Point of Sale Referrals (increase retention with sales!) - Guest Post

This is a guest post from David Reeves of Promote Leisure, who presented at the inaugural Sales & Retention Convention earlier this year.

I want to share with you one of the key focus points that was discussed on the day; how to present and get lots of “Point of Sale Referral”, which will translate into sales, if prospected correctly. 

Point of Sale (POS) referral is to ask a new member for the names of friends, family or work colleagues who may be interested in joining the club. This is done at the moment when the excited new member joins, hence why it is called “Point of Sale” referral.

Olympic and Paralympic Challenges

The Rio Olympics run from Friday 5th to Sunday 21st August, and the Paralympics from Wednesday 7th to Sunday 18th September. Both are great opportunities to run challenges at your club, but with a month to go, you'll need to move fast to be ready...

Member messages: SMS or Email?

Leisure Management System providers and partners continue to push email as the best member communication channel. But who is it best for, the system, the club, or the member?

Email is low cost, easy to implement, and can contain lots of content. But open rates are often low, unsubscribes higher, and there can be a tendency to include too much content for certain messages.

For your monthly newsletters, email is great. But for short, critical messages that you want all targeted members to open and read, SMS is a much better option.

Maximising ROI from Events with Lead Forensics

When it comes to events and exhibitions, Lead Forensics is the tool that can guarantee a return on your investment. Click here to find out how it works, or read on to get some conference tips and tricks.

Before:

Before the show, preparation is key.

Generating more corporate leads for Health Clubs with Lead Forensics

At a time when corporate wellness is in the news headlines, the fitness industry has a great opportunity to show how it can deliver better health and well-being to organisations. 

A good deal of GGFit health club clients are using Lead Forensics to identify corporate membership opportunities. And they are getting great results… signing up new corporate accounts, realising more business from existing accounts, and helping more corporate employees to become more active.

The Retention Convention 2016

While some of the presenters didn’t quite come up to the high standard of last year’s retention convention [joke], this year’s event had some great content over 2 days in Birmingham, and a real international feel.

Arron Williams talked about the boutique market, and how members at boutique clubs are basically getting hooked on exercise as a drug. The flow genome project video was a very interesting side-line, but overall, we need to remember that boutique clubs are not just Soulcycle and Barry’s, but also the local Pilates/Yoga studio, or Zumba in the church hall.

Feedback from the Sales & Retention Convention

One of the best ways to improve your member retention is to link your retention initiatives with your sales processes and scripts. Sell the actions and experiences to your members, and then deliver them!

This is what we presented at the Sales & Retention Convention last month – a joined up approach to getting more members into your club and getting them to stick around longer. In these brief blog posts, we’ll try to sum up a couple of hours’ presentation in a few hundred words.

Everyone who attended received a copy of the presentation link – if you would also like to review the slides, please contact us

Delegate feedback from the event was very positive, here’s what some of the attendees said:

Selling CLASSES at the Sales & Retention Convention

The second retention session started with selling fitness classes. Again, all the research shows that members who attend classes are more engaged and stay longer.

Some members get into fitness classes straight away, others take some convincing, and some swear classes are just not for them. By selling classes, we’re looking to speed up the convincing process, and convert some of the non-believers.

To do this, you need to know which classes will appeal to these members and ensure there are no barriers to getting new (and existing) members into classes.

How to get members to join a class?

Selling INDUCTIONS at the Sales & Retention Convention

One of the best ways to improve your member retention is to link your retention initiatives with your sales processes and scripts. Sell the actions and experiences to your members, and then deliver them!

This is what we presented at the Sales & Retention Convention last week – a joined up approach to getting more members into your club and getting them to stick around longer. In these blog posts, we’ll sum up a couple of hours’ presentation in a few hundred words.

The first session on selling retention was about selling the induction. Put simply, members who have inductions stay longer on average. How much longer depends on the club, quality, and a variety of other factors, but broadly speaking, members who have inductions, stay longer.

So why do we need to sell the induction? It comes down to experience...

LetsMoveForABetterWorld - Celebrate - GGFit Tips (5/5)

Technogym's Global Challenge for 2016 is well under way, and while it's a little too soon to see what the final results will look like, you need to start to plan your celebrations, and you should also be celebrating along the way...

Assuming all your members, guests, staff, and community are fully engaged, you'll be keeping an eye on your internal leader boards, as well as the global leaderboard for where your club stands in the country ranking, and where your country stands in the global ranking. Here's some more tips: