1. You are in the wellness industry (in a sense) and so you have a vested interest in helping people become more healthy. Realize that people
are always hungry for information, especially in the "How to" category. Consider running seminars in the areas of nutritional assessment,
massage, personal training, podiatry, yoga, acupuncture, etc so that people learn how they can take elements of a discipline to improve their
lives. Bring in specialists who will teach the courses. It benefits them because they might pick up some clients, and it benefits the members
because they like to learn.
2. Realize that a headline in your advertising accounts for 80% of the effectiveness in the ad. This also applies to the "headline", i.e. the
opening words you use when a prospect first walks into your place of business. The first words out of your mouth have tremendous impact.
When someone walks in and says, "I'm interested in becoming a member", do you start to talk about the price or do you build excitement.
Opening with a headline such as "Oh my goodness, you're going to love this place!" may seem corny, but it instantly builds excitement and
anticipation. Now you have a chance to explain why, with all the benefits, rather than simply talk about price.
3. Create scripts to sell, to up-sell, to maintain customer loyalty, to get referrals, etc.
Expanding Customer Purchases
Understand what people use before, during and after they go to a health club. Can you offer special discounts to health publications, vitamin
packages, water bottles, athletic gear, etc.? Can you make deals with strategic endorsement partners to even sell your members products or
services that others produce?
Health Club