Dramatically Increase Your Personal Training Sales
ClubReady does a lot of the things you’d expect from a club management system, but the goal of ClubReady is not to be another backend system - ClubReady is a front end system first - it’s ultimately about clients, and clients are where your sales$ come from. ClubReady is all about increasing sales, it does this in many ways, but the primary step is the initial sales process and closing. Backend systems are a somewhat boring necessity - increasing sales is where the excitement is at.
The design of sales packages is key to doing this successfully & ClubReady supports doing this in the best way possible.
We added a short help screen to the sales package setup page that has several slides that outline how to best design sales packages, we also sent this out as a pdf to existing ClubReady admin users and the feedback was terrific. We love this kind of stuff and there are several new novel features in the pipeline to really drive efficiency in the sales process.
I thought it’d be good to also include this on the blog - below are those slides related to sales package design, together with some comment on how that process is critical to drive new member sales of services like Personal Training.
1. Make Your Packages Work With The Sales Process Not Against Them
Focus on the client! - This sounds obvious, but make your sales packages fit with what clients want to achieve. You might well have a 10 PT session package and think that sounds like a good number - but how does that relate to what a client wants to achieve? Focus on the goals of the client and have the packages match real client goals - ie You want to lose 20lbs, ok you should train 3 times a week for at least 6 months - here are our 3x a week packages. That makes much more sense than ‘you want to train…ok…we have a 10 session package’.
If you don’t design and tie your packages to actual client goals then the only other point of reference a client will have is the cost. What do you think is more motivating to a client - reaching their goals or spending money?
ClubReady also allows you to go through the nutritional section of the client login area during the sales process to actually demonstrate how increased exercise impacts calories burned and targets. Use ClubReady as a sales tool!
2. Get The Client To Make An Easy Commitment
Once you have the client understanding they need to train 1,2,3,or 4 etc times a week - make it easy for them to commit. This is where clubs succeed or fail in really selling Personal Training. It’s the difference between Clubs that sell 10 PT sessions before the client loses interest and those that sell 200 sessions per client. Clients inherently understand they won’t get results overnight, if they didn’t - they’d still be handing over their credit card number for the latest miracle solution from an infomercial at 3am in the morning instead of being at your club talking to you - thats an easy sell, so follow up with an easy sell of your services. Make it easy for them to say yes. If you ask the Client for $2000 upfront they will instantly get heartburn, ask them for $200 up front and then $200 a month for the next 9 months and they will be much more eager to say ok. Make it easy for them to do something they already want to do.
ClubReady allows you to create packages with that exact process in mind & ClubReady can handle all the monthly billing, keep the client informed and make the whole process simple.
ClubReady is designed to let you create discount prices for multiple purchases of a sales package. This is key - give clients a discount if they commit to buy 12 packages over the next year instead of just 1 package. People love a deal, it lets them feel extra good about the decision. A discount rate doesn’t even have to cost you anything - Clubs using ClubReady already are charging more for Personal Training than they were without it, so you win there anyway & if you can lock in a year or more - a discount makes sense. It’s money in the bank.
3. Use ClubReady To Standardize Your Sales Process
To be successful selling Personal Training (or whatever services you sell) - everybody who sells must sell from the same page. ClubReady is the interface that guides your sales process and ensures everybody is following the same process. We have some really exciting additions coming soon that will allow for even tighter standardization of the sales process.
4. Let ClubReady Handle The Details
ClubReady can create the contract, process the EFT for the upfront charges and the future charges, keep the customer informed, provide easy access to billing status from the client login area & also provides admins with many tools to quickly and easily drill down to relevant customer data, all from an easy to use user interface. ClubReady doesn’t follow the trend of badly designed hard to understand user interfaces common in the fitness industry.
5. Summary
Don’t create packages that make no sense to clients. ClubReady will certainly handle packages that make no sense, but create sales packages that can be instantly tied to client goals.
Tie everything to the customer - package length, quantity of sessions - all should be tied to what people understand easily.
Give discounts for multiple package commitments backed up by a contractual agreement. ClubReady can handle all of this very easily.
Follow up! - ClubReady provides all the tools to keep your clients on track.
Old school “Put the blinders on…we don’t need to even consider anything differently” thinking is common in the fitness industry - so beating the competition is especially easy if you do it right.
It’s certainly very realistic to sell your clients 200 PT sessions instead of 10 - the opportunity is absolutely real - there are clubs using ClubReady that do it every day - so we know it’s not a pipe dream.
Take a moment to Look at your clubs booking schedule - if the bookings don’t go out for at least 1 year then you are losing sales - it’s as simple as that.
