Lead Boxes are  crucial, if not one of the most important factors in driving up your gym membership sales. If you are not doing this than you are losing out on many potential memberships. At my gym we sign up majority of memberships on a daily basis from lead boxes! Right now we have about 100 boxes out and we usually check them every two weeks, all the leads are then distributed to my sales staff. The boxes say “Enter to win one year free!” We give away one 1 year free membership every 2 months and we call every other person who filled out an entry and let them know that they won 1 month free. Some gyms give away 2 weeks but for me I feel  it’s more effective to give away one month to get them in the gym and get them back in the routine of working out. If they decide they want to join our gym within the first week (1st week only!) of using their 1 month free membership we will offer them a discounted price. That special discounted price is only offered to the one month winners! This creates Value and a sense of urgency, things I have discussed in other topics to get new members enrolled at your gym! Now what are you waiting for don’t waist time any longer! Get lead boxes out now, and you will see a dramatic change in your monthly gym sales!

Q: What are the benefits?

Not to many people can afford it.

Not too many people have it…too expensive.

People think you have money.

People will know you have money.

This is just an example of some of the reasons why someone would buy an expensive handbag. Always remember, when you show your prospects the benefits of your product it will tap into their emotions…and when you tap into a prospects emotions…prospects usually buy! You will be on your way to closing the deal!

My point is to always remember to sell benefits and not the product! If your gym has the best exercise equipment you can brag about it to your prospect but DON”T forget to talk about the benefits of your machines. What will do for your prospect? Why will the new equipment benefit him compared to the older models? Why it will benefit his health?

Always remember to sell benefits…not the product. This goes for anything you are selling! Try it for yourself and I guarantee it will make your job a lot more easier!

Q: What should I have on my business card magnet?

I make sure that my name and number are on my cards along with gym hours, gym location, and my e-mail address. These are very important, especially your gym hours because your new member will forget the hours and will use the magnet as a reference! I have had many new members thanks me for the cards and have told me that it was useful to remember gym hours or call me if they needed assistance. I cant tell you how many referrals I have gotten from my magnets I would say in the hundreds.

Here are the ones I use:Here is what I hand write in all my cards! Remember take the time to HAND WRITE all of them. Do not just Print it out, it loses it’s appreciation factor. Don’t forget to place the magnet into the cards before you send them out!

Here is what I write for all my new gym members:

The reason  why I came up with this acronym is because when I first started selling memberships I noticed that  these were the most frequent objections that I would receive. I decided that if I overcame these while on the tour that my chances of closing them would be much greater. Always remember this, many times an objection arises because the prospect needs more information. The more informed your prospect is about your product or service the more they will be willing to buy from you in the end!

Q: How do I create Value and a Sense of Urgency?

First of all always remember that people buy because of emotions, that is why you have to tap into the prospects emotions before you try and sell them. After the tour I like to sit them down and go over things that will get their emotions involved. Here’s some of the things I would say to them. “So what do you think of our gym?” “Could you see yourself getting back into shape here at our gym?” “Imagine what you are going to look like in a few months working out at our gym.” Just imagine how much more energized you will be after a few months of working out.” These are just examples but this is what you want to do before go right into prices, get their emotions back into the picture. Now when you go over prices you want to create value for them to join on that day, here is how you do it. Have a first visit discount incentive. What you do is show them your prices for a gym membership, lets say your gym charges $35 a month. If they join on that day (first visit incentive discount) they will get a membership for only $25 a month. Now you created value for enrolling on that day. If they don’t join that day then they will have to pay $35 per month. You can do this for people on passes as well, even though their pass may be for one week you can tell them if they join after their first workout they get a discount. $10 off their monthly dues. You are again creating value and sense of urgency. Sense of urgency makes them do it now, today! If they don’t take up your offer today they lose out on the discounted price. This goes well also with the walk-ins, if they join today they will get a discount. You are creating value and a sense of urgency! This is just an example of one way you can do it, but figure out a way that works best for your gym. I promise you will have less people making up reasons of why they can’t join today and never ever seeing them again. If you are not creating these two things at your gym than I can guarantee your gym is not closing very many memberships per month!

Hint: Always do a T.O. (turn over) after you share the prices tell them that you can offer them the first visit discount but you first have to confirm it with your manager. This will create a little more value for the prospect because you confirmed it with your boss and he authorized it for you.

Part-time Goal

$10,000

Full-time Goal

$20,000

Let’s get started!

Q: How do you keep track of your daily projections?

Here’s how you do it!

Q: What is your monthly projection goal?

Let’s say your goal is $20,000 for the month.

How do you calculate how many memberships you need to sell per day to reach your goal?

Let’s assume each membership you sell is worth $415.48 (net + cash)

Now let’s say you have done 12 * $415.48 = $4985.76

Now let’s say you have 22 working days total and you have already worked 4 working days. How many sales do you have to do per day to reach your goal of $20,000?

This is how you would figure it out.

Your goal of $20,000 – $4985.76 (Total already in)= $15,014.24 (remainder of goal needed in)

$15,014.24 (Total needed to reach goal) divided by the remainder of working days left 18 (working days left) equals $834 per day divided by $415.48 = 2.0073

That means if you were to sale 2 memberships daily for the next 18 days you would reach your goal of $20,000 at the end of the month!

This is very important because you can make sure you know how many memberships you need to sell each day to reach your goal.