Archive for July 2012

Create Impulses to Buy

July 26th, 2012 — 12:05pm

Profit centers work best when based on the impulse buying style. The impulse buying style simply means the member responds to certain stimuli and makes a buying decision he or she did not intend. If an owner doesn’t understand that a large majority of retail sales are made on impulse and not by plan, the club’s profit centers will not work. Continue reading »

Comments Off | Wellness

Steve’s Journal: Week Nine. Part 2

July 23rd, 2012 — 11:34am

Another positive thing you did was to improve the fiber content of your food choices. Oatmeal, barley, salad — all contain good sources of fiber, which not helps you feel full and eat less calories, but offers heart disease protection and good digestive functioning. When you can, select whole grain breads and whole wheat cereal. Please define the type of bread and cereal you eat. Continue reading »

Comments Off | Fitness

Steve’s Journal: Week Nine. Part 1

July 23rd, 2012 — 11:30am

Dear Sharon and Armand,
I am submitting my diary today feeling pretty good. Not only did I have my best week yet — both in food and exercise — but I crossed the 240-pound barrier, weighing in at 238. Yes, I’m still fat, but 17 pounds less fat and feeling good. Continue reading »

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Effective Telephone Techniques

July 16th, 2012 — 8:12am

Learning to use the telephone effectively can be the difference between having a vital, thriving facility and having one that is moribund. Use the following techniques to help boost your membership and revenue numbers.

Remember where you are. Since you don’t have the benefit of contact and body language while on the phone, you need to rely on voice quality and words to get your message across. Practice conveying warmth and enthusiasm with the tone of your voice. Consider putting a mirror in front of you during your calls.

Be persistent. Effective sales techniques begin when the prospect on the other end of the line says “no.” A “no” for today is just that. It doesn’t mean that the prospect never wants what you have to offer, it just means that he or she doesn’t want it now. Log all of your calls, and use this information to build a database that you can use to stay in contact with prospects in the future.

Log your calls. Create a worksheet that allows you to keep track of the number of calls you make, the number of prospects you talk to and the number of appointments you make. This information will help you build your prospect database and figure out ways that you can make your phone calls more effective. For example, you might learn that certain days and hours result in your reaching more prospects and booking more appointments.

Put in your time. You must commit to using the phone for a certain number of hours every week and stick to it, regardless of your perceived success. Like all sales, phone sales is a numbers game, and every call counts. View every call as taking one more step closer to the sale.

Have a script and stick to it. Since many of your phone calls will not be initiated by you or your staff, but will rather come unannounced by your prospects, you should have your objectives in mind before you pick up the phone. Most of the incoming calls will be requests for information. View these as opportunities to get prospects into the club, and stick to a well-designed script that allows you to control the conversation.

Never give out prices. Recognize that many people will begin their information call by asking you the price of the membership. This may not be their No. 1 concern, but they may not know what else to ask. Use your script to redirect the conversation and get prospects thinking in terms of value, not price. Research shows that, contrary to what you might think, giving out prices results in fewer in-club visits and, in turn, fewer sales.

Learn techniques for handling hostile callers. Some callers may turn hostile, especially when you refuse to quote prices over the phone. If it’s clear that price is the prospect’s only concern, and your club doesn’t have the lowest price in your area, suggest that he or she visit the lower-priced clubs, and try to get the prospect to make an appointment to check out your facility. Only when absolutely necessary, as in when the caller becomes angry, should you resort to saying, “I assure you that the reason I want you to come into the club to discuss our various membership options is not to coerce you into joining. We know that seeing all we have to offer is the only way that anyone can make a fair assessment of our club.

If you’re still opposed to taking a look in person, I can only say that I am extremely sorry we won’t have the opportunity to serve you.”

Never hang up empty-handed. Your primary objective is to get an appointment with the prospect. Failing that, get the prospect’s name, address and phone number, at a minimum, for your database so that you can make another attempt at a later date

Comments Off | Communication

Umbilical Cord Blood Can Save Lives

July 5th, 2012 — 1:38pm

At one time we thought it was useless after birth. Now it’s priceless and it’s saving lives.
The blood in every umbilical cord contains stem cells — the building blocks of healthy blood. Continue reading »

Comments Off | Cancer

Introducing Your Children to Art in Museums, Parks and More, Part 2

July 3rd, 2012 — 8:50am

Always be on the lookout for sculpture that your child is allowed to touch. Some children’s museums set out special pieces and invite children to enjoy them! Engage Your Child With Your Descriptions Continue reading »

Comments Off | Enternainment

Introducing Your Children to Art in Museums, Parks and More, Part 1

July 3rd, 2012 — 8:48am

It is everywhere. At hotels, restaurants, banks, and even at doctors’ offices, some form of art decorates the walls. These are all chances to explore art with your child. Continue reading »

Comments Off | Enternainment

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