The membership consultant of the fitness club, how to improve the performance, please ask the experts who have done sales to advise! ! !

Some understandings and views on membership sales. Learning from the experience of successful people will make us take fewer detours in order to reach the other side of success faster. First, improve the basic services of the club through CRM. Buying membership to let members go to clubs for fitness is the most basic consumer demand. Clubs should first strengthen service management and strive to create an efficient, convenient, comfortable and pleasant fitness environment for their members. Handle members' complaints in time, collect members' feedback information, and improve services according to members' opinions in time, so that fitness can truly become a noble leisure activity; In addition, strengthen CRM work, analyze and sort out the information of existing members, and establish a scientific and perfect member information base. Then, by perfecting the functions of customer acquisition, customer development and customer retention, we can establish a two-way mutually beneficial communication mechanism with the majority of members, which can not only establish a solid strategic win-win relationship at a higher level, but also realize the long-term interests of the club through cross-selling in a wider field. The second is idiosyncratic marketing fitness, and its potential consumers are mostly white-collar workers. Salespeople's professionalism, knowledge level and behavior style can never be compared with ordinary salespeople. Because customers will not easily make a decision to buy unnecessary consumer goods. In addition to the club's good social reputation, more value demands need to be completed through one-on-one promotion activities of sales staff. Before customers accept membership products, they must first accept the salespeople themselves. Not only will customers not buy lifestyle consumer goods from a vulgar, poor salesman who is unscrupulous for commission, but they will even avoid visiting such people. Therefore, it is not surprising that many low-quality salespeople regard "unfamiliar visits" as the most insurmountable gap. This can't be blamed on the sales staff, but the key is that the club operators lack clear guiding ideology for the so-called promotion work. Most of them simply believe that as long as the interests and pressure drive, salespeople will try their best to promote sales. What China lacks too much is cheap labor. For club operators, the financial risks brought by these "road runners" will be far less than the investment of manpower, but as everyone knows, the blind "sweeping the streets" and "sweeping the buildings" of these low-quality salesmen will mostly cause long-term and far-reaching damage to member brands. Therefore, clubs must overcome "myopia" when recruiting, hiring, training and managing salespeople, and fully realize that every salesperson is the face of the club. We should strengthen their education and training. Strengthening education is to improve self-cultivation. Through training, salespeople can gain more sales knowledge and improve their sales ability. Only the salespeople really know who your target consumers are. Where are they? Where will it appear? What kind of activities do you like to participate in? When is the activity time? What are their hobbies and so on? You can prove that "you are here" at the right time in a clever way, and let customers know the benefits that salespeople and even clubs can provide with professional professionalism, so that customers can agree. Thirdly, the daily marketing behavior of conference marketing sales staff is a step to establish and maintain good relations with potential customers. They know your target consumers and their actual and potential needs. However, a good opportunity is needed to complete the transaction. Often, after a period of hard work, many salespeople lack effective methods to urge customers to decide to buy. At this time, many people will be eager for quick success under the pressure of performance, which is proved to be counterproductive in most cases. As long as the marketing purpose of the conference is clear, the teachers are well-known, the process design is reasonable, the details are properly grasped, the pre-invitation quality is high, the sense of rhythm is strong, and the atmosphere at the scene is active, it will certainly produce unexpected results. Applying this marketing method to membership sales can not only provide members with various forms of value-added services, but also bring potential customers together for centralized sales, so that potential customers can really benefit from the membership benefits of membership members and feel the distinguished living atmosphere of the club on the spot. Turn the imaginary interest cultivated by salespeople into real interest that can be truly perceived.