How to Master the Walk-In inquiry How do we learn in the fj tness - - PowerPoint PPT Presentation

How to Master the Walk-In inquiry

Gym Hub Presents

How do we learn in the fjtness industry?

QUESTION TIME

WHAT WE WILL COVER TODAY

• What is their biggest fear?
• What are the statistics?
• A 5 Step Formula to MASTER walk-in

inquiries

• What is our role?

What does the public fear most?

So instead....don't sell,just LISTEN WHAT SHOULD WE DO?

Smile Shake hands Introduce yourself Ask lots of questions

for example:

• What brings you in here today?
• How did you hear about us?
• So what was it that we do, that

sounded appealing to you?

• How long have you been thinking

about finding a good gym for/losing weight?

What should we never do?

Let people enter without saying hello Talk from behind reception Assume Talk non stop

What's our biggest fear about the walk-in inquiry? They will ask something we don't know

They might reject us

What else?

WORRY LESS IT’S NOT ABOUT YOU

Statistics tell us..

• 60% of people who inquire are

ready to start

• 20% are on the fence
• 20 % will NOT start if you do

the exercise for them

Most gyms are pretty similar, yeh? So the reason they come in is…

• To see for themselves
• To see if they like you
• To get help / ask questions

PROFESSIONAL UPBEAT CAN OUTLINE 'WHERE TO FROM HERE'

If you are

most people will start

• r do a trial

HOW TO MASTER THE WALK-IN INQUIRY

5 EASY STEPS

STEP 1

CREATE A CONNECTION

FIND COMMONALITY

STEP 2

CERTAINTY SELLS

Products People Past results Confjdence Sells STEP 3

TAILORED TOUR

FEATURES VS BENEFITS

Tailor the tour

• Body language/ behaviour style/ goal
• Avoid taking about anything they don't want
• Give social proof

STEP 4

LEAD THE WAY

SO THE NEXT STEP IS … SO THE NEXT STEP IS …

The bit at the end of the tour

• Before an awkward silence

The bit at the end of the tour

• Before they say

“Have you got a flyer” “I will think about it”

OR

• Initial consultation - for someone who is ready to start
• Free trial - for someone who's not quite ready to buy

**If in doubt??**

You offer 1 of 2 things

The bit at the end of the tour STEP 5

FOLLOW UP


 
 WHAT HAS BEEN MOST USEFUL SO FAR?

WORRY LESS IT’S NOT ABOUT YOU

Importance of getting details

• Measure marketing & re-invest well
• To market to them
• Return customers will start

THE WALK-IN INQUIRY

5-STEP SUMMARY

STEP 1

CREATE A CONNECTION

STEP 2

CERTAINTY SELLS

STEP 3

TAILORED TOUR

FEATURES VS BENEFITS

STEP 4

LEAD THE WAY

SO THE NEXT STEP IS … SO THE NEXT STEP IS …

STEP 5

FOLLOW UP

28 yrs old, overweight 2 kids, played AFL, hasn't trained in 12mths Case Study -DAVE

QUESTION TIME