Recently I’ve been getting a number of questions regarding fitness sales, so the follow up on my recent blog post sharing 3 sales tips I wanted to go ahead and share a small sales manual that I provided to our training staff. You can download it below (click on the image or the link):
Enjoy the manual and be sure to tell me all about those deals that your closing!
Dedicated to your success,
Pat Rigsby
Pat Rigsby is a Co-Owner of the International Youth Conditioning Association & the youth fitness franchise Athletic Revolution as well as a fitness industry consultant serving thousands of personal trainers and fitness entrepreneurs. Sign up for his fitness business free newsletter to discover proven marketing, sales and business strategies, along with blog updates, news, and more! While you’re at it, follow him on Twitter.
23 March 2009 - by Nick Berry
So Pat explained to you the thinking behind a solid reactivation campaign, and I’m gonna show you a couple of ways you can set up a reliable and effective system for managing it.
Reliability is paramount here – as we can’t afford to have people slipping through the cracks – and that wouldn’t be much of a system would it?
Efficiency is equally important, because we can’t commit all of our time to a single campaign, right?
The first thing you’ve got to have it a complete list of your former clients. If you have a client management software you use, that should work well. We’ve also always kept a backup excel spreadsheet that had the names and info of any clients who had decided for whatever reason to leave. It’s very important to include dates on the spreadsheet, the cancellation date as well as the date they began using your service. This is where reliability comes into play – you have to manage this list over time and make sure the correct data is entered when a client cancels. It’s not a complete list if you only remember to add someone to it sometimes – and that means it’s not reliable. So keep a complete database of your past clients.
Read the rest…
