If you build it they will come….

build-it-and-they-will-come

The 1989 film Field of Dreams – Kevin Costner was told “if you build it they will come” and back then they did. However, in 2017 it’s not a foregone conclusion unfortunately. More and more new build Gyms and Health Clubs are popping up all over and many are successful, but not all.

So what is the secret to success?

My belief is quite simply good Prospect Management, controlling the situation rather than allowing the situation to control the outcome.

When starting a new business we always think of the 5 P’s

  1. Price
  2. Promotion
  3. People
  4. Product
  5. Place

I think we have forgotten a vital P and that is Prospect Management and more and more successful Health Club brands are seeing the value of investing in software that helps the sales team to:

save time, quality control, performance ratios, KPI’s, visibility, reporting and most importantly never lose another lead.

Save Time

An easy to use product that offers automation to ensure that no leads are missed. A tool that free’s up precious time for the sales team to do what they are good at. Keeping it simple avoids mistakes and ensures that everyone buys into using the tool. Take the chance of making a mistake out of the equation.

Quality Control

The ability to design branded templates will ensure that the quality always meets the desired level of the business. Email and SMS templates that can be branded and with two way communication so that no responses are missed.

Performance Ratio’s

Setting individual and club targets to ensure that all team members are achieving the desired results. This allows the business to reward those who exceed the targets and train those that need support. Identifying gaps in skill sets and ensuring that everyone is pulling their weight.

KPI’s

Provides a best practice for the team to follow and ensure that they are on track. Setting Bench Marks that keep the team focused. Identifying where there are opportunities to improve and to adjust activity if the results are no forefilled.

Visibility

Clarity of not only how much activity is taking place but how successful that activity is. How many leads have we got, where are they coming from, how did they find out about us, how quickly are we converting them. All these questions help us to move faster and more efficiently when we are behind the target set.

Reporting

Full clarity on the success of the business, the ability to compare results with other clubs and teams across the network. To evaluate what marketing is working and where to invest in the future to improve results. Conversion ratio’s of individuals through to club level, enabling the implementation of training as required. What communications are most effective to get those results, SMS, emails or phone calls. Is the time being used well and what are the ROI’s.

Never lose another lead

We spend thousands of pounds on marketing to generate those leads and the value of each lead can be worth thousands to the business. There is no such thing as a dead lead and the value of your database is the net value of your business. So growing a clean database is imperative to the success of your business both now and in the future. We all know that a No today can be a YES tomorrow so don’t take risks by using a paper based prospect management system. Or leave it to chance on an excel spread sheet.

What is your companies sales process and how does it flow?

Are there gaps where prospects can be miscommunicated too multiple times or missed entirely?

Can you guarantee the level and quality of the communication?

Any doubts, then I recommend that you look no further than GymSales Software. A simple, affordable and easy to use Prospect management system that can integrate with your current membership system.

Email us today for your complimentary trial on UK@gymsales.net or call (0131) 510 1739

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Why use a prospect management system?

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Why do health clubs, Gyms and Personal Trainers need a Prospect Management System?

Quite simply because we cannot remember everyone who contacts us. With regular leads making contact to our Businesses every day its impossible to ensure that you remember all those important details. Do they like classes, swimming or weights? How did they hear about us, do they have friends who may want to join too? What are their goals and when do they want to achieve them by? Have they been a member of Gym before? Are they currently exercising?. If you are not making a note of all this powerful information then you are doing the Prospect a disservice. Especially if they become a member down the track.

Here is my top 10 reasons for using a Prospect Management Tool:

  1. What Marketing is working – Track your Marketing sources to see what promotions and marketing campaigns have generated the most amount of leads. This is imperative to know when you plan your marketing strategy for the next 12 months. What worked well and what didn’t.
  2. Reward & Recognition – Target your team members to ensure that they can see the value they play in your organisation, then reward them accordingly.
  3. Internal Promotions – Communicate with Prospects and Members about relevant promo’s or campaigns that they have already stated they are interested in.
  4. Accurate Data – Capture those important details that allow you to follow up enquiries and respond accordingly.
  5. Response Times – Understand and monitor how quickly your team responds to enquiries, ensure that it is within 24 hours. Or be assured they will go elsewhere.
  6. No Dead Leads – Remember that a lead is always a lead until they say “No Thanks”. Plus ‘No’ now does not mean no next year.
  7. Quality Control – Send out sms’s and emails that don’t have typo’s and spelling mistakes.
  8. Training and Development – Using a Prospect Management tool enables you to monitor your teams performance to see what they do well and what needs developing. Training individuals on specific skills will yield greater results.
  9. Accurate Reporting – Pull reports that give you insight in multiple areas of your business and ensure that nothing is being missed. Have complete visibility of all your Sales process and ensure that all aspects are working well. Do you need more leads or just get better at converting those leads to appointments.
  10. Never lose another lead – Ensure that there are seamless systems that avoid mistakes. Connect your prospect system to your website and membership system and ensure a streamlined process. No more double handling or incorrect data entry.

A great Prospect Management tool needs to be simple to learn and understand, affordable and user friendly otherwise you will be pushing water uphill when trying to engage your team to use it.

If you would like a FREE TRIAL of GymSales then RING NOW on 1300 104 122 or email for further details to AU@gymsales.net

warmest wishes

Jenni McFaull

National Sales Manager

jenni@gymsales.net