Friday, 29 April 2016

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...