1, guest fitness record (GFP) Guest fitness record is to obtain customer information and master customer needs and fitness motivation through some designed questionnaires. There is nothing special about GFP questionnaire, but it emphasizes its importance and flexible application. For example, if a guest enters, the member consultant will take him to the lounge next to the front desk to do GFP, which takes about 15 minutes. The purpose of GFP: 1 is to say hello, establish a relationship with customers quickly and eliminate customers' vigilance. Get to know the background of the guest through the customer information column, so as to find the connection point, let the guest trust you, and then establish the personal value of the member consultant. Through the well-designed questions on GFP, we can find out the motivation, interest and potential worries of the guests coming to the fitness center, so as to meet the needs and resolve the worries when doing physical examination and taking a group tour. If there is no deal that day, the member consultant will recall the information and characteristics of the guests when he sees GFP in the future, which is convenient for tracking and management. Attach importance to the use of GFP, and formulate supporting measures such as regular training and assessment of employees' GFP level and no corresponding punishment for GFP. Therefore, in the training of membership consultants, GFP alone will take up 1/3 or even more training time. Repeatedly stressed that "GFP is selling guns", which is in stark contrast to many clubs I investigated that don't do GFP at all. 2. Body composition detection and professional coach explanation (test) After helping the guest finish GFP, the member consultant will quickly ask the personal education manager about the guest, and then the personal education manager will designate a coach suitable for the guest to do a physical examination for him. Remember, "fitness" is a key word. A bodybuilding coach is very persuasive to guests who advocate strength, and a well-proportioned beauty coach is also very attractive to guests who want to lose weight. Of course, this request process is very fast and won't keep the guests waiting for more than a minute. When the member consultant enthusiastically introduced the past coaches, many visitors had a desire to buy at the moment they shook hands with coaches with good spirit and temperament. Then the guests took off their shoes and socks and stood on the body composition tester that had just been wiped with alcohol cotton balls. The test took about one minute. In this minute, the coach will naturally greet the guests and establish a relationship according to the information provided by the member consultant. Then the coach will quickly explain the detected indicators to the guests in simple and vivid language and answer the guests' questions from a professional perspective. The whole process is rigorous, skilled and flexible because of frequent training, just like a member consultant is helping guests make GFP.
3. Tour Exhibition When customers are full of curiosity and self-esteem, their dreams are magnified, and they get up and visit with membership consultants with satisfaction, they are already immersed in the designed membership manufacturing production line. Because a lot of work was done in the early stage, some of them created the value of the club and the personal value of the employees, and removed the vigilance of most guests. More importantly, the member consultants have a better understanding of the concerns and worries of the guests, so they will have a focus when taking the tour, and strive to enlarge the demand and avoid worries. From the cardio-pulmonary aerobic area to the resistance training area to the weight training area, from the dynamic exercise room to the static exercise room to the dressing room, the tour route will not be repeated. Time 15? 20 minutes.
After the visit, the membership consultant will take the guests back to the rest area and then take out a beautiful blackboard clip from the negotiation table. This is a member introduction book, which contains company introduction, number of clubs, star partners, fitness benefits and corporate culture, personal trainer introduction, group gymnastics class, exclusive fitness courses and so on. Finally, the types and prices of the cards sold.
5. Price employees are not allowed to disclose the specific price to the guests before making an offer, such as GFP and taking a group. To this end, they often train employees and teach them how not to quote specific prices without causing customers' resentment. In the process of quotation, employees are required to quote only one price according to the needs of customers, generally speaking, it is the highest level platinum annual card, 3000. If it is not successful, they will find a suitable reason to reduce the price or ask the manager or colleagues to help reduce the price according to the customer's needs and reactions.
6, high-level intervention (T0) and the first person to sell attention to every guest, and strive to improve the transaction rate, so every guest is required to be there. The first one is to make a deal with the guild consultant, and the second one is to upgrade the membership of the customers who have already made a deal, usually for three or one year. To this end, the sales manager and assistant manager will personally supervise the war in the negotiation area. Although this insurance sales method will make customers feel pressure, it turns out that it can greatly increase the proportion of transactions. TO can be a manager's TO or a mutual TO between member consultants. Usually, the member consultant will judge the guests' worries through nearly 1 hour communication with them in the early stage, and then guide them to express their real worries and isolate the problems. The next step is to leave some room for price negotiation and find a manager. When guests buy expensive fitness membership cards, greater consumption is behind.