Telemarketing Tips and How to Create a Script That Sells!

Telemarketing and follow-up is probably one of the least used tools in the arsenal of health club professionals today. I run into clients who contact us and swear that their gym production problem is a lack of people to sell memberships to.

Fortunately, (whether you like to hear it or not) the real problem is not the marketing of the gym, or the location of the clubs, or the recession, but rather the inability or unwillingness of health clubs to cultivate the traffic they already have. they have, EFFECTIVELY. In general, there are more than enough membership leads through walk-ins and visits, not to mention internal leads such as expired club members and upcoming renewals that fitness consultants aren’t following in the right way. .

Now, I could share a bunch of fancy membership lead follow-up tactics using direct mail, autoresponder email, newsletters, referral campaigns, but for the purpose of this article I’d like to focus on the simplest and most less expensive, and older ways to reach these existing membership leads and get a great return.

Pick up the phone and give them a call!

However, you must have a plan to carry out a successful telemarketing follow-up effectively and consistently. This plan should include all the following steps and the big I HAVE TO

1. Gather your prospect list

2. Separate prospects into groups (TI, lost guest, expired, referral, lead box ECT)

3. Create a call schedule starting 2 weeks after the initial follow-up process, 30 days, 90, 180, 1 year

4. Develop a strong offer (sweeten the pot the further you go)

5. Make sure each offer contains a guarantee, a call to action, and a sense of urgency.

The most important thing is to write a specific SCRIPT that will keep gym sales people on track, achieve the goal, and get club prospects to action.

The scripts I recommend are set out to accomplish one thing which is to get the potential gym member to take the next step.

In most cases, make an appointment, visit the website, come see the exciting changes we’ve made, or refer a friend.

These types of follow-up calls are rarely designed to close the sale over the phone, as there are so many more possibilities once you’ve had a chance to get comfortable in our club, build on the relationship, and get excited about the idea of ​​a brand new style. fit life. While not impossible, this can be difficult in a 2 minute phone conversation.

Armed with a good list, a powerful offer, a properly crafted script, quickly introduce yourself and the gym again, expose the nature of the call, try to establish a bit of rapport, and then make an offer that can’t be refused.

Here is an example:

Hi John, I’m Frank from XYZ Fitness, how are you?

Great, just wanted to know how things were going since your visit to the gym a couple of weeks ago.

(Pause, listen if they reveal any valuable ammo)

I remember that when you arrived you wanted to tone up but found it difficult to exercise with your schedule. (By the way, it is only known if we ask the correct questions and document).

Are you still busy? (9/10 everyone says yes)

If so, I know it can be difficult, but I also know that you understand the importance of taking care of yourself so that you can be even more productive during that hectic schedule.

I have an amazing promotion starting in a couple of weeks and would love for you to take advantage of it, so I thought I’d give you a chance to work out for the next 30 days at home and see if you can. squeezes the gym.

If it works, I’ll reserve your spot during the special! If not, then you are not out of anything. It sounds fair?

Great, when do you want your VIP pass ready, today or tomorrow?

If they say no or not yet a problem or even joined another club, go ahead and make a similar endorsement offer. The point is to follow up, reestablish the connection, and give them a reason to come back. If you play your cards right, you will have another chance. In some cases, you may not get them right away, but the act of staying in touch is generally more than other clubs do and can prove to be the deciding factor in eventually winning your business.

The key to remember is to have a plan, have proper follow-up offers, guide the conversation, and be consistent. As I mentioned, even if you don’t win the battle, you win the war if they value the fact that you remember them and care enough not to drop them through the cracks.

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