Gym Hub Presents How to Master the Walk-In inquiry How do we learn in the fj tness industry?
QUESTION TIME WHAT WE WILL COVER TODAY • What is their biggest fear? • What is our role? • What are the statistics? • A 5 Step Formula to MASTER walk-in inquiries What does the public fear most?
So instead....don't sell,just LISTEN WHAT SHOULD WE DO? Introduce yourself Smile Shake hands Ask lots of questions for example: - What brings you in here today? - How did you hear about us? - So what was it that we do, that sounded appealing to you? - How long have you been thinking about finding a good gym for/losing weight?
What should we never do? Talk from behind reception Let people enter without saying hello Assume Talk non stop What's our biggest fear about the walk-in inquiry? They will ask something we don't know
WORRY LESS They might reject us What else? IT’S NOT ABOUT YOU Statistics tell us.. • 60% of people who inquire are ready to start • 20% are on the fence • 20 % will NOT start if you do the exercise for them
Most gyms are pretty similar, yeh? So the reason they come in is… • To see for themselves • To see if they like you • To get help / ask questions If you are CAN OUTLINE PROFESSIONAL UPBEAT 'WHERE TO FROM HERE' most people will start or do a trial HOW TO MASTER THE WALK-IN INQUIRY 5 EASY STEPS STEP 1 CREATE A CONNECTION
FIND COMMONALITY STEP 2 CERTAINTY SELLS Con fj dence Sells Products People Past results STEP 3 TAILORED TOUR FEATURES VS BENEFITS
• Body language/ behaviour style/ goal • Give social proof • Before an awkward silence • Before they say OR Tailor the tour • Avoid taking about anything they don't want STEP 4 LEAD THE WAY SO THE NEXT STEP IS … SO THE NEXT STEP IS … The bit at the end of the tour The bit at the end of the tour “Have you got a flyer” “I will think about it”
• Initial consultation - for someone who is ready to start • Free trial - for someone who's not quite ready to buy **If in doubt??** WORRY LESS The bit at the end of the tour You offer 1 of 2 things STEP 5 FOLLOW UP WHAT HAS BEEN MOST USEFUL SO FAR? IT’S NOT ABOUT YOU
Importance of getting details • Measure marketing & re-invest well • To market to them • Return customers will start THE WALK-IN INQUIRY 5-STEP SUMMARY STEP 1 CREATE A CONNECTION STEP 2 CERTAINTY SELLS
STEP 3 TAILORED TOUR FEATURES VS BENEFITS STEP 4 LEAD THE WAY SO THE NEXT STEP IS … SO THE NEXT STEP IS … STEP 5 FOLLOW UP Case Study -DAVE 28 yrs old, overweight 2 kids, played AFL, hasn't trained in 12mths
QUESTION TIME
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