1. Arrange the guests to visit the club facilities and introduce the courses, and complete the membership procedures. (When visiting, you need to cooperate with customer service to register at the front desk, and guide members to choose appropriate exercises and cards according to their characteristics and needs. )
2. Member consultants must be familiar with the facilities of the club during their work, including the internal environment, the number and brand of equipment, the types of sports provided, the professional expertise of coaches, the price of cards, the operation and development of the club.
3. Learn to respect coaches and colleagues at work and develop good mentality and habits. When members hire personal trainers, help members contact and recommend personal trainers.
4. Keep in touch with the joining members, conduct follow-up service and telephone return visit according to the recorded visit materials, further introduce them warmly and comprehensively, improve the enthusiasm of visitors to join the club and understand the real purpose of visitors' fitness.
5. Earnestly count the information of members, and call the members who join the club regularly and continuously to ask about the training experience, sports effect, opinions and requirements. Through thoughtful and enthusiastic service, the purpose of renewing membership card and introducing members is finally achieved, and the satisfaction of members is maximized, and detailed records are made for review and summary.
6. Expand the market, make good plans, and promote enterprises and institutions to join yoga through field surprise propaganda.
7, through the implementation of various marketing programs, improve the visibility of the club. So as to open up more marketing channels and markets.
Second, the polite language of salespeople.
Put an end to department employees talking loudly and swearing in offices and public places, and pay attention to their own image; When you meet members in the meeting place, you must use polite language. When you meet members in the aisle, you must be polite to them first.
Third, the sales staff must have some knowledge of yoga, understand the use of private classroom equipment and exercise methods.
Four. Infield visitors and reception
1. All visitors are received by infield member consultants.
2. The member consultant should cooperate with the front desk to guide visitors to register during the visit.
3. When receiving infield visitors, the member consultant shall not walk around the front desk at will, which shall not affect the members' entry and exit, and shall not make noise at the front desk to ensure the normal work of the front desk. (Members are not allowed to enter the front desk without permission)
Verb (abbreviation of verb) card processing system
1. All preferential applications for card types can only take effect after being signed by the manager.
2. Do not sell discounts, low prices or gifts without signing the application for permission, and abide by the activities and card system formulated by the company.
3. The member consultant has the responsibility to explain the relevant rules and regulations of the club to the new members and establish a good and friendly relationship with the members.
4. It is strictly prohibited to rob, fight for, string or spell orders.
5. Cross-list, responsible for members according to the priority of service follow-up.
Six, health maintenance
Offices and public places should be clean and tidy.
Employee's signature:
Part II: Responsibilities of Member Consultant 1. Abide by the sales process and relevant rules and regulations of the club and departments, obey the management and actively maintain the image of the club;
2. Be responsible for the sales of membership cards, carefully fill in daily work records and relevant sales reports, do well in-store sales, out-of-store sales, telephone sales and strange visits, and strive to achieve monthly and annual performance targets;
3. Be familiar with the various businesses and card types of the club, actively receive visiting customers, accompany customers all the way, guide guests to visit the club according to the sales process, and provide relevant membership card consulting services;
4. Do a good job in the management and tracking of member information, maintain good relations with members, contact members regularly, answer members' questions in time and provide corresponding services, such as booking coaches and informing members of activities organized by clubs. , and solve the concerns of members within its power;
5. Do a good job in exploring the potential customers of the club, developing and maintaining the sales channels, etc.
6. Report the problems encountered in the sales process in time and actively put forward reasonable suggestions for the club management;
7. Assist member directors and actively participate in external publicity, promotion and sales activities;
8. Actively participate in various trainings organized by clubs and departments;
9. Do a good job in cleaning the member's office and reception room, and take good care of all kinds of equipment of the club;
10, complete other work assigned by superior leaders.
1. Attend the daily morning meeting of the sales department.
Report the sales work of the previous day: visitors, trading cards, orders, new interested members, several follow-up calls, several effective direct sales calls, and members' recommendation to join the club; Report the work plan for the day. Reports must be number-oriented.
2. Make daily sales tasks
How many transactions, how many interested members to follow up, how many orders to promote, how many direct calls, how many people to join, customer service work arrangements, etc.
Be sure to break down the quantitative objectives and determine the time limit.
3. Answer business consultation calls
Answer the business consultation call from the front desk to the extension, and explain the products, prices, discounts and usage of the club to the guests according to their needs; Record the basic information of the guest in detail, such as telephone number and name; And send an invitation to the guests; At the same time, leave your name, phone number, characteristics, etc.
Familiar with club products, services and sales methods.
4. Follow-up consultation telephone number
After sorting out the preliminary consultation calls by telephone, contact the interested members, communicate further, understand the needs of the guests, and persuade the guests to take action to patronize the club.
Pay attention to choosing the right time and opportunity to communicate, and get twice the result with half the effort.
Receiving Visitors
Greet visiting guests politely; Judge the motivation and purpose of the guests; Introduce, explain and visit the clubhouse site, service facilities and service projects; After the visit, please sit down and do the sales work.
In the process of introduction, we should know the age, occupation, class, address, personality and purpose of the guest.
Sell membership card
Introduce the products, prices and preferential treatment of the club to the visiting guests, recommend suitable products to the guests according to their situation and needs, and persuade them to buy or settle the deposit (note: non-deposit). Pay attention to the coordination of sales skills (such as logical reasoning and persuasion) and sales skills (such as interpersonal communication and relationships).
7. Track prospective members
Analyze the reasons why the guests who visited before did not buy, adjust the sales strategy and follow up according to the work plan of the day.
The guest's refusal is not necessarily true, so we must master the real motivation.
8. Direct telemarketing
We must complete 20 strange sales calls every day to accumulate potential customers.
Practice fully for different objects.
9. Customer service
Provide full service guidance for members who are exercising for the first time and guests with trial coupons, and communicate with old members through customer service in a planned way.
Pay attention to correct explanation and guidance, and cooperate closely with the coach. This is the best way to get members' recommendation to develop their own business.
Method.
10 member information collation
Archive all kinds of membership information obtained every day in different categories for future use.