isn’t an exact science. However, asking the right questions and knowing where to look can help make prospecting easier and more fruitful. Prospects can come from a million different sources. Some will cost your club money to obtain, while others you can get at almost no cost. When searching for prospects, it’s best to start with what you have. Use existing networks and contacts to multiply your sphere of influence. Every time you add someone new to your network, your prospecting potential grows exponentially. In addition to the individual, you gain access to a whole new set of contacts you can potentially tap into.
Here are some common places to find prospects:
Once you’ve determined who your prospects are, it’s time to reach out to them. Give yourself a better chance for success by prioritizing positivity and preparedness. Here are three tips to level up your prospecting game
Ready to take your sales prospecting to the next level? Book a demo with Club Automation.
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A rich text element can be used with static or dynamic content. For static content, just drop it into any page and begin editing. For dynamic content, add a rich text field to any collection and then connect a rich text element to that field in the settings panel. Voila!
A rich text element can be used with static or dynamic content. For static content, just drop it into any page and begin editing. For dynamic content, add a rich text field to any collection and then connect a rich text element to that field in the settings panel. Voila!
A rich text element can be used with static or dynamic content. For static content, just drop it into any page and begin editing. For dynamic content, add a rich text field to any collection and then connect a rich text element to that field in the settings panel. Voila!
A rich text element can be used with static or dynamic content. For static content, just drop it into any page and begin editing. For dynamic content, add a rich text field to any collection and then connect a rich text element to that field in the settings panel. Voila!
Into any page and begin editing. For dynamic content, add a rich text field to any collection and then connect a rich text element to that field in the settings panel. Voila!