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Health Club Sales & Marketing
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Articles Home\Health Club Sales & Marketing\Sorry My Club is Sold Out
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Sorry, My Club is Sold Out: The 3R's of Business Development
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Creating Volunteer Spokespersons
Your goal as club owners, of course, is to provide the 'knockdown drag out outstanding experience' everyone needs to move as many people as possible into the
volunteer spokesperson category. Your members should be the central focus of your
business because only then will they become the central focus of your
marketing program.
Once you accomplish this mission you must then set up the process by
which interested people can market to each other. If you look at the
success of multi-level or network marketing you'll find it simply is
people talking to people.
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How To Turbo Charge Your Referrals
Focus on the experience of your existing members. Be obsessive
About the experience and do what it takes!
Understand that your entire universe is the surrounding area within six to eight minutes of your front door. Be obsessive about your message and image in this area and do what it takes!
Understand that news moves at the speed of light.
Thus your customers experience, which is your product, will pervade your marketplace almost instantly. Be obsessive about creating the buzz and Do what it takes!
Improve the communication process between your members and the
non-member community.
- Make it easy for your members to e-mail a friend about opportunities
to try out the club. E-mail the program to your members and invite them to forward it to a friend.
- Create a health-related web site with health-related chat rooms.
Attach ways to be introduced to the club.
- Offer to give a book, personal training session, certificate,
article, or class-pass to their friends.
Referral sales have huge benefits over other types of sale
- Lower cost per membership sold.
- Greater initial loyalty on the part of both the new and sponsored
member.
- You may be able to re-allocate a greater portion of the budget to
rewarding the sponsors.
Relationship = Valued Experience = Repeat Sales = Retention = Share The
Valued Experience = Referral Sales
As you can see the sold out businesses are not necessarily the ones that
spend the most on marketing. They are sold out because they focus obsessively on the ever-so- fragile customer relationship experience. They are the businesses that understand it is a forever process necessary to serve their customers and the people they know.
About Mike Chaet
Go to About Mike Chaet.
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