Thursday, 20 October 2016

The Sales & Retention Convention: What are we talking about?

Dave Reeves and Guy Griffiths chatted about the topics for the next Sales & Retention Convention, being held on Tuesday 15th November at the Warwickshire. Read on to find out more, and to get your tickets...

Guy: "So Dave, one of the feedback requests from our last convention was to have more content on lead generation ... how are we going to cover that?"
Dave: "Lead generation in modern day membership sales covers a huge range of topics. We'll look at traditional sales techniques like outreach to get excellent local qualified leads. We will also show you how to maximise online leads, because digital marketing is now a big part of lead generation. Like at the last event, we'll have lots of tips and tricks on how to engage with prospects face-to-face and digitally that you can take back to your club and use at once.”

Dave: "Guy, what are you going to talk about? "
Guy: " My main talk will show you simple, but effective ways of communicating with your members to get them to stick around longer. A lot of clubs are shifting their comms onto social media, but like a lot of marketing, this often ends up focusing on sales and prospecting rather than keeping existing members engaged. Traditional communication channels can be much more targeted at your existing members, so there's a big focus on email, sms and post. That said, we'll also look at how social channels can be leveraged to keep members engaged. Part of that will tie back into the sales angles with referrals, and over to you Dave..."

Dave: "Referrals are still the number one source of new members, we will cover how to generate new referrals by just walking around your leisure facility, this is what we call in-reach. If done well, it doesn’t take a lot of time and is free marketing”

Dave: "Then you're going to cover member surveys, right? How do they help retention?"
Guy: "Well I don't want to give it all away before we get to the event, but surveys are a great way of showing your members you're listening to them. If you also act on the feedback, or use it to improve your customer service levels, then you're onto a retention winner."

Dave: "And that links into Feefo, right?"
Guy: "Yes, they'll talk about monitoring and maximising your online presence in terms of reviews and social trust online. As well as being a great service measure, this will also help your SEO, so we're back to sales again!"

Dave: "That's right, online incentives that help sales. This can be a very lucrative way of getting new leads online. However if done wrongly, it can be a waste of time and money. We will go through the pitfalls and how to avoid them, whilst giving each delegate plenty of golden nuggets of information to help get new leads online”

Guy: "So it's a no-brainer if you want to learn how to improve member sales or retention at your club?"
Dave: "That's right, linking sales and retention is the winning formula, which is why you should book your tickets today!"

If you're interested in joining us at the Sales & Retention Convention on 15th November at the Warwickshire Golf & Country Club, click here to find out more and book tickets.

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