Sell More Memberships!  Create membership momentum for your gym or fitness studio.

Sell more memberships every month by following this membership momentum formula. Memberships are the life blood of every gym, health club, fitness studio, or any business that sells memberships for that matter.

No members = no dinero = no business!

Beating attrition, gaining more memberships then you lose each month is the key to long term success.

Many gym and studio owners grow rapidly the first few years and then start feeling the tap of the breaks.

Most facilities hit market maturity anywhere from 1 to 5 years depending on the size of your market.

The more people that live within a 3-7 mile radius the longer it takes to hit saturation.

Market saturation is why many fitness studios or health clubs grow rapidly the first few years and then stabilize.

For example, if a fitness facility has 100,000 people who live within a 5 mile radius here’s how it breaks down:

• Approximately 24% (24,000 people) will have a fitness membership of some kind.
• With 7 gyms in the area you get approximately 3,400 members per gym.
• Of course some will have much more market share. You also have to account for fitness studios having hundreds of members, not thousands.

Once you hit saturation the “membership momentum” formula becomes 10 times more important.

You can get by the first few years by taking a lazy approach to your membership sales but it will come back to haunt you later.

Membership Momentum Formula to Sell More Memberships

Here’s 3 strategies you can use to create momentum to sell more memberships to grow your fitness business.

Gym and fitness studio owners who follow this formula will beat the competition and create a very successful business.

Sell More Memberships Strategy #1: Fill The Funnel!

You’ve herd the saying “always be closing”, but you can’t close new memberships without prospects.

Instead, always be marketing.

The success of your business depends on filling the top of the funnel with new leads every month.

If leads dry up then so do membership sales.

Make marketing a top priority every month so you can reach new potential members.

You should have at least 2-3 channels that consistently bringing in new leads.

There’s so many marketing channels to chose from.  Don’t get overwhelmed.

Focus on just 2 -3.  Get those dialed in before adding another channel.

Don’t neglect the rest but you’ll find that 2-3 channels are typically the best avenue for generating leads in your fitness business.

It’s amazing how many gym and fitness studio owners don’t invest time and money into marketing their business.

Leads and new members don’t fall out of the sky.  You have to be intentional about growing your business.

Sell More Memberships Strategy #2: Follow Up!

“The fortune is in the follow up!”

Did you know that 80% of sales happen after the 5th follow up.

I’m not talking about being annoying.  I’m talking about nurturing.

For example:

Let’s say someone gives you their name, phone, and email address in exchange for a free trial or some special offer that peaked their interest.

They were excited about it but got busy and forgot to call the next day.

A week goes by and no one calls, no text, no email.  Kiss that prospect goodby!

On the other hand.

Let’s say someone opt-in’s in for a free one week trial.

1. They immediately get a follow up text message.
2. They also get a nice welcome email in their inbox with more information.
3. The same day they also get a friendly phone call from someone interested in their fitness goals and invites them in right away.
4. The day after they come in to begin their trial they get a follow-up phone call to see how the first visit went. The relationship is growing, trust is building, and they get excited to come back in again.
5. A day later they get another email with some helpful tips related to their fitness goals and a little inspiration like a case study or story.
6. Three days into the trial they come to YOU asking to join because they are having an incredible experience.

Ok so you may be thinking this sounds like a lot of work but it’s not!

Email and text can be automated.

Each of the 2 phone calls take about 2-3 minutes each, or 20 seconds if you leave a voicemail.

You can follow up 5-8 times with only 5 minutes of time spent.

If your average lifetime value of a member is $300 TO OVER $1000 do you think it’s worth taking the extra 5 minutes to follow-up? You bet it is!

Unfortunately most gyms and fitness studios don’t track leads and don’t have a follow up process in place.  It can be as simple as setting up a google drive and using spread sheets.

It doesn’t take long but it does take a little effort and training.

This little bit of effort can pay off BIG TIME!

If you have follow-up systems in place and you’re competitors don’t who do you think is going to win most the time?

Take an hour and re-evaluate your follow up process.

Ask yourself these questions about your fitness business…

• Are there strong automated follow-ups in place using technology like email and text messaging?
• Is there a simple yet effective way to track leads each month?
• Are designated people making follow-up phone calls consistently (more then just 1 or 2), and tracking them?
• Is there regularly scheduled training in place to keep the system running smooth and improve the process over time?

Being strategic will exponentially grow your revenue.  Being intentional in the follow-up process will guarantee you sell more memberships!

Sell More Memberships Strategy #3: Fuel Momentum!

It’s too easy to become complacent.

Stagnation sets in when no one is poking the fire to keep it burning.

Getting comfortable can be detrimental, so don’t!

Once you’ve created momentum it’s equally important to keep it going.

How do you keep fueling membership momentum.

It all starts with leadership.

Having people who know how to lead, motivate, and inspire it key.  When you have strong leaders in place good things happen.  Sports is a great example of this.  A coach who’s a strong leader can take a team from 0-12 to 12-0 in a short time.  The UCF football coach Scott Frost is a great example.

The same is true for leadership in business.

If you’re the leader or you have people under you who are in leadership positions then you need to be stoking the fire all the time.  If you don’t it will go out!

Here’s some practical ways you can fuel membership sales momentum:

• Team leadership training.
• Performance based contest.
• Team building / social events.
• Vision casting.
• Team goal setting.
• Track the team and individual goals where everyone can see them.
• Performance based pay / incentives.
• Rewards for achievement.
• Tell someone you believe in them.
• Be enthusiastic about the future of the business and goals associated with it. (it’s contagious).
• Get real.  If the business is in trouble tell your team and get everyone onboard to make it work.
• Help the team see the benefits of winning together and how it will positively impact them.

There’s a lot you can do to get things moving in the right direction.

Follow this membership momentum formula and sell a ton more memberships every month.