Managing Your Prospects

Members are at the center of your business, and the success of your health club is dependent on your ability to skillfully convert prospects into long-term members. Any potential client who has registered an interest in joining your health club is considered a ‘prospect’. Generally, prospects are new members who have not joined your facility for any period of time in the past. Clubware provides you with the tools to support the entire process, from the qualification of a prospect to sale.

 

At the initial point of contact your aim is to form an accurate picture of the prospect’s profile and interests to be able to tailor your sales pitch. Clubware has a built in pre-sales questionnaire, which allows you to conveniently select relevant data such as the number of likely visits per week, hobbies, fitness goals, etc. You can easily click through the questionnaire as you speak to your prospect.

 

Armed with your prospect’s personal details, you have the opportunity to customize your approach to suit the prospect’s identified interests and fitness aspirations. Creating a connection by appealing to the prospect on an emotional level ensures engagement, increasing the likelihood of closing the deal.

 

Following the first appointment, ongoing communication with your prospects is essential to winning them over. Consistent communication with prospects is effortless with Clubware’s e-mail and SMS correspondence capabilities. It is important that you reach your prospect at the right time and through the most appropriate channel, whether it is for an upcoming promotion or for a simple reminder.

 

All relevant activities including reminders and follow-ups with the prospect can also be recorded on Clubware to keep track of progress and results. Reports can be generated to display the number of existing prospects, which particular membership sales consultant is communicating with each prospect, and many other indicators that could provide valuable insight on your staff performance and facility’s operations.

 

At the much-anticipated time of conversion, all of the prospect’s details can be immediately transferred to the members’ records. This will again serve as a resource for formulating your future member retention strategies. To learn more about how you can successfully manage your prospects using Clubware, contact +64 9 4810490 or support@clubware.co.nz. You can also view http://clubware.co.nz/features/member-management/